Exam 3 (Fall 2013) Flashcards
Fundamental Attribution Error
he tendency for observers, when analyzing another’s behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition.
Peripheral route persuasion
occurs when people are influenced by incidental cues, such as a speaker’s attractiveness.
Central route persuasion
occurs when interested people focus on the arguments and respond with favorable thoughts.
Foot-in-the-door effect
the tendency for people who have first agreed to a small request to comply later with a larger request.
Cognitive dissonance theory
we act to reduce the discomfort we feel when two of our thoughts are inconsistent.
Normative social influence
influence resulting from a person’s desire to gain approval or avoid disapproval.
Informational social influence
influence resulting from one’s willingness to accept others’ opinions about reality.
Social facilitation
stronger responses on simple or well-learned tasks in the presence of others.
Social loafing
the tendency for people in a group to exert less effort when pooling their efforts toward attaining s common goal than when individually accountable.
Deindividuation
the loss of self awareness and self-restraint occurring in group situations that foster arousal and anonymity.
Group polarization
the enhancement of a group’s prevailing inclinations through discussion within the group.
Groupthink
the mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives.
Prejudice
an unjustifiable and usually negative attitude toward a group and its members
Stereotype
a generalized (sometimes accurate but often overgeneralized) belief about a group of people.
Discrimination
unjustifiable negative behavior toward a group and its members
