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AP Psychology > Social Psychology Pt.2: The Psychology Of Persuasion, Attitudes, And Prosocial Behavior > Flashcards

Social Psychology Pt.2: The Psychology Of Persuasion, Attitudes, And Prosocial Behavior Flashcards

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1
Q

Social trap class example

A

Bump or Jump

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2
Q

Social trap

A

A situation in which the conflicting parties, by each rationally pursuing their self-interest gets caught in mutually destructive behavior

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3
Q

Social trap example

A

Arms race during Cold War

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4
Q

2 routes of persuasion

A

Central route of persuasion

Peripheral route of persuasion

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5
Q

Central route of persuasion

A

Occurs when the attitude of the audience, or individual, is changed as a result of thoughtful consideration of the FACTUAL INFORMATION of a message.

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6
Q

Requires high thought and analysis. Fact based arguments

A

Central route of persuasion

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7
Q

Peripheral route of persuasion- environment characteristics emphasize on

A

Emotion

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8
Q

Peripheral route of persuasion

A

Route of persuasion that does not involve thought on the topic and relies mostly on ENVIRONMENT CHARACTERISTICS of the message

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9
Q

Peripheral route of persuasion example

A

Song playing in the background, confidence/credibility of person persuading you, catchy slogan, sex appeal, etc

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10
Q

When buying car pay attention to advertisements information on gas mileage, horsepower, etc.

A

Central route of persuasion

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11
Q

Our tendency to comply with a larger request AFTER agreeing to a smaller one

A

Foot in the door phenomenon

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12
Q

Foot in the door phenomenon example

A

If salesman can get you to test drive car first (small request), more likely to agree to buy the car that day (large request)

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13
Q

How did Milgram utilize foot in the door phenomenon

A

Start with small shocks and escalate to bigger shocks

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14
Q

Door in the face technique

A

Used to get compliance from others in which a large request is made knowing it will probably be refused so that the person will agree to a much smaller request

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15
Q

Start with a big request- “no”

Reduce to a smaller request “yes”

A

Door in the face technique

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16
Q

Door in the face technique example

A

Ask someone to volunteer 10 hours per week at a charity organization (large request which will be denied) to get them to make a small donation to the charity (small request)

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17
Q

Reciprocity

A

Tendency in humans to want to repay for things given to us whether its a compliment, gift, etc. (should respond to a positive reaction with a positive reaction of your own and vice versa)

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18
Q

Salesman can take advantage by giving free gifts that you may not have wanted in the first place

A

Reciprocity

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19
Q

In women’s march, a man came and gave free bracelet, then asked to donate

A

Reciprocity

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20
Q

Consistency and commitment

A

Human tendency to want to remain consistent in thoughts and behaviors. Once made a commitment don’t want to back out

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21
Q

Consistency and commitment example

A

Car dealer gives you one price that you agree to then adds on all additional costs or asks you if you are against child abuse before getting you to donate to a charity committed to it

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22
Q

Social proof

A

Tendency to follow example of others

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23
Q

“Everyone who is doing it” personal testimonials in products, canned laughters in shows

A

Social proof

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24
Q

Scarcity

A

Human tendency to value items more that are less available

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25
Q

This is the last car on the lot in the color and it probably wont be available tomorrow

Last one in stock

A

Scarcity

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26
Q

Cognitive dissonance words

A

Thinking discomfort

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27
Q

Cognitive dissonance

A

The uncomfortable tension (discomfort) that may result from having 2 conflicting thoughts at the same time, or from engaging in behaviors that conflicts with one’s beliefs

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28
Q

Cigarettes are bad for health, smokes

A

Cognitive dissonance

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29
Q

Cognitive dissonance: to relieve tenons, we have to either

A

Change out thoughts or behavior

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30
Q

Normative social influence

A

Influence from a person’s desire to gain approval or avoid disapproval. Don’t want to stick out

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31
Q

Conform to be liked by others and feeds off of our need to belong

A

Normative Social Influence

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32
Q

Informational Social Influence

A

We conform in ambiguous (unclear) social situations since we are driven by the ASSUMPTION THAT OTHER PEOPLE MUST POSSESS MORE KNOWLEDGE about the situation than us

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33
Q

Social facilitation

A

Improved performance of tasks in the presence of others

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34
Q

Social facilitation occurs with simple or well learned tasks but not with

A

Tasks that are difficult/not yet mastered.

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35
Q

Why can’t social facilitation work with hard tasks?

A

When others are around us we become physiologically aroused

36
Q

Arousal helps with _____ tasks

A

Easy, but not difficult

37
Q

Arousal level example

A

Running- high arousal

Math problem- low arousal

38
Q

Opposite of social facilitation

A

Social inhibition

39
Q

Social inhibition

A

The occurrence when an individual’s performance DECREASES because they are performing in the presence of others

40
Q

Social inhibition example

A

Bob can play the piano well during practice but when he was on stage in front of people, he couldn’t play well

41
Q

Group loafing

A

The tendency for people in a group to exert less effort when pooling their efforts toward attaining a common goal than when individually accountable

42
Q

Group loafing is common among

A

Men in individualistic cultures

43
Q

Group loafing leads to

A

“Free-rider” problem

44
Q

Group polarization

A

The enhancement of a group’s prevailing attitudes through discussion within group

45
Q

Group polarization occurs most often in

A

Likeminded groups

46
Q

In group polarization, opinion is more intensified as a

A

Group than it would be as individuals

47
Q

Like minded people talk in a group so opinion moves towards extremes

A

Group polarization

48
Q

Group polarization example

A

After democratic and Republican National conventions, both groups feelings about their platforms have become strengthened

49
Q

Group think limits

A

Critical thinking

50
Q

Group think

A

The mode of thinking that occurs when the DESIRE FOR HARMONY in a DECISION MAKING group overrides a realistic appraisal of alternative

51
Q

Rita didn’t want to share an idea in a group because she was scared that it might offend others so she went along with their ideas

A

Group think

52
Q

Rosenthal’s research highlights impact of

A

Self-fulfilling prophecy

53
Q

Self-fulfilling prophecy experiment: teachers were told that certain students were “learning disabled” and certain students were “gifted” result

A

The students who were labeled as “learning disabled” got lower grades than those labeled “gifted” even though there wasn’t a difference between the students

54
Q

Self fulfilling prophecy

A

Tendency to let our preconceived expectations of theirs influence how we treat them and thus bring about the very behavior we expected to come true

55
Q

Self fulfilling prophecy experiment order

A

Assumption/expectation—>leads you to treat them different—> performance changes

56
Q

Prejudice

A

An unjustifiable (usually negative) attitude toward a group and its members

57
Q

Prejudice example

A

White people are evil

58
Q

Discrimination

A

Involves treating a group differently because of their class or other category

59
Q

Black couldn’t eat at certain restaurants and stayed at certain hotels because of their race prior to civil rights movement

A

Discrimination

60
Q

Prejudice is a _____, discrimination is a _____

A

Thought, behavior

61
Q

Roots of prejudice

A

Categorization
Vivid cases
Just world phenomenon

62
Q

Just world phenomenon

A

The tendency of people to believe the world is just and that people therefore get what they deserve and deserve what they get

63
Q

Social Darwinism is an example of

A

Just world phenomenon

64
Q

Mere exposure effect

A

The phenomenon that repeated expose to novel stimuli increases the liking of them

65
Q

Mirror image vs reverse is an example of

A

Mere exposure effect

66
Q

Similarity is a strong determination of

A

Attraction; share common goals, interests, and attitudes

67
Q

Importance of proximity

A

Can’t fall in love with someone you’ve never met

68
Q

Frustration-aggression principle

A

The principle that frustration— the blocking of an attempt to achieve some goal— creates anger, which can generate aggression

69
Q

Aversive stimuli increases _____

Example

A

Aggression

More spousal abuse in hotter years and months

70
Q

Halo effect

A

When someone is physically attractive, other characteristics are also good (assumption)

71
Q

2 types of love

A

Passionate love and companionate love

72
Q

Passionate love

A

An aroused state of intense positive absorption in another, usually present at eh beginning of a relationship

73
Q

Type of love that is very physical, tends to decrease with time

A

Passionate love

74
Q

Companionate love

A

The deep affectionate attachment we feel for those whom our lives are intertwined

75
Q

Type of love that is more relational, lasts longer

A

Companionate love

76
Q

Equity

A

A condition in which people receive from a relationship in proportion to what they give to it.. decision making, bank accounts, etc

77
Q

Self disclosure

A

Revealing intimate aspects of oneself to others breeds liking

78
Q

Altruism

A

Selfless behavior

79
Q

Social exchange theory

A

The theory that our social behavior is an exchange process, the aim of which is to maximize benefits and minimize costs

80
Q

Social exchange theory example

A

Volunteer at homeless shelter if believe benefits(good feelings, etc) outweigh costs (time, effort, etc.)

81
Q

Way to remember superordinate goals

A

Remember the Titans

82
Q

Superordinate goals

A

Refers to shared goals that override differences among people and require their cooperation

83
Q

Goals that bring people together who used to hate each other

A

Superordinate goals

84
Q

Robber’s care experiment illustrated

A

Superordinate goals

85
Q

Superordinate goals experiment

A

Sherif’s experiment created friction between 2 groups of Boy Scouts by having them participate in completions. Friction got so intense, boys were openly fighting and safety was an issue

86
Q

Superordinate goals experiment: cooperation and friendship was created when

A

Experimenter contrived situations that fostered common goals and interdependence

87
Q

Water shortage in camp, helping a “broken down” truck

A

Superordinate goals

AP Psychology (33 decks)

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