SLK 220 Sem test 3&4 Flashcards
what is normative influence
going along with the crowd in order to be liked and accepted
what is the autokinetic effect
the illusion of movement caused by slight eye movements
what are group norms
beliefs or behaviours that a group of people accept as normal
what is informational influence
going along with the crowd because you think the crowd knows more than you do
what are the 2 types of situations that increase how likely you are to be affected by informational influence
ambiguous situations
crisis situations
what is pluralistic ignorance
looking to others for cues on how to behave, whilst they are looking to you- collective misinterpretation
what are the 2 kinds of social influence
normative and informational
what does normative social influence produce
public compliance
what does informational social influence produce
private acceptance
what are the 4 basic principles that social influence techniques can be organized into
CRSC
commitment and consistency
reciprocation
scarcity
capturing and disrupting attention
what are the 4 techniques of social influence based on commitment and consistency
FBLL
Foot-in-the-door technique
Bait-and-switch technique
low-ball technique
labelling technique
what is cognitive dissonance
psychological discomfort caused by inconsistent behaviour
what are the 2 techniques of social influence based on reciprocation
DT
door-in-the-face technique
thats-not-all technique
what are the 2 techniques of social influence based on scarcity
FL
Fast-approaching-deadline technique
limited-number technique
what are the 2 techniques of social influence based on capturing and disrupting attention
PD
pique technique
disrupt-then-reframe
What concept did Carl Hovland come up with
who says what to whom
according to Hovland, what is the “who” in “who says what to whom”
the source
according to Hovland, what is the “says what” in “who says what to whom”
the message
according to Hovland, what is the “to whom” in “who says what to whom”
the audience
what are the 2 aspects to “the source”
source credibility
source likeability
what are the 3 aspects to “the message”
ROR
reason vs emotion
one-sided vs two-sided messages
repetition
what are the 4 aspects to “the audience”
COIN
cultural differences
overhead messages
intelligence
need for cognition
what is the sleeper effect
the finding that over time, people separated the message from the messenger
what 2 characteristics makes a source credible
expertise and trustworthiness
what 2 factors influence whether we like someone
similarity
physical attractiveness
what is the halo effect
the assumption that because people have one desirable trait, they also possess many other desirable traits
what is advertisement wear-out
inattention and irritation that occurs after an audience has encountered the same advertisement too many times
what is need for cognition
a tendency to engage in and enjoy effortful thinking, analysis and mental problem solving
what 2 models suggest 2 different routes to persuasion
elaboration likelihood model
heuristic/systematic model
what is psychological reactance
an unpleasant emotional response caused by someone persuading you and trying to take your freedom of choice. this results in resistance
what is negative attitude change
aka boomerang effect
people do the opposite of what they’re being persuaded to do
what is prosocial behaviour
doing something good for other people or for society as a whole
what is rule of law
when members of a society respect and follow its rules
what is reciprocity
the obligation to return in kind what is done for us
what are the 2 norms that promote fairness
equity and equality
what is equity
each person receives benefits in proportion to what they have contributed
what is equality
everyone gets the same amount
what is sensitivity about being the target of a threatening upward comparison
the interpersonal concern about the consequences of outperforming others
what is direct reciprocity
paying back the same person who does something nice for you
what is generalised reciprocity
performing kind acts towards anyone after someone has been kind to you
what is moral reasoning
using logical deductions to make moral judgements based on abstract principles of right and wrong
what are moral intuitions
judgements about whether an action is right or wrong that occur automatically and rely on emotional feelings
what are the 2 moral foundations that both liberals and conservatives uphold
disapproval of people hurting eachother
importance of fairness
what are the 3 aspects of the moral foundation of conservatives
RLP
Respect for legitimate authority
Loyalty to one’s group
Purity/sanctity
what is cooperation based on
reciprocity
what is the prisoners dillemma
a study on cooperation that forces people to choose between a cooperative act and another act that combines being competitive, exploitive and defensive.
what is altruistic punishment
people will accept costs in order to punish someone who breaks the rules (costs like reduce in payment)
what is kin selection
we should help those who share our genes (and we help those with a closer blood relation first (eg- help a sibling before a cousin))
what is empathy
reacting to another person’s emotional state by experiencing the same emotional state
what are the 2 motives for helping
altruism and egoism
what is egoistic helping
the helper helps because they want something in return
what is altruistic helping
the helper helps not expecting anything in return. it is also motivated by empathy
what are the 4 aspects of “who helps whom?”
GEBB
Gender
Emotion and mood
Beautiful victims
Belief in a just world
what are the 5 steps to helping
NITKP
1- notice that something is happening
2- interpret meaning of event (emergency?)
3- take responsibility for providing help
4- know how to help
5- provide help
what is the obstacle for step 1/notice that something is happening
being distracted
what is the obstacle for step 2/interpret meaning of event
pluralistic ignorance and unsure whether its an emergency
what is the obstacle for step 3/take responsibility for providing help
diffusion of responsibility
what is diffusion of responsibility
the reduction in feeling responsible that occurs when others are present
what is the obstacle for step 4/knowing how to help
the feeling of incompetence
what is the obstacle for step 5/providing help
audience inhibition
getting help in a public setting
what is audience inhibition
people do not want to feel foolish in front of others if they offer help and the person does not want help
what is moral inclusion
treating all people as ingroup members
what is the scale called that measures moral inclusion
identification with all humanity scale
