Social Cultural Flashcards
Heider attribution theory
dispositional/situational
Kelley attribution three factors
consistency, distinctiveness, consensus
internal for high consistency, low distinct/consensus
external when all three high
Weiner attribution stability
extra factor of stability
learned helplessness
attribute to internal, stable, global
attribution style
optimistic vs pessimistic
affect health
illusion of control
undepressed people have unrealistically positive assessment of control
fundamental attribution bias (others’ beh)
attribute others’ beh to disposition, underestimate situational
actor-observer bias (our own beh and others’)
attribute own beh to situational, others’ beh to dispositional. inconsistent research on this
self serving bias (our own beh)
attribute success dispositional, failure situational
availability heuristic
estimate likelihood based on how easy to recall example
representative heuristic
judgment based on typical example
simulation heuristic
use mental images to make judgments
Kelly personal construct theory
we see world according to what we expect to see
Reperatory grid technique to see client conceptual map without interviewer’s map interference
attitude
cog, affective, beh
thoughts/feelings/beh actually only linked weakly
situational constraint
explains discrepancy between thoughts/feelings/beh
balance theory
ppl change opinions to balance
balanced when all positive, or two positive elements and one neg element
symmetry theory
stronger the bond, more intense the imbalance felt and more motivated to change attitude
Congruity theory
people will favor object they have affinity for
cognitive dissonance
people change attitudes to reduce aversive arousal when aware of inconsistent cognitions
postdecision dissonance
2 good choices, upset at not choosing alternative so emphasize positives of their choice
effort justification
upset at spending effort on shitty goal, emphasize pos qualities of shitty goal
insufficient justification
person performs undesirable behavior for small reward, emphasize positive qualities of behavior
insufficient deterrence
person doesn’t perform desired beh because of small deterrent, emphasize neg aspects of desired beh
Bem’s self-perception theory
people infer own attitudes by observing own behavior
overjustification hypothesis
ppl lose interest in desired activities if perform them for too big rewards
self-verification theory
ppl are motivated to confirm self concept even if neg
behavior confirmation
ppl are motivated to confirm others’ expectations of them. some research against this
self-enhancement theory
ppl are motivated to think favorably of self and want to seem favorable to others
sleeper effect
ppl forget source of message over time but remember message
characteristics of source
on unimportant issues, source most influential when likable, attractive, similar to recipient.
On important issues, source most influential when credible (trustworty and expertise)
for women - most effective to combine assertive language and friendly nonverbals
characteristics of message
split on appealing to logic vs emotion (e.g., fear tactic - effective if message believable and specific strategies to avoid fear are presented)
Primary/recency effect
Primary/recency effect
long gap = primary best
short gap = recency best
Characteristics of audience
easiest audience to influence
moderate self-esteem, moderate self-esteem, higher level of involvement, and higher vulnerability
presenting one side vs. both sides
both sides if initially opposed, intelligent, well informed
one side only if initially in favor, poorly informed, and unintelligent
reactance theory
ppl will not comply if freedom threatened
coersion = reactance
elaboration likelihood model
peripheral vs central routes (more enduring)
james-lange theory
we feel by recognizing body reactions
cannon-bard theory
emotions and body reactions happen at same time
dont need body reactions to feel emotions (e.g., dog that can’t growl still feels mad)
shacter’s two-factor theory
internal (body cues) and external (cues for interpretation)
beating heart at exam = anxiety, at a concert = excitement
epinephrine study
social exchange theory
cost/benefit of relationship
