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Exam 3: Interpersonal Attraction and Social Influence > Exam 3: Interpersonal Attraction and Social Inflience > Flashcards

Exam 3: Interpersonal Attraction and Social Inflience Flashcards

1
Q

What is interpersonal Attraction?

A

The ATTITUDE one holds about another person

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2
Q

What is the affiliation need?

A

The basic motive to seek and maintain interpersonal relationships

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3
Q

Classical Conditioning Model of Attraction

A

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

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4
Q

Proximity in relation to attraction

A

the physical or geographical closeness between individuals can influence attraction

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5
Q

What is the mere exposure effect?

A

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

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5
Q

Zajonc and repeated exposure

A

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

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6
Q

Individuals in stressful situations and affiliation

A

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

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7
Q

Social Exchange theory

A

Consideration for both parties (deduct costs from rewards)

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8
Q

Reinforcement/Affect theory

A

Reward and Punishment; Considers only one person (YOU)

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9
Q

Interdependence Theory

A

Interdependencies along with reward and cost

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10
Q

Greatest degree of agreement when rating attractiveness

A

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

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11
Q

How do people rate faces when they are composite?

A

people rate faces as more attractive

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12
Q

contrast effect

A

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

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13
Q

Similarity with people who share attitudes/beliefs

A

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

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14
Q

Balance Theory

A

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

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15
Q

Festinger’s Social Comparison Theory

A

people compare themselves in order to self-evaluate

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16
Q

Upward Social Comparison

A

Do in an attempt toward self-improvement

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17
Q

Downward Social Comparison

A

Boosts our ego

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18
Q

Comparison with Past Self

A

Feel better

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19
Q

Rule of Reciprocity

A

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

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20
Q

Mere Exposure

A

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

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21
Q

Secure Attachment Style

A

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

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22
Q

Fearful-Avoidant Attachment Style

A

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

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23
Q

Preoccupied Attachment Style

A

-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

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24
Q

Dismissing Attachment Style

A

-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

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25
Q

Passionate Love

A

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

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26
Q

Companionate Love

A

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

27
Q

Conformity

A

A person following a social or group norm

28
Q

Compliance

A

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

29
Q

Obedience

A

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

30
Q

Social Norms

A

Behaviors and cues within a society or group

31
Q

Injunctive Norms

A

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

32
Q

Asch’s Line Experiment

A

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

33
Q

Where/When is the need to resist conformity stronger

A
  • When there is a lack of control
    1. Level of agreement within a group
    2. Group Size
    3. Social Status
    4. Reactance
    5. Deindividuation
34
Q

Robert Cialdini and the Underlying Prinicples of Compliance

A

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

35
Q

Authority

A

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

36
Q

Commitment

A

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

37
Q

Liking

A

People comply with requests from people they like

38
Q

Reciprocity

A

People often feel as though they need to ‘return the favor’

39
Q

Scarcity

A

opportunities seem more valuable when they are less available

40
Q

Social Proof

A

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

41
Q

Foot-in-the-Door

A

The requester begins with small request then escalates to larger request

42
Q

Door-in-the-Face

A

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

43
Q

Lowball Procedure

A

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

44
Q

Incidental Similarity

A

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

45
Q

Thats-Not-All-Technique

A

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

46
Q

Playing Hard to Get Technique

A

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

47
Q

Milgram’s Shock Experiment

A

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

48
Q

Badges and Insignia (Relation to Obedience)

A

-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

49
Q

Ways to Help People Be More Resistant To Commands From Authority

A

-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

50
Q

Empty Love

A

Commitment without intimacy or passion

51
Q

Infatuation

A

Has component of passion

52
Q

What Determines Our Interpersonal Likes and Dislikes

A

Groups and social norms that we are surrounded by

53
Q

ABCDE Model of Attraction is Made Up of What Parts?

A

-Attraction
-Building
-Consolidation
-Deterioration
-Ending

54
Q

Universal Factors in Close Relationships

A

-Proximity
-Mere Exposure

55
Q

Individuation

A

Process which an individual becomes distinct

56
Q

Deindividuation

A

Someone loses their sense of individuality

57
Q

Unintentional Social Influence

A

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

58
Q

Symbolic Social Influence

A

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

59
Q

Descriptive Norms

A

What others do or the behaviors they engage in

60
Q

Injunctive Norms

A

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

61
Q

Informational Social Influence

A

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

62
Q

Group Unanimity

A

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

63
Q

Unrequited Love

A

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

64
Q

Attitude Similarity

A

extent to which individuals’ attitudes are similar to one another

65
Q

Matching Hypothesis

A

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

66
Q

Authoritarian Personality

A

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

Exam 3: Interpersonal Attraction and Social Influence (2 decks)

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