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Psych 228 (Social Psych) > Test 3 (Ch. 8-10) > Flashcards

Test 3 (Ch. 8-10) Flashcards

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1
Q

conformity

A

YOU change your behavior to fit in with a group or to match others, nobody is telling you to change

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2
Q

compliance

A

changing your behavior in response to a DIRECT REQUEST

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3
Q

obedience

A

changing your behavior because of a DIRECT REQUEST from AUTHORITY

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4
Q

informational conformity (social validation)

A

go with the group not because you fear rejection, but you think THE GROUP IS RIGHT and will check to ensure your accuracy

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5
Q

normative conformity

A

go along with the group because you want to be accepted, NOT REJECTED

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6
Q

descriptive behavior

A

how the group would typically do a behavior

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7
Q

injunctive behavior

A

behavior that is typically approved of

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8
Q

universal motivation:

A

we want to AVOID REJECTION

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9
Q

Schacter (outlier)

A

put one confederate into groups and said no matter what the group decides, the confederate must disagree. three stages:
1) argue (convince outlier)
2) ignore
3) punish (if given the opportunity)

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10
Q

Asch (lines)

A

people went along with the group 37% of the time for different reasons!

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11
Q

normative influence happens more often when these four things are present:
SiUnImSst

A

1) size of the group (bigger=norm. influence)
2) unanimity (one dissenter will encourage you)
3) immediacy (the more immediately you must respond, the more likely you are to agree)
4) social strength (care more about opinions of some than others)

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12
Q

Moscovici’s Theory

A

a majority sways by the size, while a minority sways by the style of an argument

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13
Q

Bond/Smith (meta-analysis, indiv/collect norm conformity)

A

conformity exists no matter what, but normative conformity happens more in collectivism than in individualism

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14
Q

Sherif (lazer dot)

A

auto-kinetic effect with the laser and the dot. asked for a rating of how much the dot moved. then put them in a group and asked. then gave their final response. assessments were now in line with each other (anchoring)

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15
Q

informational influence happens when there three things are present:
ACE

A

1) ambiguity
2) crises (we don’t want to do something wrong and cause a greater disaster!)
3) experts (are talking)

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16
Q

social contagion

A

one person exhibits a behavior that spreads through their social environment (memes, devious licks)

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17
Q

mass psychogenic illness

A

one person’s symptoms spread through their social environment (Tanganyikan Laughing Epidemic, Dancing Plague of 1518)

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18
Q

Principles of Compliance
CRSAFP

A

commitment and consistency
reciprocation
scarcity
attention
friendship and liking
persuasion

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19
Q

foot-in-the-door

A

COMMITMENT, requests start small and get bigger

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20
Q

freedman and fraser (foot in the door)

A

asked for people to take a safe driving sticker, then to display a big, ugly safe driving sign in their ward. those with sticker did 76% while those without only 2% agreed

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21
Q

low-ball

A

COMMITMENT, get a low entry deal, but then other things are attached to it and you’re already agreed and likely won’t say no

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22
Q

bait and switch

A

COMMITMENT, advertise an awesome deal but only have a small amount of things available, they run out and you agree to a less attractive deal

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23
Q

labeling

A

CONSISTENCY, if you label someone as something, they want to act consistently with it (ex; you look like someone who cares about the environment. buy our electric car)

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24
Q

obligation

A

WHY COMMITMENT AND CONSISTENCY WORKS, you feel obligated to either yourself or someone else!

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25
Q

door in the face

A

RECIPROCATION, ask for something absurd then follow it up with something that seems more reasonable, ask for a lot settle for a little
1) must be conceivable
2) must come from the same person

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26
Q

that’s not all!

A

RECIPROCATION, think they are being so generous and you need to reciprocate (ex; infomercials)

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27
Q

burger (bake sale)

A

had a bake sale. used that’s not all,a bargain, or just sold for $1. 56% that’s not all, 25% bargain, 20% $1

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28
Q

favors

A

RECIPROCATION, if i ask a favor of you, I will reciprocate and you will like me! (ex; ben franklin book)

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29
Q

scarcity

A

what is rare is good (limited # OR time)

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30
Q

pique

A

draw in their attention

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31
Q

disrupt then reframe

A

break somebody’s attentional focus, they’re more likely to agree to your request (cognitive misers, more effort to think through things)

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32
Q

david/knowles (disrupt then reframe)

A

$3 postcard, 30% bought.
300 pennies postcard, 65% purchased.

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33
Q

friendship and liking

A

more willing to agree to things from people that you like

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34
Q

incidental similarities

A

small similarities between convincer and convincee (ex; barnes and noble guy says he also like mysteries to sell me more)

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35
Q

ingratiation/self-promotion

A

ingratiate yourself to convincee to convince them (ex; compliment them)

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36
Q

persuasion

A

an attempt to change someone’s personal attitude (NOT normative, YES informative) (who is saying what to whom?)

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37
Q

sleeper effect

A

forgot who the source is, influenced by information. credibility only matters in the short term

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38
Q

source credibility

A

WHO, expertise, trustworthiness, power, likability (determined by similarity and attractiveness)

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39
Q

hovland/weiss (atomic energy)

A

article about an atomic energy source written by oppenheimer or a random journalist. oppenheimer was influential for about a week before it evened out

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40
Q

WHAT

A

personal importance
humor
fear (only works to a point, bell curve)
one-sided
primacy vs. recency

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41
Q

how can fear be persuasive? (2)

A

1) convince the person they are susceptible to danger
2) must be told how to avoid it

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42
Q

levanthol (smokers)

A

gave smokers lung cancer movie or a pamphlet on how to quit smoking or both. those who got both smoked less

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43
Q

one-sided

A

works well for the uninformed. this is when we only discuss ourselves!

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44
Q

primacy vs. recency

A

primacy: effective when choices are presented all at once, since you want to be the first
recency: effective across time (is it repeated and fresh)
you want to be first, or last.

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45
Q

in order for WHOM to be persuasive, you need: (2)
RY

A

1) receptivity
2) yielding (are their opinions changing)
need for cognition
self-presentation
individualist vs. collectivist
ego depletion

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46
Q

need for cognition

A

high need = strong argument requires
low need = easy argument required

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47
Q

self-presentation

A

high = influenced by common status symbols
low = do not care about status symbols

48
Q

Han/Shavitt (americans/south koreans)

A

showed 2 ads for the same product to americans and south koreans. americans were influenced by individuality and self improvement, while south koreans were influenced by family and concern for others

49
Q

ego depletion

A

when you do lots of self-regulation, willpower is depleted and people are open for persuasion due to a lack of cognitive resources

50
Q

wheeler (ego depletion)

A

gave a boring, ego depletion task or a normal task, measures the attitude change. weak vs. strong argument did not matter for those who were ego depleted

51
Q

active vs. passive persuasion

A

active = need to take part in the argument
passive = don’t ask them to take part

52
Q

advertisement wear out can be prevented by…

A

repetition with variation

53
Q

subliminal advertising only works when… (2)

A

10 it happens closely to a choice being made
2) must already be open to the idea

54
Q

karremans (lipton)

A

flashed a picture of lipton logo or made up letters. when done, participants were offered lipton or another drink. this only worked for those that were already thirsty

55
Q

central vs. peripheral route to persuasion

A

central: rely on the argument to make the change, long-lasting (political adverts)
peripheral: rely on everything but the argument (kids’ cereal)

56
Q

attitude innoculation

A

purposefully expose yourself to the counterargument

57
Q

forewarning

A

tell people what is coming, they put up their guard and will redirect their cognitive resources

58
Q

prosocial behavior

A

doing a good thing for someone else or society

59
Q

satow (2 way mirror)

A

in a lab, lead participants to believe the mirror was normal or two-way. gave them the opportunity to donate to charity. those who thought they were being watched donated 7x higher than those who didn’t (because we’re more likely to be accepted when demonstrating a prosocial behavior)

60
Q

prosocial behavior is driven by:
RFMCT

A

reciprocity
fairness
morality
cooperation
trust

61
Q

obligation

A

want to return to an even playing field

62
Q

kunz/woolcott (christmas card)

A

sent 578 strangers a christmas card, 117 sent a card back every thought they were strangers

63
Q

underbenifitted vs. overbenefitted

A

under: give more than we receive
over: receive more than we give

64
Q

outperforming

A

if we do better than those we interact with, we worry they will reject us so they don’t feel as bad

65
Q

morality

A

rules to encourage the best for others beyond yourself, intuition is more important than reasoning

66
Q

morning morality effect

A

more moral in the AM than the PM

67
Q

trolley problem and closeness…

A

the closer you are to the consequences of your actions, your results will change

68
Q

five pillars of morality
DFRLP

A

1) disapproval of harm
2) fairness
3) respect for legitimate authority
4) loyalty to the group
5) purity/sanctity

liberals value the first two, while conservatives value all five

69
Q

darley and batson (priests)

A

went to seminary and had participants give a speed on prosocial behavior or something unrelated to prosocial behavior. told the priests to get to a building and if they left now they would either be early, on time, or late. they encountered someone who had dropped lots of papers on the way there. the speech topic did not matter, but time did–less time=less willing to help
early 60%
on time 45%
late 10%

70
Q

cooperation

A

working with someone else towards a common goal

71
Q

prisoner’s dilemma

A

good vs. bad
strong vs. weak
both have short sentence, one goes free while the other serves a long time, or both serve a long sentence

72
Q

altrustic punishment

A

to punish a group member who isn’t cooperating, we take a punishment instead. infrequent in unsocial animals

73
Q

gossip

A

share information with others to make the best decision moving forward, usually about a lack of cooperation

74
Q

gender differences in cooperation

A

men cooperate with other men more than with women
women cooperate more with men than with other women

75
Q

non-zero vs. zero sum game

A

non: both participants can win or lose
zero: one’s gain is the other’s loss

76
Q

milgram

A
  • psychiatrists said 1/1000 would go all the way, in reality 62.5% did
  • the phrase ‘you have no choice’ made people STOP
  • the closer participants were to the consequences, ex; holding the others’ hand down, the less they obeyed
77
Q

trust

A

belief in the reliability and validity of a thing/person, works on a bell curve and is affected by group membership and interaction (ex; you won’t help a mortal enemy)

78
Q

kin selection

A

more likely to help someone you’re genetically related to

79
Q

why do we help? (11)
eealppvbcgbe!
eating eggs and lettuce, porky pig vetted big cats, great but evil!

A

evolution
egoistic
- (we only help bc it will benefit us)
altruistic*
- (we help selflessly)
learning
- (how/who we help teaches us things,
observational and associative learning)
personality differences
- (high agreeability = high help)
perceived similarity
victim deserves help
beautiful victims
cultural differences
- (individualist less likely to help bc there is a lower
risk of rejection)
gender differences
- (men public strangers crisis women private family
but long)
belief in just world
- (need to show i’m good)
emotions
- (happy = help)

80
Q

schmidt and weiner (victim deserves help)

A

asked to borrow notes from a previous class because they were at the beach or couldn’t see, more willing to help eyes than beach

81
Q

(r x b) > c

A

RELATEDNESS x BENEFITS must be GREATER than COST

82
Q

why not help? (3)
bep!
buy every pastry!

A

bystander effect (diffusion of responsibility)
- (more people around, less likely to help/it’s not
just on me!)
environment (urban overload hypothesis)
- (rural=more, urban=less/so much stimuli coming
at these people, they shut down periphery and only
process what matters to ME)
pluralistic ignorance
- (use others to define if an emergency is
happening. no response=no emergency)

83
Q

latane and darley (seizure, pluralistic ignorance)

A

put people in a booth talking to 1, 2, or 3 other people with one confederate in each group. confederate faked a seizure.
1 = 88% got help
2 = 62%
3 = 31%

84
Q

the five steps to helping

A

1) notice an emergency (urban overload)
2) interpret it (pluralistic ignorance)
2) take responsibility (bystander effect/diffusion)
4) know how to help
5) provide help

85
Q

aggression

A

behavior meant to harm someone who doesn’t want harm. must have intent behind it

86
Q

types of aggression (6)

A

displaced: can’t take out on what you want to, so you pick an easier target (ex; the father who beats his wife)

direct: victim is physically present (ex; i stab you)

indirect: victim is not physically present (ex; i poison you)

hostile: physical, try to cause physical pain, HOT (ex; i beat you up after the game)

instrumental: try to solve a problem by being aggressive, COLD (ex; sports tackles)

relational: aggression meant to cause harm in relationships (ex; lying about your sister’s boyfriend being a dirtbag/spousal abuse)

DIRECT/INDIRECT overlap with HOSTILE/INSTRUMENTAL

87
Q

theories of aggression: instinct

A

instinctual aggression with a basis in evolution
Freud’s ‘thanatos’

88
Q

Lorenz (instinct theory)

A

we have a buildup of urges. if aggressive urges are not resolved it leads to aggressive behavior that can be resolved through catharsis or watching someone else be aggressive, UNSUPPOSRTED

89
Q

theories of aggression: learning

A

watching someone else be aggressive/you were rewarded for being aggressive makes you learn and replicate it

90
Q

the key to the bobo doll study

A

novel aggressive actions

91
Q

coyne (kill bill/mean girls)

A

showed a physically aggressive film, a relational aggressive film, or an exciting movie with no aggression. gave an opportunity to blast confed. with an unpleasant noise. didn’t matter what aggressive film was watched, both blasted louder for longer and rated the confed. more negatively.

replicated with reading: same results

92
Q

anderson (meta analysis, video games)

A

do video games cause aggressive behaviors?
short term: yes, slight
long term: no

93
Q

theories of aggression: culture

A

depending on what your culture supports, you’ll be more or less aggressive

94
Q

culture of honor

A

justified aggression, occurs in the american south

95
Q

cohen (culture of honor)

A

south/north participants were bumped into by a confed. who called them an asshole or said nothing. when leaving the same person came down the hallway again.
southern: played chicken for longer, getting up in confed’s face
north: only slightly longer for asshole, but stayed in the way even when not called an asshole

96
Q

frustration-aggression hypothesis

A

when we’re frustrated, it’ll likely lead to aggressive behavior

97
Q

berkowitz (hostile aggression)

A

frustration leads to HOSTILE aggression, HOT

98
Q

negative emotions tend to _____ aggression

A

amplify

99
Q

self-control inhibition

A

a lack of self-control = more likely to show aggressive attitudes. can be induced by alcohol, drugs, and a lack of sleep

100
Q

hostile attribution bias

A

we thing hostile/aggressive actions are due to internal causes, and are more likely to make internal attributions (ex; that person’s yelling at their friend? wow they must be a total dick)

101
Q

hostile perception bias

A

perceive ambiguous stimuli as more hostile or aggressive (ex; texts and emails)

102
Q

hostile expectation bias

A

expect people to respond to us with more hostility than they do (ex; ‘oh god they’re so mad at me!’ when in reality they don’t care)

103
Q

social influence is only effective on aggression if: (2)

A

1) high quality of reward from an aggressive action
2) there will be low retaliation (ex; going after underlings)

104
Q

weapons effect/gun effect

A

being exposed to a weapon tends to make people respond more aggressively

105
Q

berkowitz (guns)

A

bring participants into a room with ‘accidentally’ exposed toy guns or tennis rackets on the table. when given an opportunity to give shocks to the confed. those exposed to guns gave stronger shocks

106
Q

turner (pickup truck)

A

pickup truck was rigged to stall out at red lights. in the back was either nothing or a window mounted shotgun; those with the shotgun were honking faster at the stalled pickup

107
Q

theories of aggression: nature

A

temperature (hot = aggression)

biology (testosterone increases aggression in everyone)

kin (less likely to aggress those we’re biologically related to)

alcohol consumption (alc doens’t cause aggro, but creates an opportunity for it to occur by lowering inhibitions)

108
Q

raine (murderer brains)

A

murderers were found to have 14% smaller prefrontal cortex (which regulates self-control)

109
Q

pardini (aggressive men brains)

A

aggressive men typically have smaller amygdalas (which process negative emotions)

110
Q

frisell (kin abuse)

A

looked at 12.5 million swedish residents. preschoolers living with a step or foster parent were 75%-100% more likely to be fatally abused (similar trend across nations)

111
Q

age difference in aggression

A

kids are most aggressive (2 year olds) because they don’t have the same levels of self-control and no grasp on socially acceptable concepts

112
Q

gender differences in aggression

A

men are physical, women and relational, and verbal is equal between both

men fight or flight, women tend or befriend

men do 90% of crime

113
Q

personality differences in aggression

A

low aggreeableness = high aggressiveness

TYPE A

114
Q

dark triad

A

machiavellianism: how aggressive are you?
narcissism: how self-focused are you?
psychopathy: how much impulsivity? empathy? self-control?

115
Q

discontinuity effect

A

groups tend to be more aggressive than individuals

116
Q

antisocial behaviors (lions can’t sniff lines)

A

they don’t serve our society, but are not aggressive.

lying
cheating
stealing
littering

117
Q

how to decrease antisocial behaviors:
rmf

A

reward the alternative
model prosocial behavior
focus on rehabilitation

Psych 228 (Social Psych) (5 decks)

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