Chapter 16 - Behaviour in a Social Context

Question 1

attribution

Answer 1

Judgments about the cause of our own and other people’s behavior and outcomes

Question 2

fundamental attribution error

Answer 2

A tendency to underestimate the impact of the situation and over estimate the role of personal factors on explaining other people’s behavior

Question 3

self-serving bias

Answer 3

The tendency to make relatively more personal attributions for success and situation attributions for failure

Question 4

primacy effect

Answer 4

(Impression formation) our tendency to attach more importance to the initial information that we learn about a person

Question 5

stereotype

Answer 5

A generalized belief about a group or category of people

Question 6

self-fulfilling prophecy

Answer 6

When people erroneous expectations lead them to act in a way that brings about the expected behaviors, thereby confirming the original impression

Question 7

attitude

Answer 7

A positive or negative evaluative reaction towards a stimulus

Question 8

theory of planned behaviour

Answer 8

View that our own intentions to engage in behavior is strongest when we have a positive attitude towards that behaviour, when subjective norms support our attitudes, and when we believe that the behaviors under our control

Question 9

theory of cognitive dissonance

Answer 9

The theory that people strive to maintain consistency in their beliefs and actions, and that inconsistency creates dissonance: unpleasant arousal that motivates people to restore balance by changing their cognition

Question 10

self-perception theory

Answer 10

The theory that we make inferences about our own attitude for observing how we behave

Question 11

communicator credibility

Answer 11

How believable the communicator is. credibility has two major components: expertise and trustworthiness

Question 12

central route to persuasion

Answer 12

Occurs when people think carefully about a message and are influenced because they find the arguments compelling

Question 13

peripheral route to persuasion

Answer 13

Occurs when people do not scrutinize a message, but are influenced mostly by the other factors such as a speakers attractiveness or a messages emotional appeal

Question 14

social facilitation

Answer 14

An increased tendency to perform one’s dominant response in the mere presence of others

Question 15

social norms

Answer 15

Shared expectations about how people should think, feel, and behave

Question 16

social role

Answer 16

A set of norms that characterizes how people in a given social position ought to behave

Question 17

informational social influence

Answer 17

Following the opinions or behaviors of other people because we believe they have accurate knowledge and what they are doing is “right”

Question 18

normative social influence

Answer 18

Conformity motivated by gaining social acceptance and avoiding social rejection

Question 19

compliance tecniques

Answer 19

Strategies that may manipulate you into saying yes when you really want to say no

Question 20

door-in-the-face technique

Answer 20

A manipulation technique in which a persuader makes a large request, expecting you to reject it, and then presents a smaller request

Question 21

foot-in-the-door technique

Answer 21

A manipulation technique in which the persuader gets someone to comply with small request first and later presents a larger request

Question 22

lowballing

Answer 22

And manipulation technique in which persuader get someone to commit to some behavior and then increases the “cost” of the same behaviour

Question 23

norm of reciprocity

Answer 23

The norm that when other people treat us well, we should respond in kind

Question 24

deindividuation

Answer 24

A state of increased anonymity in which a person, often as part of a group or crowd, engages in disinhibited behavior

Question 25

social loafing

Answer 25

The tendency for people to expend less individual effort when working in a group when working alone

Question 26

group polarizaiton

Answer 26

The tendency for the “average” opinion of group members to become more extreme when like-minded people discuss an issue

Question 27

groupthink

Answer 27

The tendency of group members to suspend critical thinking because they are motivated to seek agreement

Question 28

social comparison

Answer 28

The act of comparing one’s personal attributes, abilities, and opinion to those of other people

Question 29

mere exposure effect

Answer 29

The tendency to evaluate a stimulus more favorably after repeated exposure to it

Question 30

matching effect

Answer 30

In romantic relationships, the tendency for partners to have a similar level of physical attractiveness

Question 31

social structure theory

Answer 31

Theory that men and women behave differently because society directs them into different social and economic roles

Question 32

social penetration theory

Answer 32

The theory proposing that, as a relationship deepens, exchanges become broader and more intimate

Question 33

social exchange theory

Answer 33

The theory proposing that a social relationship can best be described in terms of exchanges of rewards and cost between the two partners

Question 34

companionate love

Answer 34

An affectionate relationship characterized by commitment and caring about the partners well-being; sometimes contrasted with passionate love, which is more intensely emotional

Question 35

triangular theory of love

Answer 35

The view that various types of love results from different combinations of three core factors: intimacy, commitment, and passion

Question 36

cognitive-arousal model of love

Answer 36

The view that passionate love has interacting cognitive and physiological components

Question 37

transfer of excitation

Answer 37

A misinterpretation of one state of arousal that occurs when arousal actually is caused by one source, but the person attributed to another source

Question 38

prejudice

Answer 38

A negative attitude of people based on their membership of a group

Question 39

discrimitation

Answer 39

Over of behaviors: it involves treating people unfairly based on the group they belong

Question 40

social identity theory

Answer 40

This Theory that prejudice stems from the need to enhance our self-esteem

Question 41

stereotype threat

Answer 41

Stereotypes create a fear and self-consciousness among stereotyped group members that they will “live up” to other people stereotypes

Question 42

equal status contact

Answer 42

Prejudice between two people is most likely to be reduced when they:

1) engage in sustained close contact
2) have equal status
3) work to achieve a common goal that requires cooperation, and
4) our supported by my pride or social norms

Question 43

empathy-altruism hypothesis

Answer 43

The theory that pure altruism doesn’t exist, and that it is produced by empathy

Question 44

negative state relief model

Answer 44

The view that empathy does not lead to pure I’ll truism, but instead, that high empathy causes us to feel distressed when we learn of others suffering, so that by helping them we reduce our own personal distress

Question 45

bystander effect

Answer 45

Finding about the presence of multiple bystanders inhibits each person’s tendency to help, largely due to social comparison or diffusion of responsibility

Question 46

just world hypothesis

Answer 46

Holds that Because people want to view the world’s fair, they perceive that people get what they deserve and deserve what they get

Question 47

frustration-aggression hypothesis

Answer 47

The view that:

1) frustrations inevitably leads to a aggression, and
2) all aggression is the result of frustration

Question 48

Catharsis

Answer 48

Performing an act of aggression discharges aggressive energy and temporarily reduces our impulse to aggress

Question 49

Realistic conflict theory

Answer 49

The theory that competition for limited resources fosters prejudice