Social Psychology Flashcards
central route of persuasion
deeply processing the content of message by consumer or listener
peripheral route of persuasion
how effectively the communicator is able to convey the message to listeners
cognitive dissonance theory
idea that people are motivated to have consistent ideas and behaviors. If they do not, they experience unpleasant mental tension or dissonance and ultimately try to change it
foot-in-the-door phenomenon
if you can get people to agree to a small request, they will be more likely to agree to a larger follow-up request
door-in-the-face phenomenon
if people refuse a large request, they will be more likely to favor a more reasonable request
norms of reciprocity
people tend to think that when someone does something nice for them, that they ought to do it in return
attribution theory
tries to explain how people determine the cause of what they observe
dispositional attribution
personal factors
situation attribution
situational or outside factors
consistency
how similarly the individual acts in the same situation over time
distinctiveness
how similar the situation is to other situations the individual has been in
consensus
how well did others do in the same situation
self-fulfilling prophecy
explains how preconceived ideas can affect the way someone acts towards someone. One’s expectations can influence the way we behave
fundamental attribution error
people tend to overestimate the importance of dispositional factors and underestimate the role of situational factors
individualist culture
importance and uniqueness of individual is stressed
