Exam 2

Question 0

Reciprocity

Answer 0

Feeling the obligation to reciprocate to people giving you things. “Oh they lowered this price just for me, I should get it since they did that for me”

Question 1

6 principles of social influence (cialdini)

Answer 1

Reciprocity
Scarcity
Authority
Consistency & commitment 
Liking 
Consensus

Question 2

Scarcity

Answer 2

People want things that are scarce. They only made a limited amount I should get this.

Question 3

Consensus

Answer 3

Everyone likes this product I must like it too. Having the consensus of others that your making a good decision

Question 4

Consistency & commitment

Answer 4

Getting into a contract and right before you sign they tell you something negative but your less likely to back out because you already feel committed

Question 5

Compliance

Answer 5

Publicly acting in accord with a direct request: trying to get our way
Target is aware they are being manipulated
Just bc you have a reason whether it’s a good reason or not you are still more likely to get compliance of others

Question 6

External compliance

Answer 6

Agreeing with the compliance even though you do not agree with it

Question 7

Internal compliance

Answer 7

Both act and believe in line with the request

Question 8

Two factors that motivate compliance

Answer 8

Consistency motives : we like to feel consistent

Reciprocity motives : more likely to return a good deed

Question 9

Authority

Answer 9

Find answer

Question 10

Social influence

Answer 10

Exercise of social power to change attitudes or behavior  
Types:
Compliance 
Conformity 
Obedience

Question 11

Conformity

Answer 11

James town (on YouTube) Jim jones

• conforming to do things you wouldn’t do alone but you are more likely now that you are a part of a group
• power of situation
• social pressure

Question 12

Power of majority

Answer 12

Social norms : unwritten rules for expected behavior

Local norms may arise in particular situations
Global norms in a culture or context

Question 13

Why conform to social norms?

Answer 13

Informational social influence-we want to be right

Normative social influence-we want to be liked

Question 14

Informational social influence

Answer 14

Arises when situation is a crisis ,Others are experts
We conform not out of weakness but for information
We use others behavior as a guide

Question 15

Motivation

Answer 15

Process that drives us to maintain a directed behavior or produce an action

Question 16

Motivational orientation

Answer 16

Approach and avoidance
Approach system uses dopamine
Avoidance uses serotonin

Question 17

Motivational orientation promotion

Answer 17

Focusing on gains and accomplishments

Question 18

Motivational orientation prevention

Answer 18

Focus on non losses and safety

Question 19

What motivates us?

Answer 19

Autonomy
Competence
Relatedness
-self determination theory : innate needs for psychological growth and well being

Question 20

Self determination theory

Intrinsic vs extrinsic motivation

Answer 20

Meta analysis

• intrinsic motivation out weighed extrinsic found by giving positive feedback
• wanting to do things because you like it and because your good at it

Question 21

When do you use self determination theory?

Answer 21

Shaping values
Setting up situations that fulfill 3 basic needs
Minimize extrinsic motivation

Question 22

Goal pursuit

Answer 22

Desirability vs feasibility

What you want and how easily you can obtain it

Question 23

Active maintenance

Answer 23

Keeps representatives of goals active for a critical period of time so goals can be completed such as your body getting ready to workout bc you workout the same time the same days of the week

Question 24

Attention and inhibition

Answer 24

Enhanced focus and inhibition distractors

Question 25

Evaluative readiness

Answer 25

Increased accessibility of goals heighten implicit attitudes judgements

Question 26

Goal contagion

Answer 26

Automatic adoption of a goal upon perceiving another's goal directed behavior -especially when goal is important

Question 27

Dissonance

Answer 27

Inconsistency is adverse, to avoid this we change our thoughts to be consistent - forms attitudes by justification & rationalization - change attitudes it's easier to change attitudes then behavior - change behavior due to hypocrisy

Question 28

Attitudes

Answer 28

Global evaluations toward some object or issue

Question 29

Explicit attitudes

Answer 29

Easily verbalized Cognitively based Quick to form and change

Question 30

Implicit attitudes

Answer 30

Automatic evaluations Not easily verbalized Affectively based Slow to form and change

Question 31

Mere exposure

Answer 31

Tendency to develop more positive feelings toward attitude objects the more we are exposed to them Why? -people are cognitive misers the less we have to process the more we like something

Question 32

Classical conditioning

Answer 32

Leads to attitude formation | Ex: little Albert being exposed to the bunny while loud noise created the attitude of fear and dislike toward the bunny

Question 33

Self perception

Answer 33

Forms our attitudes based on our own behavior Ex: sorority & fraternity hazing, I must be pledging and doing this hazing because I really like being apart of this group

Question 34

Forbidden toy study IV: severe warning vs mild warning DV: weeks later attitude toward toy Results: ?

Answer 34

Dissonance in mild condition ➡️ making additional justification on why they aren't playing with the toy➡️ negative attitude toward the toy

Question 35

Counter attitudinal advocacy

Answer 35

Process by which people are induced to state publicly an opinion that runs counter to their own private opinion , creates dissonance, without justification leads to change in people's private opinion

Question 36

Central route in persuasion

Answer 36

Thoughtful analysis of arguments | Occurs when we are deeply motivated by the relevance or the outcome will effect us

Question 37

Peripheral route in persuasion

Answer 37

Involves superficial processing of agreements | Occurs when we are unmotivated by the topic or lack the cognitive resources to process the information

Question 38

Construal level theory

Answer 38

Relationship between psychological distance and thinking Further the distance ➡️ abstract ➡️ higher level construals Closer the distance ➡️ detailed ➡️ lower level construals

Question 39

Normative social influence

Answer 39

Conformity out of desire to gain rewards and avoid punishment Ex: wearing sperrys to conform to oxfords norms

Question 40

Obedience as a social influence

Answer 40

Preforming an action in line with a direct order Generally assumes hierarchy Usually for the good of the group Ex: nazi holocaust, people follow and obey to instructions they believe are good for there group due to influence