psych Flashcards
Conformity
changing one’s own behavior to
match that of other people
Normative Social influence
he need to act in ways that
we feel will let us be liked and accepted by others
Informative social influence
take our cues for how to
behave from other people when we are in a situation
that is not clear or is ambiguous
Groupthink
occurs when people place more
importance on maintaining group cohesiveness
than on assessing the facts of the problem with
which the group is concerned
(don’t rock the boat mentality)
Consumer Psychology
branch of psychology that studies
the habits of consumers in the marketplace
Foot in the door compliance technique
Asking for a small commitment and when you get that asking for a larger one
Door in the face compliance technique
Asking for a large commitment and when rejected asking for a smaller one
Lowball technique
getting a commitment from someone and then raising it
Milgrims obedience study
changing ones behavior at the command of an authority
Social cognition
the mental processes
that people use to make sense of the
social world around them
Wha are the three components of attitude?
- Affective (emotional) component
- Behavioral component
- Cognitive component
Persuasion
the process by which one person
tries to change the belief, opinion, position, or
course of action of another person through
argument, pleading, or explanation
Cognitive dissonance
sense of discomfort
or distress that occurs when a person’s
behavior does not correspond to that
person’s attitudes
Implicit personality theory
sets of assumptions about how
different types of people, personality traits, and actions are related to each other
Fundamental attribution error
the tendency to overestimate the influence
of internal factors in determining
behavior while underestimating
situational factors
