collective book vocab Flashcards
self schemas
specific beliefs abt self that guide how you process info abt experience and other ppl
impact bias
overestimate enduring impact of emotion-causing events (esp neg ones)
terror management theory
humans are afraid of death; overcome the fear by obtaining recognition before death
self serving bias and attributions
tendency to perceive self favorably
attributing pos outcomes to yourself, neg ones to other things
defensive pessimism
anticipate problems; use the anxiety to motivate effective coping
do systems 1 and 2 control implicit or explicit attitudes
1=implicit
2=explicit
counterfactual thinking
imagining alternative scenarios that could have happened but didn’t; underlies feelings of good/bad luck
spontaneous trait inference
automatic inference of someone’s traits after seeing their behavior
overjustification effect
rewarding someone for doing something they already enjoy –> cause them to attribute activity with reward –> stop doing it for fun
sleeper effect
delayed persuasion when we forget the reason why we didn’t agree with the message in the first place
lowball technique
make a deal seem more appealing to the audience to get them to say yes, then change/reveal less attractive aspects after they’ve agreed
they would feel uncomfortable saying no after they told you yes
primacy/recency effect
info presented first or last is most effective (recency effect is less common)
2 step flow of communication
info goes from media to opinion leaders
opnion leaders to everyone else
hostile vs instrumental aggression
hostile: plan/intent is injury
instrumental: using injury/aggression to achieve a different goal
frustration-aggression theory
frustration triggers one’s readiness for aggression
displacement
redirect aggression to a safer outlet, rather than the source of frustration
social capital
value of mutual support and cooperation enabled by a social network (helps achieve a common goal)
social-responsibility norm
we have a responsibility to help people just because
