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Psychology > Module 3 > Flashcards

Module 3 Flashcards

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1
Q

Projection

A

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.”

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2
Q

Denial

A

Refusing to recognize a distressing reality

Ex. “ I don’t like him. He’s just not my type.”

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3
Q

Stimulus

A

Anything you react to

Ex. Smell, sight

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4
Q

Advertising

A

Techniques done on purpose to get you to change your mind/behavior

Purpose:
*Knowledge of the product
*Why the product is necessary

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5
Q

Persuasion

A

Process of attitude change

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6
Q

Aronson

A

Hold beliefs to define and make sense of ourselves (you buy something to make you closer to the person you admire)

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7
Q

Emotional Appeal

A

persuade through emotions

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8
Q

Fear Appeal

A

persuade by scaring (guilt sells)

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9
Q

Luncheon technique

A

persuade through positive emotions

Ex. dancing, music

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10
Q

Sublimation

A

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.

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11
Q

Social Psychology

A

Study of how we are influenced by people and how we think about others

Ex. obedience, aggression, prejudice, persuasion

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12
Q

Identification

A

Unconsciously modeling your feelings or actions on the behaviors of someone you admire

Ex. Admiring your best friend and adopting her mannerisms and characteristics

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13
Q

Displacement

A

Shifting negative feelings and impulses to an acceptable target

Ex. Being rude to someone who’s interested in you. “Sorry, I am busy tonight.”

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14
Q

Repression

A

Anxiety-producing info is pushed into the unconscious

Ex. Unconsciously avoiding your friend and her boyfriend in social situations.

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15
Q

Rationalization

A

Creating an acceptable excuse for an uncomfortable situation

Ex. “ I am a human being. Of course, I feel sexually attracted to other people.”

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16
Q

What 2 things are needed in observational learning?

A
  1. The model needs to be shown with rewards customers can obtain
  2. Reward is worth the costs (price, travel)
17
Q

3 parts of personality

A
  1. ID
  2. Ego
  3. Superego
18
Q

Id

A

*Primitive
*All instincts

Ex. Babies

19
Q

Ego

A

mediates conflicts between Id & superego

20
Q

Superego

A

*Socially developed
*Act morally
*Never satisfied

How you are shaped by society

21
Q

Classical Conditioning

A

Learning through association

22
Q

Principles of Social Validation

A

desire to comply more with what others are doing

Ex. At a dinner party, look at others for what utensil to use!

23
Q

Deadline Tactic

A

Time limit placed on opportunity

Ex. “Limited time offer” “Last 3 days”

24
Q

Principle of Scarcity

A

Opportunity is more valuable when less is available

Limited number tactic- limiting the amount of something to make it more valuable

25
Q

Observational Learning

A

Changing behaviors by observing others and their consequences

Developed by Bandura (children aggression study)

26
Q

Response

A

Reaction to something

Ex. Smiling, fear, drool

27
Q

Psychoanalytic

A

Approach that suggests behavior and personality are shaped by unconscious conflicts.

Developed by Freud

28
Q

2 psychoanalytic instincts

A
  1. Eros (Life instincts)
    ex. food, water, sex
  2. Thanatos (Death instincts)
    ex. smoking, life-threatening decisions
29
Q

Neutral

A

causes no reaction

Advertisers pair something neutral with something that causes a natural reaction (uncondition)

US + NS = UR

30
Q

Uncondition Stim./Resp.

A

Something you didn’t have to learn

natural stimulus = natural response

Ex. Hit = Pain
US = UR

31
Q

Condition Stim./Resp.

A

Something you had to learn or are learning

Ex. music + shark = scared = music = scared

US + NS = UR = CS = CR

Psychology (4 decks)

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