Module 3 Flashcards
Projection
Attributing your own anxiety-provoking thoughts and impulses to someone else
Ex. “What is wrong with Sara? She always seems to be checking out other people’s boyfriends.”
Denial
Refusing to recognize a distressing reality
Ex. “ I don’t like him. He’s just not my type.”
Stimulus
Anything you react to
Ex. Smell, sight
Advertising
Techniques done on purpose to get you to change your mind/behavior
Purpose:
*Knowledge of the product
*Why the product is necessary
Persuasion
Process of attitude change
Aronson
Hold beliefs to define and make sense of ourselves (you buy something to make you closer to the person you admire)
Emotional Appeal
persuade through emotions
Fear Appeal
persuade by scaring (guilt sells)
Luncheon technique
persuade through positive emotions
Ex. dancing, music
Sublimation
Redirecting unacceptable impulses into acceptable outlets
Ex. Instead of worrying about wanting to date your best friend’s boyfriend, you use a dating app to meet other singles.
Social Psychology
Study of how we are influenced by people and how we think about others
Ex. obedience, aggression, prejudice, persuasion
Identification
Unconsciously modeling your feelings or actions on the behaviors of someone you admire
Ex. Admiring your best friend and adopting her mannerisms and characteristics
Displacement
Shifting negative feelings and impulses to an acceptable target
Ex. Being rude to someone who’s interested in you. “Sorry, I am busy tonight.”
Repression
Anxiety-producing info is pushed into the unconscious
Ex. Unconsciously avoiding your friend and her boyfriend in social situations.
Rationalization
Creating an acceptable excuse for an uncomfortable situation
Ex. “ I am a human being. Of course, I feel sexually attracted to other people.”
What 2 things are needed in observational learning?
- The model needs to be shown with rewards customers can obtain
- Reward is worth the costs (price, travel)
3 parts of personality
- ID
- Ego
- Superego
Id
*Primitive
*All instincts
Ex. Babies
Ego
mediates conflicts between Id & superego
Superego
*Socially developed
*Act morally
*Never satisfied
How you are shaped by society
Classical Conditioning
Learning through association
Principles of Social Validation
desire to comply more with what others are doing
Ex. At a dinner party, look at others for what utensil to use!
Deadline Tactic
Time limit placed on opportunity
Ex. “Limited time offer” “Last 3 days”
Principle of Scarcity
Opportunity is more valuable when less is available
Limited number tactic- limiting the amount of something to make it more valuable
