Exam 3: Interpersonal Attraction and Social Inflience

Question 1

What is interpersonal Attraction?

Answer 1

The ATTITUDE one holds about another person

Question 2

What is the affiliation need?

Answer 2

The basic motive to seek and maintain interpersonal relationships

Question 3

Classical Conditioning Model of Attraction

Answer 3

-The theory that attraction can be learned through association with positive stimuli

Question 4

Proximity in relation to attraction

Answer 4

the physical or geographical closeness between individuals can influence attraction

Question 5

What is the mere exposure effect?

Answer 5

people tend to develop preferences for things are people that are more familiar to them than others

Question 5

Zajonc and repeated exposure

Answer 5

Zajonc’s finding that frequent contact with any mildly negative, neutral, or positive stimulus results in an increasingly positive evaluation of that stimulus

Question 6

Individuals in stressful situations and affiliation

Answer 6

individuals in stressful situations may have a lower need for affiliation and a desire to be left alone

Question 7

Social Exchange theory

Answer 7

Consideration for both parties (deduct costs from rewards)

Question 8

Reinforcement/Affect theory

Answer 8

Reward and Punishment; Considers only one person (YOU)

Question 9

Interdependence Theory

Answer 9

Interdependencies along with reward and cost

Question 10

Greatest degree of agreement when rating attractiveness

Answer 10

Physically attractive people are consistently rated as kind, strong, sociable, and successful compared to unattractive people

Question 11

How do people rate faces when they are composite?

Answer 11

people rate faces as more attractive

Question 12

contrast effect

Answer 12

an unconscious bias that happens when two things are judged in comparison to one another, instead of being assessed as individual

Question 13

Similarity with people who share attitudes/beliefs

Answer 13

The extent to which 2 individuals share the same attitudes
- Similar attitudes on belief helps people lean on & agree to the same belief as others

Question 14

Balance Theory

Answer 14

Attempting to reduce tensions through self-persuasion or trying to persuade others, when tensions arise between or inside people

Question 15

Festinger’s Social Comparison Theory

Answer 15

people compare themselves in order to self-evaluate

Question 16

Upward Social Comparison

Answer 16

Do in an attempt toward self-improvement

Question 17

Downward Social Comparison

Answer 17

Boosts our ego

Question 18

Comparison with Past Self

Answer 18

Feel better

Question 19

Rule of Reciprocity

Answer 19

someone does something for you, you then feel obligated to return the favor

Question 20

Mere Exposure

Answer 20

repeated exposure of an individual to a stimulus is enough for an increase in favorable response to that stimulus

Question 21

Secure Attachment Style

Answer 21

-High self-esteem and trust
-long-lasting committed, satisfying relationships throughout life

Question 22

Fearful-Avoidant Attachment Style

Answer 22

-Low in self-esteem and interpersonal trust
-tend not to form close relationships or have unhappy relationships

Question 23

Preoccupied Attachment Style

Answer 23

-Low self-esteem combined with high interpersonal trust
-Want closeness and they readily form relationships
-Can cling to others, but expect to eventually be rejected because they believe themselves to be unworthy

Question 24

Dismissing Attachment Style

Answer 24

-high self-esteem and low interpersonal trust -Leads to the belief that one is very deserving of good relationships but doesn't trust others due to fear of closeness

Question 25

Passionate Love

Answer 25

-Intense and often unrealistic emotional response to another person -usually perceived as true love but to outside observer appears to be infatuation

Question 26

Companionate Love

Answer 26

Love that is based on friendship, mutual attraction, shared interests, respect and concern for one another's welfare

Question 27

Conformity

Answer 27

A person following a social or group norm

Question 28

Compliance

Answer 28

A person with very little or no power over you tries to persuade another person to comply with their request

Question 29

Obedience

Answer 29

A person with power over another person orders them to perform a certain request

Question 30

Social Norms

Answer 30

Behaviors and cues within a society or group

Question 31

Injunctive Norms

Answer 31

reflect people's perceptions of what behaviors are approved or disapproved by others

Question 32

Asch's Line Experiment

Answer 32

Lab experiment to study conformity of 50 male college students in "Vision Test." - Used a line judgement task, put participants in room with 7 confederates - Each person in the room had to state aloud which comparison line was most like the target line. - Answer was always obvious - In control Group, with no pressure to conform to confederates, less than 1% of participants gave wrong answer. - They conformed to avoid looking peculiar

Question 33

Where/When is the need to resist conformity stronger

Answer 33

- When there is a lack of control 1. Level of agreement within a group 2. Group Size 3. Social Status 4. Reactance 5. Deindividuation

Question 34

Robert Cialdini and the Underlying Prinicples of Compliance

Answer 34

-Authority -Commitment -Liking -Reciprocity -Scarcity -Social Proof

Question 35

Authority

Answer 35

People comply more often with those in positions of some power/authority

Question 36

Commitment

Answer 36

Once people have agreed to something, they are more likely to comply with similar requests

Question 37

Liking

Answer 37

People comply with requests from people they like

Question 38

Reciprocity

Answer 38

People often feel as though they need to 'return the favor'

Question 39

Scarcity

Answer 39

opportunities seem more valuable when they are less available

Question 40

Social Proof

Answer 40

People view a behavior as correct if they see others doing it

Question 41

Foot-in-the-Door

Answer 41

The requester begins with small request then escalates to larger request

Question 42

Door-in-the-Face

Answer 42

Requester begins with large request then when request is refused, changes request to smaller request

Question 43

Lowball Procedure

Answer 43

Person is committed to an acceptable action then the situation is altered

Question 44

Incidental Similarity

Answer 44

Feelings induced separately or before a target is encountered; as a result, those feelings are irrelevant to the group being judged but can still affect judgments of the target

Question 45

Thats-Not-All-Technique

Answer 45

Gaining compliance in which requester offers additional benefits to target people people they have decided to or not to comply with request

Question 46

Playing Hard to Get Technique

Answer 46

Used for increasing compliance by suggesting that a person or object is scarce

Question 47

Milgram's Shock Experiment

Answer 47

Focused research on obedience to authority -Obedience and Proximity -Proximity impacts level of obedience

Question 48

Badges and Insignia (Relation to Obedience)

Answer 48

-People in authority often possess visible badges or signs of their status -They wear special uniforms to remind many of the social norm -Obey the people in charge

Question 49

Ways to Help People Be More Resistant To Commands From Authority

Answer 49

-Individuals exposed to commands from authority figures can be reminded that they -not the authorities- are responsible for any harm produced -Individuals can be provided with clear indication that total submission to destructive commands is inappropriate -Individuals may find it easier to resist influence from authority figures if they question the expertise and motives of these figures -Simply knowing about the power of authority figures to command blind obedience may be helpful in itself

Question 50

Empty Love

Answer 50

Commitment without intimacy or passion

Question 51

Infatuation

Answer 51

Has component of passion

Question 52

What Determines Our Interpersonal Likes and Dislikes

Answer 52

Groups and social norms that we are surrounded by

Question 53

ABCDE Model of Attraction is Made Up of What Parts?

Answer 53

-Attraction -Building -Consolidation -Deterioration -Ending

Question 54

Universal Factors in Close Relationships

Answer 54

-Proximity -Mere Exposure

Question 55

Individuation

Answer 55

Process which an individual becomes distinct

Question 56

Deindividuation

Answer 56

Someone loses their sense of individuality

Question 57

Unintentional Social Influence

Answer 57

Intentional efforts to change another person's beliefs, attitudes or behavior

Question 58

Symbolic Social Influence

Answer 58

Other people can influence us through our mental representations of them and our relationship with them even when they are more present

Question 59

Descriptive Norms

Answer 59

What others do or the behaviors they engage in

Question 60

Injunctive Norms

Answer 60

behaviors that one is expected to follow and expects others to follow in a given social situation

Question 61

Informational Social Influence

Answer 61

A person conforms to gain knowledge or believe that someone else is 'right'

Question 62

Group Unanimity

Answer 62

Refers to the extent that members of a group agree or disagree with one another

Question 63

Unrequited Love

Answer 63

Having romantic feelings for someone who does not feel the same way

Question 64

Attitude Similarity

Answer 64

extent to which individuals' attitudes are similar to one another

Question 65

Matching Hypothesis

Answer 65

People are more likely to form a committed relationship with someone equally attractive

Question 66

Authoritarian Personality

Answer 66

Personality type characterized by a disposition to treat authority figures with unquestioning obedience and respect