Social Psych Flashcards
_______ are unspoken rules we are expected to follow
Social norms
Three tenets of social influence
Confirmatory, compliance, obedience
_____ is the taking back of a negative slur, self labeling as a means of taking it back and making it appear less negative
Re Appropriation
______ is how people generally behave
Descriptive norms
______ refers to the fact that we confirm to norms only when they are personally relevant
Normative focus theory
Fitzimmons and bargh (2003) had participants think about either a friend or coworker to see what
That we conform our behavior to the roles we fill
Why did behavior change in zimbardo prison experiment
Learned social roles (prisoner vs guard), social situations and priming, social contagion (mimicry), presence of authority of lack
The ______ refers to the fact that conformity is often unconscious, we mimic other behavior particularly if we like them or are rewarded
Chameleon effect
Familiar situations where a correct behavior is known, larger groups (8), and cohesive groups _________ conformity
Increase
_______ helps understand why we are motivated to conform
The desire to be liked and strive to meet others expectations
Normative social influence
_____ is the belief that social influence plays a smaller role in shaping our own behavior than that of others
Introspection illusion
_______ the extent to which an individual’s self concept consists of many different aspects
Self complexity
A coherent life story that connects ones past present possible future
Self narrative
________ people induced to say something or do something against their beliefs may change their beliefs to reduce dissonance if there is insufficient external justification for their behavior
Induced compliance paradigm
________ belief whereby once we make a public agreement, we tend to stick to it even if circumstances change
Norm for social commitment
_______ occurs when after agreeing to an offer, people find it hard to break that commitment even if they later learn of some extra cost to the deal
Lowballing
______ theory proposing that the motivation to maintain consistency among ones thoughts colors how people form new attitudes and can also drive them to change existing attitudes
Balance theory (288)
__________when recently encountered info primarily influences attitudes (a commercial viewed just before shopping)
Recency effect
_____________ when initially encountered info primarily influences attitudes (no delay between two messages, the first message is stronger)
Primacy effect
What are the ways to reduce dissonance
Change one of the cognitions, add another cognition that makes the other two seem less inconsistent with each other, trivialize the cognition that are inconsistent
Factors that affect the magnitude of dissonance
Weak external justification
Choice
Commitment
Foreseeable adverse side effects
_________ when what you choose seems the better alternative, avoid info that discounts that choice
Spreading the alternatives
__________ refers to lowering dissonance by convincing oneself that they suffered for something valuable
Effort justification
________ the idea that any time people make a choice between two alternatives, there is likely to be some dissonance
Free choice paradigm
__________ the idea that we conform to norms only when they are personally relevant
Normative focus theory
_______norms are how people ought to behave
Injunctive norms
_______ a tendency to conform to what we believe respected others think and do
Social proof
Variables that influence obedience
- psychological distance from the authority (reduce)
- psychological closeness to the victim(reduce)
- witnessing defiance (reduce)
- not personally causing the harm
__________ a style of processing a persuasive message by a person who has both the ability and motivation to think carefully about the messages argument
Central route to persuasion
___________ aspects of the communication that are irrelevant to the true merits of the person or position advocated in the message (attractiveness of speaker)
Peripheral cues
________ phenomenon whereby people can remember a message but forget where it came from, source credibility diminished
Sleeper effect
_________ occurs when people’s attitude is influenced not only by what they think about the message but also by their confidence in those thoughts and beliefs
Cognitive response approach to persuasion
Which has a stronger influence, statistical trends or vivid instances?
Vivid instances
Removal of responsibility, visible signs of status or power (uniforms), gradual escalation of orders are examples of
Why people behave
Cults use __________ to reduce self awareness and loss of self identity results in adoption of group identity
Deindividuation
_________ increases Deindividuation
Anonymity
Zimbardos study on anonymity (1969)
Participants were asked to recommend the level of shock to be delivered to study participants, participants who wore hoods recommended twice as much shock
Wiltermuth (2012) found that
Synchronization increases aggression
How to reduce blind obedience
Reminders of responsibility
Education that total obedience is inappropriate
Question expertise and motives of authority figures
Know about the influence of authority figures
__________ people need to see themselves as having integrity and worth
People respond less defensively to threats to one aspect of themselves when they thing of another valued aspect
Self affirmation theory by Steele
