Terms Chapter 14

Question 0

attribution theory

Answer 0

: the theory that we explain someone’s behavior by crediting either the situation or the person’s disposition. (p. 554)

Question 1

social psychology

Answer 1

: the scientific study of how we think about, influence, and relate to one another.

Question 2

fundamental attribution error

Answer 2

: the tendency for observers, when analyzing another’s behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition. (p. 554)

Question 3

attitude

Answer 3

: feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events. (p. 556)

Question 4

peripheral route persuasion:

Answer 4

occurs when people are influenced by incidental cues, such as a speaker’s attractiveness. (p. 556)

Question 5

central route persuasion:

Answer 5

occurs when interested people focus on the arguments and respond with favorable thoughts. (p. 556)

Question 6

foot-in-the-door phenomenon

Answer 6

: the tendency for people who have first agreed to a small request to comply later with a larger request. (p. 557)