social psych Flashcards
what is the mere exposure effect
the more one is exposed to something the more they tend to like it
what are the two routes persuasive messages can be sent
central and peripheral route
what is the central route to persuasion
the central route to persuasion involves deeply processing the contents of the message
what is the peripheral route to persuasion
peripheral route to persuasion involves understanding a message at its surface level (physical features etc)
what is the cognitive dissonance theory and who was it given by
Given by Festinger. The idea that people are motivated to have consistent attitudes and behaviours. When they don’t it creates mental tension or dissonance
what is the foot-in-the-door compliance strategy
if you get someone to agree with something small then they would be more likely to agree with you for something larger
what is the door-in-the-foot compliance strategy
If you request something big and they deny, they will be more likely to accept a smaller request
what are the norms of reciprocity
if you do something nice for someone they are indebted to do something nice back to you
what is the lowballing compliance strategy
offering something and at the end change its terms and conditions
what is ingratiation
when you present yourself in a kind and respectful manner to convince someone to give you something
what is the attribution theory
how people determine the cause of what they observe
what are person attributes
person’s behavior is due to their own internal factors. eg mark does very well on a math test because he is good at math
what are situation attributes
person’s behaviour is due to their surrounding and external factors. eg mark did well on this math test because the teacher marked kindly
what are person stable attributes
if someone has always had these internal factors which cause their behavior. eg Mark did well on the math exam because he has always been very good at math
what are person unstable attributes
this person had something that was a one-off thing internally which caused the behavior. eg Mark did well on this math exam only because he studied hard for this one.
what are situational unstable attributes
the person’s surroundings had something different only this once which led to their behavior. eg mark did very well on this math exam because for this once the teacher marked very kindly
what 3 factors explain the kind of attributions people make
consistency: how similarly the individual acts in the same situation over time
distinctiveness: how similar the situation was to others the individual has been in
consensus: how others responded in the same situation
what is the self-fulfilling prophecy
how someones expectations of you can influence your behaviour
what is the fundamental attribution error
people don’t consider dispositional factors when making a judgement
in which culture is the fundamental attribution error mostly found
individualistic cultures (cultures that stress the needs of the individual over the needs of the group as a whole)
what is the false consensus effect
the tendency for people to overestimate the number of people that agree with themselves
what is the self serving bias
tendency to take more credit for good outcomes but blame others for bad outcomes
what is the just-world bias
the belief that good things happen to good people and bad things happen to bad people
what is a stereotype
ideas about a group of people that influence our interactions with these people. eg Californians are lazy
