Extras

Question 1

Self-Serving Bias

Answer 1

• tendency to attribute success to one’s disposition and failure to one’s environment

Question 2

Ingratiational Conformity

Answer 2

• conforming to gain favour

Question 3

Key Factors of Persuasion (Cialdini)

Answer 3

SCARLS

• Scarcity (high demand)
• Commitment
• Authority
• Reciprocity
• Liking
• Social Proof (others are doing it)

Question 4

Demand Characteristics

Answer 4

• participants become aware of the purpose of the study and this influences their behaviour (to confirm the hypothesis)

Question 5

3 Motivations for Conformity

Answer 5

• desire for accuracy
• desire for affiliation
• maintenance of a positive self-concept (prevention of lowering self-esteem)

Question 6

The Sleeper Effect

Answer 6

• a message can become more persuasive over time as we forget the credibility of the source

Question 7

Foot-in-the-door persuasion technique

Answer 7

• having someone comply with a small request initially makes them more likely to comply with a larger, subsequent request

Question 8

Lowballing persuasion technique

Answer 8

• 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)

Question 9

Thats-not-all persuasion technique

Answer 9

• make an offer, and then add on some additional benefits before the person has decided

Question 10

Door-in-the-face persuasion technique

Answer 10

• make a high demand, get refused and subsequently ask for a smaller commitment

Question 11

Psychological Reactance

Answer 11

• deliberately resisting an influence attempt

- requires sufficient awareness of the influence attempt

Question 12

Labelling persuasion technique

Answer 12

• pointing out (labelling) a characteristic of someone that will benefit you
• the person then is more likely to carry out that characteristic

Question 13

Expressive self-presentation

Answer 13

• when we present ourselves in a certain way, it validates those particular self-schemas

Question 14

Black Sheep effect

Answer 14

• the tendency for members of a group to regard likeable group members positively, and dislikable group members more negatively than similar outgroup individuals

Question 15

Normative Conformity

Answer 15

• conforming in order to be accepted, thus changing public behaviour

Question 16

Conformity due to Conversion/Internalisation

Answer 16

• internalise the group views as your own, thus changing your public and private behaviour
• motivated by a desire to be right

Question 17

Conformity due to Identification

Answer 17

• conforming in order to mimic the group
• changes public behaviour not private
• motivated by a desire to fit in

Question 18

Le Bon’s Group Mind model

Answer 18

• 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

Question 19

Group Polarisation Effect

Answer 19

Interacting with other group members strengthens the initial attitudes of group members

Question 20

Common Goods Dilemma (Commons dilemma)

Answer 20

• a resource management dilemma

- anyone can use the resource but overexploitation of the resource will result negatively for everyone

Question 21

Public Goods Dilemma

Answer 21

• 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

Question 22

Collective Dilemma (collective action problem)

Answer 22

• (in the economic sense) if individuals act rationally, all will benefit, but if people act irrationally, the consequences will be negative

Question 23

The Compatibility Principle

Answer 23

‘the specificity of target, action, context and time elements must be matched across attitude and behaviour measures’

Question 24

Defining a Group

Answer 24

• the number of people

- do they have a shared value

Question 25

According to Social Identity Theory (Tajfel & Turner, 1979)

Answer 25

• a personal identity = one’s personal characteristics and relationships with the group
• a social identity = one’s group memberships

Question 26

Terror Management Theory suggests:

Answer 26

• discrimination against outgroup members will increase when mortality is made salient

Question 27

High Status

Answer 27

increases testosterone

Question 28

Reliability crisis

Answer 28

the finding that social psychological results may not be reliable