SLS20 Chapter 13 part 2

Question 1

equity

Answer 1

A state of affairs in which the cost-benefit ratios of two partners are roughly equal

Question 2

social influence

Answer 2

The ability to control another person’s behavior

Question 3

norm

Answer 3

A customary standard for behavior that is widely shared by members of a culture

Question 4

normative influence

Answer 4

A phenomenon that occurs when another person’s behavior provides information about what is appropriate

Question 5

norm of reciprocity

Answer 5

The unwritten rule that people should benefit those who have benefited them

Question 6

door-in-the-face technique

Answer 6

A strategy that uses reciprocating concessions to influence behavior (ask for large favor, then for a smaller one)

Question 7

conformity

Answer 7

The tendency to do what others do simply because others are doing it

Question 8

obedience

Answer 8

The tendency to do what powerful people tell us to do

Question 9

attitude

Answer 9

An enduring positive or negative evaluation of an object or event (Eat an apple)

Question 10

belief

Answer 10

An enduring piece of knowledge about an object or event (start by opening the fridge)

Question 11

informational influence

Answer 11

A phenomenon that occurs when a person’s behavior provides information about what is good or right

Question 12

persuasion

Answer 12

A phenomenon that occurs when a person’s attitudes or beliefs are influenced by a communication from another person

Question 13

systematic persuasion

Answer 13

The process by which attitudes or beliefs are changed by appeals to reason

Question 14

heuristic persuasion

Answer 14

The process by which attitudes or beliefs are changed by appeals to habit or emotion

Question 15

foot-in-the-door technique

Answer 15

A technique that involves a small request followed by a larger request

Question 16

cognitive dissonance

Answer 16

An unpleasant state that arises when a person recognizes the inconsistency of his or her actions, attitudes, or beliefs

Question 17

social cognition

Answer 17

The processes by which people come to understand others

Question 18

stereotyping

Answer 18

The process by which people draw inferences about others based on their knowledge of the categories to which others belong

Question 19

perceptual confirmation

Answer 19

A phenomenon that occurs when observers perceive what they expect to perceive

Question 20

self-fulfilling prophecy

Answer 20

The tendency for people to cause what they expect to see

Question 21

subtyping

Answer 21

The tendency for people who are faced with disconfirming evidence to modify their stereotypes rather than abandon them

Question 22

attribution

Answer 22

An inference about the cause of a person’s behavior

Question 23

correspondence bias

Answer 23

The tendency to make a dispositional attribution even when a person’s behavior was caused by the situation

Question 24

situational attribution

Answer 24

Person’s behavior was caused by some temporary aspect of the situation in which it happened

Question 25

dispositional attribution

Answer 25

Person’s behavior was caused by his or her relative enduring tendency to think, feel, or actin a particular way

Question 26

actor-observer effect

Answer 26

The tendency to make situational attributions for our own behaviors while making dispositional attributions for the identical behavior of others