exam 2 Flashcards
Self concept ; cultural differences in this
Self concept: how you view yourself. we are a system of “self-schemas”
-Cultural differences:
West: more focused on perception of self through their own view/thoughts
East: focused on perception of self based on others thoughts/opinions
Actor/Observer effect
we think our own behavior is caused by external factors and other peoples behaviors is because of their personality - we are more aware of our own complex personality
Introspection - the coherent self, reasons generated attitude
-Nisbett and Wilson: asking students to self report their mood everyday, averagely accurate
-Reasons generated attitude: Difficult to put into words exactly why we feel the way we do, reasons that come to mind differ from gut feelings
Bem’s Self Perception Theory
when our feelings are uncertain we infer them by observing our behavior and the situation in which it occurs (i.e. i eat a lot of salads - im a healthy person)
Self perception theory - intrinsic/extrinsic motivation, over justification effect
Intrinsic: doing things because we like doing it
Extrinsic: desire to do things because of rewards or pressures
Over justification effect: under estimating the extent to which their behavior is intrinsically motivated
Gender and development of the self - friendships, interdependence
girls: intimate friendships, cooperation, social life
boys: group membership, large groups
more similar than different
Two factor theory of emotion
Arousal + reason = emotional label
-you experience arousal first then look for a reason why you feel that way
-Zillman: exercise+ delay vs no delay in show of porn = no delay showed stronger emotions
Implications for use of placebos
usually has same effect as the actual thing
Learned helplessness
In/external, un/stable, global/specific
Inability to control negative outcomes in one situation leads to deficits in subsequent situation
-In dogs: Couldn’t escape shock, didnt try to escape new cage
-humans: “why did something negative occur”
○ Internal/ex: me vs situation
○ Un/stable: can vs can’t change
○ Global/specific: entire life vs this instance
Social comparison theory - upward/downward
we can learn about our own abilities and attitudes by comparing ourselves to others - who and when do you compare yourself too
-Upward: motivational, comparing to celebrity
-Downward: self-esteem maintenance, comparing to someone ugly
Cognitive dissonance (Festinger)
drive or feeling of discomfort caused by holding two or more inconsistent cognitions
External vs internal justification
Internal: reducing dissonance by changing something about yourself (attitude/beliefs)
External: reason for dissonant behavior is because of outside forces
Counter attitudinal advocacy - Festinger & Carlsmith 1958
saying something public that isn’t your private belief - happens if there isn’t enough external justification
-Asking participants to lie for 1$ vs 20$, 1$ group had low external justification so they reduced their dissonance by changing their beliefs to match their actions (lying to themselves)
Classic findings (Choice justification, effort justification, illusion of choice vs insufficient justification
-Choice justification: after making a decision, you hype up the one you made and devalue the one you didn’t
-Effort justification: effort +choice=dissonance, increase their liking of something they worked hard to attain
-Illusion of choice: low justification=high dissonance
-Insufficient justification:
How to reduce dissonance
changing behavior, changing cognition, adding new cognitions
Self affirmation theory
we view ourselves as good but when this is threatened we directly deal with it or affirm ourselves in a different domain
Self evaluation theory - basking in self reflected glory
comparing ourselves to other based on: closeness to the person, what the activity is and how it relates to us, performance level (comparing you and your sister in soccer skills)
-Self reflected glory: other person is better and you are close but youre not as good
-Trouble: they are close, other person is better, and the activity matters a lot
Ben franklin effect
Doing a favor for someone we dislike will make us like them more, behavior is dissonant with attitude
Terror management theory
ultimate threat to our self esteem is the idea of our own mortality, our cultural views protect us from this (religion, politics, etc.)
Implications of affective forecasting - impact bias, immune neglect
Affective forecasting: predicting reactions to future emotional events (ex; relationship ending- i think i’ll be sad)
-Immune neglect: underestimating the extent you will experience dissonance after an event
-Impact bias: overestimating the impact of future events on intensity and duration of emotional reactions (sport events, elections)
Attitudes - Who?
Attractive people and experts are more likely to be paid attention to
Attitudes - What? Priming and recency
-Priming: influenced by what they hear first, best if the decision making is long after
-Recency: influenced by what they heard most recently, best if decision making is immediate
Attitudes - Whom ? Audience
Is the audience paying attention, people with moderate intelligence and self-esteem are more likely to be persuaded
Elaboration likelihood model (ELM) - Central/Peripheral
-Central: using facts and reliable sources to persuade, will make attitudes last longer if they were motivated and had the ability to listen
-Peripheral: using peripheral cues (i.e. attractive people) to persuade, people who don’t have motivation or ability to elaborate
Attitude components - affect, cognition, behavior
-Affect: emotion, value-expressive, does it make you happy (good) or sad (bad)
-Cognition (beliefs): what we have an attitude towards/about
-Behavior: looking to behavior to determine attitude when you don’t know why you feel a certain way
Changing attitudes - internal turmoil, fear
Using internal turmoil: when people can’t use an outside force to explain their behavior (external justification), they look to internal justification instead, which aligns behavior and attitude, leads to an attitude change
Using fear: persuasive messages that attempt to change attitudes using fear, too much fear being used can overwhelm people
Dual process model
when do we use central vs peripheral
-person and situation have influence on determining it
-Person: the need for cognition (desire to learn)
-Situation: time pressures, resources
Advertising - subliminal messaging
Advertising is meant to change your attitude toward a product
-subliminal messaging does not work, regular advertising does
Resisting effects of persuasive messages - attitude inoculation, reactance theory
-Attitude inoculation: giving small doses of opposing information towards their opinion
-Reactance theory: if people feel their freedom is threatened they will do the behavior more
