Extras Flashcards
Self-Serving Bias
- tendency to attribute success to one’s disposition and failure to one’s environment
Ingratiational Conformity
- conforming to gain favour
Key Factors of Persuasion (Cialdini)
SCARLS
- Scarcity (high demand)
- Commitment
- Authority
- Reciprocity
- Liking
- Social Proof (others are doing it)
Demand Characteristics
- participants become aware of the purpose of the study and this influences their behaviour (to confirm the hypothesis)
3 Motivations for Conformity
- desire for accuracy
- desire for affiliation
- maintenance of a positive self-concept (prevention of lowering self-esteem)
The Sleeper Effect
- a message can become more persuasive over time as we forget the credibility of the source
Foot-in-the-door persuasion technique
- having someone comply with a small request initially makes them more likely to comply with a larger, subsequent request
Lowballing persuasion technique
- an initial, attractive offer which reels the person in
- the offer is subsequently made less appealing, but the person is already committed
> cognitive dissonance
> self-perception (i agreed to it so i must want it)
Thats-not-all persuasion technique
- make an offer, and then add on some additional benefits before the person has decided
Door-in-the-face persuasion technique
- make a high demand, get refused and subsequently ask for a smaller commitment
Psychological Reactance
- deliberately resisting an influence attempt
- requires sufficient awareness of the influence attempt
Labelling persuasion technique
- pointing out (labelling) a characteristic of someone that will benefit you
- the person then is more likely to carry out that characteristic
Expressive self-presentation
- when we present ourselves in a certain way, it validates those particular self-schemas
Black Sheep effect
- the tendency for members of a group to regard likeable group members positively, and dislikable group members more negatively than similar outgroup individuals
Normative Conformity
- conforming in order to be accepted, thus changing public behaviour
Conformity due to Conversion/Internalisation
- internalise the group views as your own, thus changing your public and private behaviour
- motivated by a desire to be right
Conformity due to Identification
- conforming in order to mimic the group
- changes public behaviour not private
- motivated by a desire to fit in
Le Bon’s Group Mind model
- antisocial behaviour develops in crowds because people lose their individual identity, thus their ability to control their behaviour
- this leaves them open to ‘contagion’ and acting in barbaric ways
Group Polarisation Effect
Interacting with other group members strengthens the initial attitudes of group members
Common Goods Dilemma (Commons dilemma)
- a resource management dilemma
- anyone can use the resource but overexploitation of the resource will result negatively for everyone
Public Goods Dilemma
- if members of a population contribute, they will all benefit, but there is a threshold, so not everyone has to contribute, but if too few people contribute, there is no benefit for any
Collective Dilemma (collective action problem)
- (in the economic sense) if individuals act rationally, all will benefit, but if people act irrationally, the consequences will be negative
The Compatibility Principle
‘the specificity of target, action, context and time elements must be matched across attitude and behaviour measures’
Defining a Group
- the number of people
- do they have a shared value
According to Social Identity Theory (Tajfel & Turner, 1979)
- a personal identity = one’s personal characteristics and relationships with the group
- a social identity = one’s group memberships
Terror Management Theory suggests:
- discrimination against outgroup members will increase when mortality is made salient
High Status
increases testosterone
Reliability crisis
the finding that social psychological results may not be reliable
