Lesson 11

Question 1

Central route processing

Routes to Persuasion

Answer 1

persuasive message is evaluated by thoughtful consideration of the issues and arguments used.

Question 2

Peripheral route processing

Answer 2

persuasive message is evaluated on the basis of irrelevant or extraneous factors ( who, how long, emotional appeal)

Question 3

Cognitive Dissonance

Answer 3

mental conflict that occurs when a person hold two contradictory attitudes or thoughts. EX: “I smoke.”/ “Smoking leads to cancer.”

Modifying: “I really don’t smoke too often.”
Changing importance: “ The evidence on this is weak.”
Adding additional: “My regular exercise offsets the smoking effect.”
Denying: “ There is no evidence linking smoking to cancer.”

Question 4

Schemas

Answer 4

stored information in memory that can bias the way new information is processed and interpreted.

Question 5

Self Schemas

Answer 5

beliefs and views about oneself

Question 6

Event Schemas

Answer 6

recognition of typical ways in which a sequence of

action tends to unfold

Question 7

Role Schemas

Answer 7

information on “appropriate” behavior based on

social categories: age, race, sex, occupation.

Question 8

Person Schemas

Answer 8

understanding of individuals you know and/or

types of people.

Question 9

Attribution theory

Answer 9

considers how we decide what the causes of a particular behavior is on the basis of samples of a person’s behavior.

Question 10

Situational causes

Answer 10

external causes for a person’s behavior

Question 11

Dispositional causes

Answer 11

internal causes (traits/personality) for a person’s behavior.

(she cut me off because she’s inconsiderate”

Question 12

Halo Effect

Answer 12

an initial understanding of a person’s positive or negative traits is used to assume other positive or negative traits.

“She is not very punctual, so she must be lazy and unorganized as well.”

Question 13

Assumed-similarity bias

Answer 13

tendency to think of people as being similar to oneself even when meeting them for the first time.

(assuming others see the world just as you do)

Question 14

Self-serving bias

Answer 14

tendency to attribute positive outcomes to personal factors/traits and negative outcomes to external factors.

“ I got an A on the exam because I am smart” VS “ I got an F on the exam because the teacher is unfair.”

Question 15

Fundamental Attribution error

Answer 15

tendency to overestimate other people’s behavior to dispositional causes and minimize the importance of situational causes.

“He must not have held the door open for me because he is a rude person.”

Question 16

Just world Phenomenon

Answer 16

general belief that people get what they deserve.

A homeless person must have done drugs or is lazy. A wealthy person must have worked really hard.

Question 17

Self-fulfilling prophecy

Answer 17

tendency to let our preconceived expectations of others influence how we treat them and they in turn may act according to our treatment of them.

(Teacher’s expectations of students influencing their performance. )

Question 18

Scapegoat theory

Answer 18

when our self worth is in doubt or in jeopardy, we tend to find others to blame vent our frustration towards.

“I can’t get a job because all the immigrants are stealing them.”

Question 19

Norms

Group Dynamics

Answer 19

Implicit or explicit rules that govern acceptable behavior and attitudes for a given group:

gender, age, ethnicity, circumstances.

(How women are supposed to behave, walking around campus with a swimsuit unacceptable)

Question 20

Conformity

Group Dynamics

Answer 20

A change in behavior or attitude brought about by a desire to follow beliefs or stands of other people

Question 21

Deindividuation

Group Dynamics

Answer 21

In large groups we tend to lose some self awareness and may engage in behavior that is uncharacteristic

(mob mentality, hurting someone as a group vs. individual)

Question 22

Group Polarization

Group Dynamics

Answer 22

Like-minded people in groups often reach more extreme decisions than those made by any single individual

(KKK, Gang Members)

Question 23

Diffusion of Responsibility

Group Dynamics

Answer 23

In a group setting, the sense of personal responsibility to help another person in need decreases

Question 24

Out-group Homogeneity

Group Dynamics

Answer 24

Tendency to believe all members of a group are more similar than is true

(stereotypes stem from being in outgroup)

Question 25

Contact Theory

Group Dynamics

Answer 25

Equal status contact between antagonist groups should lower tension and increase harmony

Question 26

Mere exposure effect

Group Dynamics

Answer 26

The more we come into contact with someone, the more likely we are to like them