Social Flashcards
Reinforcement Theory
Behavior is motivated by anticipated rewards
Norman Triplett
Competition on performance—> people perform better on familiar tasks when in the presence of others
Role Theory
The perspective that people are aware of the social roles they are expected to fill, and much of their observable behavior can be attributed to adopting these roles
Minimal Justification Effect
When the external justification is minimal, you will reduce your dissonance by changing internal cognitions
2 main principles of cognitive dissonance
1) if a person is pressured to say or do something contrary to his or her privately held attitudes, there will be a tendency for him or her to change those attitudes
2) the greater the pressure to comply the less this attitude change. Ultimately, attitude change generally occurs when the behavior is induced with minimum pressure
Over justification Effect
Reward people for something they already like doing, they may stop liking it
2 routes to persuasion
1) central route- if issue is very important to us
2) Peripheral route- if issu isn’t very important or we cannot clearly hear the message
Gain-Lose Principle
an evaluation that changes will have more of an impact than an evaluation that remains constant
Social Exchange Theory
- assumes a person weighs the rewards and costs of interacting w/ another
- the more the rewards outweigh the costs, the greater the attraction to the other person
Foot-in-the-Door Effect
accept small request, accept larger request later
Door-in-the-Face Effect
refuse large initial request, agree to smaller request later
Halo Effect
tendency to allow a general impression about a person to influence other, more specific evaluations about a person
Social Loafing
tendency for people to put forth less effort when part of a group effort than when acting individually
Groupthink
tendency of decision-making groups to strive for consensus by not considering discordant information
Risky Shift
group decisions are riskier than the average of individual choices
