Chapter 7 Flashcards
Attitudes
Beliefs and feelings about people, objects, and ideas.
Attributions
Inferences that people draw about the causes of events, others’ behavior, and their own behavior.
Bystander effect
The social phenomenon in which individuals are less likely to provide needed help when others are present than when they are alone
Channel
The medium through which a message reaches the receiver
Compliance
Yielding to social pressure in one’s public behavior, even though one’s private beliefs have not changed
Confirmation bias
The tendency to behave toward others in ways that confirm your expectations about them
Conformity
Yielding to real or imagined social pressure
Defense attribution
The tendency to blame victims for their misfortune, so that one feels less likely to be victimized in a similar way
Discrimination
Behaving differently, usually unfairly, toward members of a group.
Door-in-the-face-technique
Making a very large request that is likely to be turned down to increase the chance that people will agree to a smaller request later
Elaboration likelihood model
The idea that an individual’s thoughts about a persuasive message (rather than the message itself) determine whether attitude change will occur
Foot-in-the-door technique
Getting people to agree to a small request to increase the chances that they will agree to a larger request later
Fundamental attribution error
The tendency to explain others’ behavior as a result of personal rather than situational factors
Informational influence
Pressure to conform that operates when people look to others for how to behave in ambiguous situations
Lowball technique
Getting people to commit themselves to an attractive proposition before its hidden costs are revealed
Message
The information or meaning that is transmitted from one person to another
Need for cognition
The tendency to seek out and enjoy effortful thought, problem–solving activities, and in–depth analysis
Normative influence
Pressure to conform that operates when people conform to social norms for fear of negative social consequences.
Obedience
A form of compliance that occurs when people follow direct commands, usually from someone in a position of authority.
Person perception
The process of forming impressions of others
Persuasion
The communication of arguments and information intended to change another person’s attitudes
Prejudice
A negative attitude toward members of a group
Primacy effect
The fact that initial information tends to carry more weight than subsequent information.
Reciever
The person to whom a message is targeted
reciprocity principle
The rule that one should pay back in kind what one receives from others
Self-fulfilling prophecy
The process whereby expectations about a person cause the person to behave in ways that confirm the expectations
Source
The person who initiates, or sends, a message.
Stereotypes
Widely held beliefs that people have certain characteristics simply because of their membership in a particular group
An __________ is an inference about the causes of behavior.
attribution
Robert Cialdini
spent years observing social influence tacts used by compliance professionals
Soloman Asch
study with college students-vertical line experiment
Muzafer Sherif
classic study at Robbers’ Cave State Park -two groups of 11-year old boys
Richard Petty and John Cacioppo
peripheral route and central route
Conformity occurs when people change their behavior:
a. as a result of punishment.
b. as a result of positive reinforcement. c. in response to real or imagined social pressure. d. after observing a model being reinforced for a particular response.
C
The lowball technique involves:
a. playing on potential customers
’
guilt.
b. engendering cognitive dissonance in potential customers. c. getting someone to commit to an attractive deal before revealing its hidden costs. d. making a large request that will probably be refused to increase the chances of being granted a smaller request later.
C
An attribution is:
a. a defense mechanism used in social situations.
b. an inference about the causes of behavior. c. always negative in tone. d. all of these.
B
Researchers think that the reason the foot-in-the-door technique is effective is that people have a tendency to:
a. please others.
b. behave consistently. c. use the reciprocity norm. d. engage in fundamental attribution.
B
The important conclusion from Milgram’s study of obedience is that:
a. people apparently like to shock other people.
b. people will yield to imagined pressure. c. people who appear to be good may be inherently bad. d. the situation is a stronger indicator of behavior than the kind of person.
D
Which of the following is generally NOT considered as a contributor to racial prejudice?
a. Egocentrism
b. Stereotyping c. Defensive attribution d. The fundamental attribution error
A
Researchers think that the reason the foot-in-the-door technique is effective is that people have a tendency to:
a. please others.
b. behave consistently. c. use the reciprocity norm. d. engage in fundamental attribution.
B
Explaining your friend’s poor performance on a test by suggesting that the test was unfair exemplifies which of the following type of attribution?
a. Internal
b. External c. Rational d. Fundamental
B
The best-known experiments on the self-fulfilling prophecy have been conducted in which of the following settings?
a. Classrooms
b. Bus stations c. Summer camps d. Basketball games
A
The fact that first impressions have a powerful influence on our perceptions of others is most consistent with which of the following concepts?
a. Recency effect
b. Primacy effect c. Categorizing d. Defensive attribution
B
Persuasion is most likely to be successful when the source of the persuasive communication is:
a. perceived as trustworthy.
b. perceived as ingratiating. c. dissimilar to the receiver. d. likely to benefit from changing the receiver's attitudes.
A
Which of the following is NOT considered an essential element of reducing intergroup hostility through cooperative interdependence?
a. Working together for a common goal
b. Successful outcomes to cooperative efforts c. Ensuring that everyone has equal status d. Assigning specific titles or names to each group
D
Asch found that group size had little influence on group conformity if:
a. the task was ambiguous.
b. the experimenter ridiculed the group's wrong answers. c. just one accomplice failed to go along with the rest of the group. d. at least several accomplices failed to go along with the rest of the group.
C
The fact that first impressions have a powerful influence on our perceptions of others is most consistent with which of the following concepts?
a. Recency effect
b. Primacy effect c. Categorizing d. Defensive attribution
B
Which of the following is not a theme in person perception? A. Efficiency B. Selectivity C. Consistency D. Mindfulness
D
Old fashioned discrimination is \_\_\_\_\_\_\_\_\_ modern discrimination is \_\_\_\_\_\_\_\_ A. Blantant; Subtle B. legal; illegal C. Common; rare D. race based; gender based
A
Which of the following is a cause of prejudice?
A. Mindfulness
B. Right-wing authoritarianism
C. The fundamental attribution error
D. Activities based on superordinate goals
B
Recievers who are forewarned that someone will try to persuade them will most likely
A. Be very open to persuasion
B. Listen intently but onpenly argue with the speaker
C Be more resistant to persuasion
D. Heckle the persuader
C
Compared to attitudes formed via the peripheral route, those formed via the central route
A. Operate subliminally
B. are more enduring and harder to change
C. last only a shore time
D. are poor predictors of behavior
B
When charities send prospective donors free address labels and the like, which of the following social influence principles are they manipulation? A. The consistency principle B. The scarcity principle C. The reciprocity principle D. The foot-in-the-door principle
C
Appearance
One of the most powerful determinants of a first impression. We use cues such as height, weight, skin color, race, hair color and clothing to draw conclusions about people.
Verbal Behavior
people form impressions based on what and how much others say about themselves and how judgmental they are
Self fullfilling prophecy
expectations about a person cause the person to behave in ways that confirm the expectations
Outgroup homogeneity effect
People see outgroup members as more alike than they really are. I.E. Those ….. people are all…..
Sources of information in the process of person perception/themes in person perception
five key sources of information: Appearance, Verbal behavior, Actions, Nonverbal Messages, and Situations. The setting provides crucial information about how we interpret a person’s behavior. Such judgments can be very inaccurate and lead to inaccurate assumptions about other people
Keys in person perception
Efficiency, Selectivity, Consistency
Internal attribution
when people attribute the cause of others’ behavior to personal dispositions, traits, abilities, or feelings. I.E. Being followed to close by another drive
External attribution
when people attribute the cause of others’ behavior to situational demands or environmental constraints.
