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Social Psychology > Test 2 > Flashcards

Test 2 Flashcards

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1
Q

the process by which people think about and make sense of other people, themselves, and social situations

A

social cognition

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2
Q

People have a reluctance to engage in effortful, conscious thought (social world is complex, impossible to attend to everything at all times)

A

the cognitive miser

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3
Q

When does controlled behavior occur?

A

when something is vitally important to meeting goals and standards

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4
Q

What are the 3 goals of social cognition?

A
  1. to conserve mental effort
  2. to be accurate
  3. to manage self-image
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5
Q

In what 2 ways does the mind work like a computer?

A
  1. repeated experience leads to development of contingencies between stimuli and action
  2. develop knowledge structures
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6
Q

organized packets of information stored in memory

A

knowledge structures

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7
Q

type of schema that deals with the image of typical features of members of a group

A

prototype

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8
Q

type of schema that contains information about the normal sequence of events in a given circumstance

A

scripts

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9
Q

Schemas are generated from what 2 things?

A
  1. personal experiences

2. cultural knowledge sources

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10
Q

rules of thumb that simplify judgements (mental shortcuts)

A

heuristics

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11
Q

basing judgements on the ease with which examples come to mind

A

availability heuristic

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12
Q

When is the availability heuristic useful? (2 situations)

A
  1. When a particular thought is reasonable

2. When it aids in learning

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13
Q

the availability bias contributes to the ____ effect and the ____ bias

A

spotlight; egocentric

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14
Q

the idea that our own personal actions are especially noticeable to others

A

spotlight effect

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15
Q

our awareness of our behavior compared to others

A

egocentric bias

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16
Q

related to availability; more salient experiences remembered better

A

distinctiveness

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17
Q

2 distinct events more likely to be seen as associated

A

illusory correlations

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18
Q

classifying something as belonging to a certain category because it is similar to a typical case from the category

A

representativeness heuristic

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19
Q

we tend to ignore relavent probabilities in favor of salient representative information

A

base rate fallacy

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20
Q

What is a benefit of representativeness?

A

categorization is important in some circumstances

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21
Q

states that the primary function of emotions is to anticipate future problems (just miss leads to greater emotion than big miss)

A

simulation heuristic

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22
Q

Using an anchor and then insufficiently adjusting your judgement

A

anchoring and adjustment heuristic

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23
Q

Why use the anchoring and adjustment heuristic?

A

using good anchors can make negotiation easier

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24
Q

Our reliance on anchors is ______

A

overused

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25
Q

Why do we use heuristics?

A

because they simplify things

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26
Q

When do we use heuristics?

A

when we lack either ability or motivation to think more carefully

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27
Q

Are we more or less likely to use heuristics when we are in a hurry?

A

more likely

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28
Q

When physiologically aroused, we are more likely to use ______

A

cognitive short-cuts (heuristics)

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29
Q

We rely more on heuristics when we are in a (good/bad) mood.

A

good

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30
Q

When there isn’t a correct answer, why waste time thinking it out? Instead we use _______ when we are faced with uncertainty.

A

heuristics

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31
Q

Complex situations use more ______, leading us to rely on heuristics

A

attention

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32
Q

We lose attentional resources during certain phases of our daily cycle. These cycles are called what?

A

circadian rhythms

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33
Q

How do we avoid using heuristics?

A
  1. conscious processing (engage in metacognition)

2. realize the errors in judgement and correct accordingly

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34
Q

What are the 2 types of attributes?

A
  1. dispositional (internal)

2. situational (external)

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35
Q

When we explain others behaviors, we tend to overestimate the dispositional attributes, and underestimate the situational ones. What is this known as?

A

fundamental attribution error (FAE)

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36
Q

We often ignore obvious (dispositional/situational) information

A

situational

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37
Q

We assume actors have the _______ of the people they portray.

A

characteristics

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38
Q

Attributions change depending on if we are the actor or observer. What is this known as?

A

actor-observer effect

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39
Q

we tend to construe a situation to benefit the self

A

self-serving bias

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40
Q

What is the benefit and drawback of the self-serving bias?

A

benefit: we can maintain a positive sense of self
drawback: no change in behavior

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41
Q

What are BIRGing and CORFing?

A

BIRGing: Basking in Reflective Glory
CORFing: Cutting Off from Reflective Failure

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42
Q

preemptively providing excuses for less than exceptional behavior

A

self-handicapping

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43
Q

The FAE is not prevalent in (individualistic/collectivist) cultures.

A

collectivist

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44
Q

The actor/observer bias doesn’t really have much to do with ________, as it has more to do with _____

A

situation/disposition; access to information

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45
Q

the tendency to see positive attributes as unique and negative attributes as common (consensus meets the SSB)

A

false uniqueness/consensus

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46
Q

tendency to search for information that confirms one’s view

A

confirmation bias

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47
Q

willingness to believe vague universal statements that apply to the self

A

firer effect (barnum effect)

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48
Q

The firer effect is enhanced when statements are? (2 things)

A
  1. presented by an authority

2. tailored to an individual

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49
Q

What is the problem with prophecies?

A

our expectancies can influence our behavior

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50
Q

peoples expectations lead them to act in ways that result in confirmation of their beliefs. What is this known as?

A

self-fulfilling prophecy

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51
Q

The parenting/custody study is an example of the …

A

framing effect

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52
Q

certain emotions that are experienced across all cultures

A

universal emotions

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53
Q

Cultural differences in emotion occur in the degree of ____

A

expression

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54
Q

Individualistic cultures tend to ____ their emotions, while collectivistic cultures tend to _____ them.

A

show; hide

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55
Q

Women are more _____, while men show more emotions such as ____

A

expressive of emotions, anger

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56
Q

states that physical experience leads to emotion; facial feedback hypothesis

A

James-Lange Theory

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57
Q

states that physical and emotional experiences occur separately

A

Cannon-Bard Theory

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58
Q

A requirement for both James-Lange and Cannon-Bard theories is that emotions don’t have specific _______

A

physical arousal experience

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59
Q

when the emotion you feel is subjective

A

subjective evaluation

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60
Q

The Schachter two-factor theory deals with the ____

A

attribution theory of emotion

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61
Q

occurs when you are feeling an emotion

A

arousal

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62
Q

tells you what a certain emotion is

A

cognition

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63
Q

the bridge study is an example of…

A

misattribution

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64
Q

states that emotions help with decision making; if you see something that generates positive emotion, you will approach it; if you see something that generates negative emotion, you will avoid it

A

affect-as-information hypothesis

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65
Q

Emotions sometimes help with ________

A

decision making

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66
Q

High arousal states lead to ____ decisions.

A

bad

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67
Q

Emotions ____ us when it comes to making decisions.

A

screw

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68
Q

Negative emotionality leads to ________ behaviors

A

impulse

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69
Q

Emotions arise because of increased _______

A

arousal

70
Q

Feeling of negative emotionality reduces the likelihood that you will ________

A

make the same mistake twice

71
Q

Emotions encourage us to generate __________

A

counterfactuals

72
Q

______ plays a huge role in the experience of emotion.

A

Cognition

73
Q

What are the 2 types of counterfactuals?

A
  1. upward counterfactual

2. downward counterfactual

74
Q

imagining a better possible outcome

A

upward counterfactual

75
Q

imagining a worse possible outcome

A

downward counterfactual

76
Q

pre-experiencing emotion and decision making

A

affective forecasting

77
Q

People are good at picking which _____ they will feel, but bad at predicting _____ and _____ (over prediction)

A

emotion; how much; for how long

78
Q

Negative emotions teach us _____

A

rules

79
Q

Emotions cause the physical manifestation of the emotion, but they do not cause _____

A

behaviors

80
Q

If emotions caused behavior, we would expect ________

A

consistency

81
Q

Dealing directly with the problem that caused emotional distress in the first place

A

problem-focused coping

82
Q

trying to cancel out the emotion

A

emotion-focused coping

83
Q

Both problem and emotion focused coping are aimed at alleviating _________

A

negative emotions

84
Q

The desire to alleviate negative emotions _______ behavior

A

encourages

85
Q

Emotions are triggers for us to _________ (emotivations)

A

change

86
Q

Motivations are _____ that something is wrong

A

signals

87
Q

factors that energize and direct behavior

A

motivations

88
Q

psychological states that encourage behaviors to satiate needs

A

drives

89
Q

states that we need things (primary reinforcers), needs create arousal, and we are driven to reduce that arousal

A

drive-reduction theory

90
Q

What is the goal of the drive-reduction theory?

A

homeostasis

91
Q

emotions that convey social meaning (most)

A

social emotions

92
Q

encourage interpersonal success

A

social

93
Q

What are 3 social emotions?

A
  1. guilt
  2. embarrassment
  3. jealously
94
Q

feeling bad for a known transgression

A

guilt

95
Q

feeling bad for a faux pas

A

embarrassment

96
Q

feeling bad because your partner may leave you

A

jealousy

97
Q

Emotions can trigger certain _____

A

goal states

98
Q

What is jealousy/guilt induction associated with?

A

relationship regulation

99
Q

Guilt is good for _______

A

relationships

100
Q

guilt encourages what 2 things?

A
  1. apologies

2. making amends

101
Q

the capability to experience others’ emotional states; greatest of all the social emotions; aided by mirror neurons

A

empathy

102
Q

someone experiencing an emotion causes a person watching to experience the same emotion

A

mirror neurons

103
Q

What do you get if you’ve got a person who can’t show empathy?

A

psychopath

104
Q

Bad is stronger than good; negative overcomes positive

A

Positive-Negative asymmetry

105
Q

objective factors don’t influence happiness

A

hedonic treadmill

106
Q

favorable or unfavorable evaluative reaction towards something or someone, exhibited in one’s beliefs, feelings, or intended behavior

A

attitude

107
Q

What are the ABC dimensions of attitudes?

A
  1. Affect (feelings)
  2. Behavior
  3. Cognition (thoughts)
108
Q

How do you measure each of the ABC dimensions of attitudes?

A
  1. affect - fear, heart rate
  2. behavior - avoidance
  3. cognition - danger
109
Q

What are 3 obvious sources for attitudes?

A
  1. parents
  2. friends
  3. Institutional factors
110
Q

the more we are exposed to something, the more we like it

A

Mere Exposure Effect

111
Q

What 2 things does the mere exposure effect depend on?

A
  1. initial attitudes

2. co-occurance of other stimuli

112
Q

When stimuli are paired together, they can elicit similar attitudinal and behavioral responses

A

conditioning

113
Q

the pairing of a neutral stimulus with an already learned association

A

classical conditioning

114
Q

reward and punishment; when something is paired with positive outcomes (rewards) we tend to like it more; when something is paired with negative outcomes (punishments) we tend to like it less

A

operant conditioning

115
Q

we can watch others to find out what is accepted and match our attitudes to boot

A

social learning

116
Q

sometimes we have 2 different evaluations of an object/person

A

dual attitudes

117
Q

non-conscious automatic evaluation

A

implicit

118
Q

conscious deliberative evaluation

A

explicit

119
Q

What is one of the major reasons that attitudes can fail to predict behavior?

A

dual attitudes

120
Q

who stated that attitudes do not do a good job of predicting behavior?

A

Wicker (1969)

121
Q

When do attitudes predict behavior (4 situations)?

A
  1. when social influences are minimized
  2. when we aggregate across behaviors
  3. when attitude is specific to behavior
  4. when attitudes are made salient
122
Q

The fact that behavior influences attitudes is used to _______

A

persuade others

123
Q

If people first agree to a small request, they will later comply with a larger request

A

foot-in-the-door phenomenon

124
Q

What technique do cults use to recruit?

A

foot-in-the-door

125
Q

People who agree to a small request will still comply when the requester ups the anty

A

low-ball technique

126
Q

tension that arises when one is aware of 2 inconsistent cognitions

A

cognitive dissonance

127
Q

the cognitive dissonance motives changing one’s _____

A

cognition

128
Q

Attitude change is more likely if there is ________ for the behavior

A

insufficient justification

129
Q

shows how we work to justify our decisions

A

post-decision dissonance

130
Q

People want their attitudes to be consistent with others around them; We like for other people to have the same attitudes that we do

A

P-O-X Theory (balance theory)

131
Q

_______ can make you like something you should hate

A

cognitive dissonance

132
Q

We’ll even work to justify _____ decisions

A

simple

133
Q

attitudes that are very difficult to change; tend to be highly polarized and associated with other attitudes

A

embedded attitudes

134
Q

Challenging someone’s attitude (with weak attacks) can actually make it ______

A

stronger

135
Q

(Attitudes/Beliefs) tend to be more resistant to change.

A

beliefs

136
Q 
Beliefs = \_\_\_\_\_\_\_\_
Attitudes = \_\_\_\_\_\_\_\_\_
A

explanations; evaluations

137
Q

Even when proved wrong, convictions can become stronger

A

belief perspective

138
Q

capitalize on human choice

A

social influence tactics

139
Q

Forceful requests can lead to ________. To avoid this, influence attempts to use choice rather than force

A

reactance

140
Q

Influence tactics are often based on ______

A

heuristics

141
Q

We over-rely on _______. Each tactic capitalizes on important ________.

A

heuristics; goals/motivations

142
Q

What are the 3 tactics of accuracy?

A
  1. social validation
  2. authority
  3. scarcity
143
Q

When in doubt, go with majority option (heuristic)

A

social validation

144
Q

People in authority know more than me - It pays to follow the advice of a legitimate authority (heuristic)

A

authority

145
Q

something that is scarce has value - related to social validation (heuristic)

A

scarcity

146
Q

What are the 2 exploitations of scarcity?

A
  1. limited # tactic

2. deadline technique

147
Q

we should be consistent and stick to our commitments (heuristic)

A

managing the self-image

148
Q

What are the 4 general tactics of managing the self-image (all resulting from cognitive dissonance)?

A
  1. foot-in-the-door
  2. low-ball
  3. bait-and-switch
  4. labeling
149
Q

tactic used to lure client in with good deal, then convince them of a better deal or inform them of conditions of the deal

A

bait-and-switch

150
Q

tactic used in which a sales person tells someone they look like a generous person so they feel inclined to oblige to the request

A

labeling

151
Q

Wat are the 3 tactics of approval and acceptance?

A
  1. reciprocity
  2. liking
  3. conformity
152
Q

you scratch my back, I’ll scratch yours (heuristic)

A

reciprocity

153
Q

start with an initially large request and back down and make concession

A

door-in-the-face

154
Q

The foot-in-the-door technique is based on _______, whereas the door-in-the-face technique is based on _______

A

consistency; reciprocity

155
Q

if someone you like asks for a favor, it pays to say yes (heuristic)

A

liking

156
Q

What are the 3 exploitations of liking?

A
  1. first name basis
  2. capitalizing on a similarity/shared group membership
  3. use of attractive sales people
157
Q

technique used to try to stop the influence of heuristics

A

the pique technique

158
Q

To stop the influence of heuristics, you should remain __________ and ____________ the salesperson is making.

A

aware of the situation; rethink the requests

159
Q

change in private attitude or belief as a result of receiving a message

A

persuasion

160
Q

what is heard is more important than what is said (focus on self-talk); effectiveness of a message determined by the thoughts evoked by the message

A

cognitive response model

161
Q

Thoughts of a message are dependent upon what 3 things?

A
  1. audience (who is listening)
  2. communicator (who is speaking)
  3. message (what is being said)
162
Q

central or peripheral route of thought?

  1. high motivation and ability to think
  2. deep processing (focused on quality of argument)
  3. lasting change (resists fading and counter-attacks)
A

central

163
Q

central or peripheral route of thought?

  1. low motivation and ability to think
  2. superficial processing (focused on surface features - # of arguments - quantity)
  3. temporary change (susceptible to fading and counter-attacks)
A

peripheral

164
Q

The message (central or peripheral?):

  1. many arguments regardless of quality
  2. flashy presentation style
  3. repetition
  4. emotional appeal
A

peripheral

165
Q

The message (central or peripheral?):

  1. high quality arguments regardless of quantity
  2. steal thunder
A

central

166
Q 
The speaker (central or peripheral?):
1. credible and trustworthy
A

central

167
Q

The speaker (central or peripheral?):

  1. appear credible and trustworthy
  2. powerful speaker
A

peripheral

168
Q

developing counterarguments preemptively

A

inoculation

169
Q

being prepared to be persuaded reduces persuasion

A

forewarned is forearmed

170
Q

Physical and mental fatigue increases your likelihood of being _________.

A

persuaded

Social Psychology (7 decks)

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