Exam 2 Flashcards
Cognitive Dissonance Theory
We’re motivated by the desire to remain cognitively consistent
Cognitive Constancy
Desire for our beliefs + values + attitudes to all be compatible with each other
3 Elements of Positive Self-Image
1) Moral
2) Smart
3) Reasonable
Ways to reduce dissonance
Say it was ‘only a little ice cream,’ or ‘I don’t really need to be on a diet’
Festinger + Carlsmith classic study
When there is not a large enough reward or incentive, there will be strong dissonance for lying
Insufficient Deterrence
Mild punishment for playing with a toy will result in: ‘Eh, that toy wasn’t so great anyway’ (toy appears less attractive
Severe punishment: ‘I don’t want to play with the toy because I’m scared’ <– external punishment (but toy still seems attractive)
Counter-attitudinal Advocacy
Stating an opinion that counters your beliefs
Impact Bias
Overestimating the intensity and duration of our reaction to future negative events
External Justification
Lying about a friends dress being pretty because you’d rather not cause a fight, or her to feel bad
Internal Justification
Reducing dissonance by changing ones attitude or behavior
Illusion of Irrevocability
When decisions are permanent (buying a car/house), must justify actions and minimize dissonance
Lowballing
Car-salesman … lowers price, than raises it! bastard
Cheating vs. not cheating
Cheating: it’s ok, everyone would do it if they could
Not cheating: Damn, I coulda done better if I cheated
Justification of Effort
Increasing liking for something they worked hard for
…interpreting ambiguities in a positive way - “• Thinking “getting hazed was good because it made me stronger”
Attitude (different kinds of attitudes)
Belief expressed at some level of intensity:
- Positive Attitude
- Dual Attitude a.k.a. ambivalence
- Indifference
- Negative attitude
Self-Report Measures
Explaining your feelings and attitude
3 Components of Attitude
1 - Affective (emotional reaction)
2 - Behavioral
3 - Cognitive
Attitude Scale
Questionnaire to measure someones attitude toward an object
Bogus Pipeline
Fake lie-detector used to make people answer more honestly
Implicit Association Test
Racism!
Measures the speed which people respond to the pairing of concepts
…looking at pics of black or white people…the white people are racist
2 Routes to Persuasion
Central Route: Deep real meaning in the message
Peripheral Route: Message made to evoke certain emotions
Identical twins share more _____ than fraternal twins?
Attitudes
Obedience
Type of Social Influence
Less powerful person submits to more powerful person
Conformity
A change in someones behavior due to real or imagined influence of others
Milgram’s Obedience Studies
Experimenters had participants provide strong extremely strong shocks
80% of experiments provided the shocks even while the person was in severe agony (62% went all the way to 450 volts!)
Informational Social Influence
Conforming because we believe the someone else’s view of ambiguous information is more correct than ours
Normative Influence
Conforming to become accepted and liked by others
3 Reasons why we obey (in experiments)
- Conform to wrong norms (experiment is moving so fast…no time to reflect)
- Self-Justification (it’s an experiment, nbd)
- Loss of personal responsibility
Asch’s belief about Conformity
People tend to conform to social norms even when they’re obviously wrong
A Collective
A group of people engaged in the same activity but having little interaction with each other
Groupthink
Need for agreement between group
‘Many heads, one mind’
(usually ruled by a directive leader)
Social Facilitation
How being in a group can facilitate better performance (biking faster with others)…can increase physiological arousal
…sometimes it can do the opposite (more complex tasks can hinder our performance)
Social Loafing
When we don’t perform at our best because we’re part of a big group and rely on others
Free-Rider Effect
Getting benefits from a group but avoiding obligations of the members
- Exploiting….going to frat parties without pledging the frat
Environmental Cues that lead to Deindividuation
Accountability Cues: Reduced accountability in a group
Attentional Cues: Focus a person’s attention away from the self
Social Dilemma
What is good for one is bad for all
Tragedy of the Commons
When too many individuals try to reap the benefits of something (available to all), and each time they use it its harming others
ex. Farmers depleting the land of soil
Interest/Integrative Based Bargaining
When 2 chefs want an orange…they both claim it is critical that they have it
They figure out a solution that is ‘win-win’ for both of them
Fundamental Human Motives
- Need to be with others
- Need to belong, have social ties (we care how others view us)
- Need for affiliation
2 aspects of Familiarity in Attraction
- Proximity (we date those who we live close to)
2. Exposure (the more we are exposed to someone or something, the more we come to like it)
Physical Attractiveness =
Better social skills, more friends, more active sex life = because more people want to talk/hang out with you
Do opposites attract?
Dissimilarity = revulsion
High similarity = attraction
low similar = indifference (possibly continue)
Matching Attraction Hypothesis
People are attracted to people of similar attraction level (both good looking, both ugly)
Hard to get girls
We like if they’re moderately hard to get, but not too selective, or too easy
What men and women value
Men: Good looks, no previous sexual intercourse
Women: Good financial prospects, ambition and industriousness
Murstein’s 3-Step Relationship
- Stimulus Stage (attraction)
- Value Stage (attachment based on beliefs etc.)
- Role Stage (commitment based on performance as partners)
Relationship Satisfaction depends on:
Comparison Level
^ expectations of rewards and punishments of being part of a particular relationship
The Intimate Marketplace (Equity Theory)
Your benefits/contributions should = her benefits/contributions
Passionate Love vs. Companionate Love
Passionate: Heightened state of physiological arousal
Companionate: Affection found also between friends…less intense than passionate love, but can be deeper
Yale Attitude Change Approach
1) Source of Communication
2) nature of the communication
3) nature of the audience
