Chapter 9 Flashcards

Question

What are descriptive norms

Answer 1

The perception of what most people do in a given situation

Answer 2

They found that mimicking the gestures, body posture, language, talking speed, and other behaviors increases the connection between people and allows our interactions to flow more smoothly

Answer 3

Infromational- conformity that results from a concern to act in a social approved manner as determined by how others act Normative- conformity that results from a concern for what other people think of us (fitting in)

Answer 4

Responding to an order or command from a person in a position of high authority

Answer 5

Through his studies involving presenting cards with lines and tasked with finding the card with same line length as the original card found that when faced with answers from other participants that opposed their answer, even when clearly wrong, they would change their answer to fit it

Answer 6

Set out to discover why so many otherwise decent German citizens followed the order's of the nazi leaders. Through his lavatory investigation, involving learning and memory with a shock machine, discovered it was partly due to our need to conform to authority figures

Answer 7

The process by which a message induces change in beliefs, attitudes, or behaviors

Answer 8

Central route- persuasion that employs direct, relevant, logical messages (encourages careful thought) Peripheral route- persuasion that relies on superficial cues that have little to do with logic (discourages careful thought)

Answer 9

Sequences of behaviors that occur in exactly the same fashion, in exactly the same order, everything they are elicited (peripheral persuasion relies on FAPs) (Cialdini compares it to a prerecorded tape that is turned on, and once it is, always plays to its finish) (turned on by trigger features)

Answer 10

Specific, sometimes minute, aspects of a situation that activate FAPs

Answer 11

Authority, likeability and honesty

Answer 12

Testimonials and endorsement- this technique employs someone who people already tryst to testing about the product or message being sold Presenting the message as educated- the message may be fromed as objective information. Ex. Salespeople my try to convey the impression they are less interested in selling a product than helping you make the best decision. The implicit message is that being informed is in everyone's best interest (they are confident you will want the product on e informed) Word of mouth- surveys show we turn to people around us for many decisions The maven- similar to word of mouth but involves peers face to face. Rather than over investing in formal advertising, businesses may plant seeds at grassroots level hoping that consumers themselves will spread the word to eachother.

Answer 13

Reciprocity- whereby we feel compelled to repay. In equitable value, what another person has given Social proof- if everyone is doing it, it must be right (derived from social comparison and conformity) Commitment and consistency- once we have made an initial commitment the more likely we are to agree to subsequent commitments that follow (derived fromm fooot in the door and gradually escalating commitments)

Answer 14

Foot in the door- obtaing a small, initial commitment Gradually escalating commitments- a pattern if small, progressively escalating demands Is less likely to be rejected than a single large demand all at once

Answer 15

A door in the face- where the persuader begins with a large request they expect will be rejected, they want the door to be slammed in their face. Looking forlorn, they now follow this with a smaller request, which unknown to the consumer, was their target all along And that's not all- also begins with a salesperson asking a high price. Followed by several seconds of pause which the consumer is kept from responding. A better deal is then offered by either lower the price or added a bonus item. The that's not all is a variation of the door in the face

Answer 16

The sunk cost trap- the trap occurs when a person's aversion to loss, impulses them to throw good money after bad, because they don't want to waste their investments. Sunk cost refers to nonrecoverable investments of time or money in economics

Answer 17

Scaricty-People tend to view things as more attractive when their availability us limited, or when they stand to lose the opportunity to aquire them on favorable terms Psychological reactance- a reactions to people, rules, requirements, or offerings that are perceived to limit freedoms (do not respond well to pushy people

Answer 18

Inoculation method- research has shown that people who are subjected to weak versions of a persuasive message are less vulnerable 5o stronger versions later on. (Almost like building your immunity)

Answer 19

We explain behavior with two types of attributions Situational- factors outside the person Dispostional- factors inside the person

Answer 20

When we go to far in assuming that a person's behavior is caused by their personality

Answer 21

When our desire for gratification and avoidance of pain influences our motivation

Answer 22

Social facilitation- when individuals perform better with an audience Social loafing- the tendency for people in a group to show less effort when not held individually accountable Deindividuation- when Anonymous and have high arousal, a loss of self-awareness and self-restraint occurs Group polarization- when people of similar views form a group and discussion occurs, leading to said views become more extreme Groupthink- when people make decisions as a group in which discourages creatativry or individual thinking

Answer 23

Our general beliefs about traits or behaviors shared by a group of people (cognitive buas)

Answer 24

An evaluation and or emotion turned toward people merely based on their group membership (emotional bias)

Answer 25

Behavior that advantages or disadvantages people merely based on their group membership; based on stereotypes (Behavioral bias)

Answer 26

Blatant- conscious beliefs, feelings, and behavior that people are perfectly willing to admit (expressing hostility towards the outgroup and favoring the ingroup) Subtle- unexamined, and sometimes unconscious, but just as real in their consequences. (They are automatic, ambiguous and ambivalent)

Answer 27

SDO- describes a belief that group hierarchies are inevitable in all societies, and even good, yo maintain order and stability; ingroup viewed as on top and outgroup on bottom; views outgroup as threatening ingroups economic resources RWA- focuses on value conflicts but endorses respect for obedience and or conformity to authority; respects group unity over individual preferences; outgroup viewed as threatening the ingroups collective values

Answer 28

Social identity theory- the tendency to favor one's ingroup over another's outgroup (more neglecting than punishing) (outgroup dislike stems from ingroup like) Self-categorization theory- coined by Turned, develops social identity theorys point that people categorize themselves along with eachother into groups, favoring their own Averisve racism- coined by Dovidio and Gaertner, unexamined racial bias that the person does not intend and would reject, but they avoid inter-racial contact

Answer 29

Stereotype content model- shows that social groups are views led according to their warmth and competence (Fiske, Cuddy, and Glick)