Chapter 6

Question 1

a process by which individuals organize and interpret their sensory impressions to give meaning to their environment

Answer 1

perception

Question 2

what are the three factors that shape/distort perception

Answer 2

perceiver
target
situation

Question 3

an attempt to explain the ways we judge people differently, depending on the meaning we attribute to a behavior, such as determining whether an individual’s behavior is internally or externally caused

Answer 3

attribution theory

Question 4

behaviors that an observer believes to be under the personal behavior control of another individual

Answer 4

internally caused

Question 5

behaviors we imagine the situation forced the individual to do

Answer 5

externally caused

Question 6

whether an individual displays different behaviors in different situations

Answer 6

distinctiveness

Question 7

if everyone who faces a similar situation responds in the same way

Answer 7

consensus

Question 8

whether a person responds the same way every time

Answer 8

consistancy

Question 9

the tendency to underestimate the influence of external factors and overestimate the influence of internal factors when making judgments about the behavior of others

Answer 9

fundamental attribution error

Question 10

the tendency for individuals to attribute their own successes to internal factors and put the blame for failures on external factors

Answer 10

self-serving bias

Question 11

the tendency to choose to interpret what one sees based on one’s interests, background, experience, and attitudes

Answer 11

selective perception

Question 12

the tendency to draw a positive general impression about an individual based on a single characteristic

Answer 12

halo effect

Question 13

the tendency to draw a negative general impression about an individual based on a single characteristic

Answer 13

horns effect

Question 14

evaluation of a person’s characteristics that is affected by comparisons with other people recently encountered who rank higher or lower on the same characteristics

Answer 14

contrast effect

Question 15

judging someone based on one’s perception of the group to which that person belongs

Answer 15

stereotyping

Question 16

a situation in which a person inaccurately perceives a second person and the resulting expectations cause the second person to behave in ways consistent with the original perception

Answer 16

self-fulfilling prophecy

Question 17

describes how an individual’s behavior is determined by others expectations

Answer 17

pygmalion effect

Question 18

choices made from among two or more alternatives

Answer 18

decisions

Question 19

a discrepancy between the current state of affairs and some desired state

Answer 19

problem

Question 20

characterized by making consistent, value-maximizing choices within specified constraints

Answer 20

rational

Question 21

a decision-making model that describes how individuals should behave to maximize some outcome

Answer 21

rational decision making model

Question 22

a process of making decisions by constructing simplified models that extract the essential features from problems without capturing all their complexity

Answer 22

bounded rationality

Question 23

an unconscious process created out of distilled experience

Answer 23

intuitive decision making

Question 24

a tendency to fixate on initial information from which one then fails to adjust adequately for subsequent information

Answer 24

anchoring bias

Question 25

the tendency to seek out information that reaffirms past choices and to discount information that contradicts past judgments

Answer 25

confirmation bias

Question 26

the tendency for people to base their judgments on information that is readily available to them

Answer 26

availability bias

Question 27

an increased commitment to a previous decision despite negative information

Answer 27

escalation of commitment

Question 28

the tendency of individuals to believe that they can predict the outcome of random events

Answer 28

randomness error

Question 29

the tendency to prefer a sure gain of a moderate amount over a riskier outcome, even if the riskier outcome might have a higher expected payoff

Answer 29

risk aversion

Question 30

the tendency to believe falsely, after an outcome of an event is actually known, that one would have accurately predicted that outcome

Answer 30

hindsight bias

Question 31

an ethical perspective in which decisions are made to provide the greatest good for all

Answer 31

utilitarianism

Question 32

individuals who report unethical practices by their employer to outsiders

Answer 32

whistle-blowers

Question 33

a perspective in which ethical decisions are made because you ‘ought to’ in order to be consistent with moral norms, principles, standards, rules, or laws

Answer 33

deonance

Question 34

analyzing how people behave when confronted with ethical dilemmas

Answer 34

behavioral ethics

Question 35

the ability to produce novel and useful ideas

Answer 35

creativity

Question 36

the stage of creative behavior that involves identifying a problem or opportunity requiring a solution that is yet unknown

Answer 36

problem formulation

Question 37

the stage of creative behavior when possible solutions to a problem incubate in an individual’s mind

Answer 37

information gathering

Question 38

the process of creative behavior that involves developing possible solutions to a problem from relevant information and knowledge

Answer 38

idea generation

Question 39

the process of creative behavior involving the evaluation of potential solutions to problems to identify the best one

Answer 39

idea evaluation