Social Cultural

Question 1

Heider attribution theory

Answer 1

dispositional/situational

Question 2

Kelley attribution three factors

Answer 2

consistency, distinctiveness, consensus

internal for high consistency, low distinct/consensus
external when all three high

Question 3

Weiner attribution stability

Answer 3

extra factor of stability

Question 4

learned helplessness

Answer 4

attribute to internal, stable, global

Question 5

attribution style

Answer 5

optimistic vs pessimistic
affect health

Question 6

illusion of control

Answer 6

undepressed people have unrealistically positive assessment of control

Question 7

fundamental attribution bias (others’ beh)

Answer 7

attribute others’ beh to disposition, underestimate situational

Question 8

actor-observer bias (our own beh and others’)

Answer 8

attribute own beh to situational, others’ beh to dispositional. inconsistent research on this

Question 9

self serving bias (our own beh)

Answer 9

attribute success dispositional, failure situational

Question 10

availability heuristic

Answer 10

estimate likelihood based on how easy to recall example

Question 11

representative heuristic

Answer 11

judgment based on typical example

Question 12

simulation heuristic

Answer 12

use mental images to make judgments

Question 13

Kelly personal construct theory

Answer 13

we see world according to what we expect to see
Reperatory grid technique to see client conceptual map without interviewer’s map interference

Question 14

attitude

Answer 14

cog, affective, beh
thoughts/feelings/beh actually only linked weakly

Question 15

situational constraint

Answer 15

explains discrepancy between thoughts/feelings/beh

Question 16

balance theory

Answer 16

ppl change opinions to balance
balanced when all positive, or two positive elements and one neg element

Question 17

symmetry theory

Answer 17

stronger the bond, more intense the imbalance felt and more motivated to change attitude

Question 18

Congruity theory

Answer 18

people will favor object they have affinity for

Question 19

cognitive dissonance

Answer 19

people change attitudes to reduce aversive arousal when aware of inconsistent cognitions

Question 20

postdecision dissonance

Answer 20

2 good choices, upset at not choosing alternative so emphasize positives of their choice

Question 21

effort justification

Answer 21

upset at spending effort on shitty goal, emphasize pos qualities of shitty goal

Question 22

insufficient justification

Answer 22

person performs undesirable behavior for small reward, emphasize positive qualities of behavior

Question 23

insufficient deterrence

Answer 23

person doesn’t perform desired beh because of small deterrent, emphasize neg aspects of desired beh

Question 24

Bem’s self-perception theory

Answer 24

people infer own attitudes by observing own behavior

Question 25

overjustification hypothesis

Answer 25

ppl lose interest in desired activities if perform them for too big rewards

Question 26

self-verification theory

Answer 26

ppl are motivated to confirm self concept even if neg

Question 27

behavior confirmation

Answer 27

ppl are motivated to confirm others’ expectations of them. some research against this

Question 28

self-enhancement theory

Answer 28

ppl are motivated to think favorably of self and want to seem favorable to others

Question 29

sleeper effect

Answer 29

ppl forget source of message over time but remember message

Question 30

characteristics of source

Answer 30

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

Question 31

characteristics of message

Answer 31

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

Question 32

Primary/recency effect

Answer 32

long gap = primary best
short gap = recency best

Question 33

Characteristics of audience

Question 34

easiest audience to influence

Answer 34

moderate self-esteem, moderate self-esteem, higher level of involvement, and higher vulnerability

Question 35

presenting one side vs. both sides

Answer 35

both sides if initially opposed, intelligent, well informed

one side only if initially in favor, poorly informed, and unintelligent

Question 36

reactance theory

Answer 36

ppl will not comply if freedom threatened
coersion = reactance

Question 37

elaboration likelihood model

Answer 37

peripheral vs central routes (more enduring)

Question 38

james-lange theory

Answer 38

we feel by recognizing body reactions

Question 39

cannon-bard theory

Answer 39

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)

Question 40

shacter’s two-factor theory

Answer 40

internal (body cues) and external (cues for interpretation)
beating heart at exam = anxiety, at a concert = excitement
epinephrine study

Question 41

social exchange theory

Answer 41

cost/benefit of relationship