The influence of others 1 & 2

Question 1

another individual performing the same task

Answer 1

co-actor

Question 2

a group of people watching an individual perform a task

Answer 2

audience

Question 3

the phenomenon that the presence of co-actors or an audience affected performance on a variety of tasks

Answer 3

social facilitation

Question 4

we learn appropriate behaviours by modeling and imitating the behaviour of others.

Answer 4

social learning theory

Question 5

causes us to imagine movement that never occurred ; an optic illusion

Answer 5

autokinetic effect

Question 6

the role of others in setting standards for our conduct based on a fear of rejection

Answer 6

normative function

Question 7

the role of others in providing information about an ambiguous situation

Answer 7

comparative function

Question 8

group decision making strengthens the original inclinations of the individual group members

Answer 8

group polarization

Question 9

a group decision making environment that occurs when group cohesiveness becomes so strong it overrides realistic appraisals of reality and alternative options

Answer 9

groupthink

Question 10

when each individual in a group see nobody responding in a given situation, they conclude that the situation is not an emergency

Answer 10

collective ignorance

Question 11

in deciding whether we have to act, we determine that someone else in the group is more qualified

Answer 11

diffusion of responsibility

Question 12

individuals seem to be less motivated when working in a group than when working alone

Answer 12

social loafing

Question 13

in a group situation, the loss of a sense of personal responsibility and restraint

Answer 13

Deindividuation

Question 14

well-reasoned, two-sided arguments; effective for academic audiences

Answer 14

central appeal

Question 15

proposed that we don’t necessarily have a special insight into ourselves. We sometimes have to figure out who we are in a way that is similar to how we figure out who others are.

Answer 15

self-perception theory

Question 16

It is an uncomfortable feeling to know that you did something for no reason

Answer 16

cognitive dissonance

Question 17

has three components: the communication, message, and audience

Answer 17

persuasion

Question 18

Start by asking for something completely unreasonable and then greatly scale back your request – a large request makes the smaller request seem all the more reasonable

Answer 18

door in the face

Question 19

• a single initial agreement hiding a larger request

- Get your target to first agree to something small – following that, you can escalate the terms.

Answer 19

low ball

Question 20

• First get the target to agree to something up front – once they’ve agreed, they’re committed- once they’re committed, they’re more likely to follow through
• gradual escalation of agreements

Answer 20

foot in the door

Question 21

refers to an unselfish regard for the welfare of others, a willingness to put your neck on the line to help

Answer 21

altruism

Question 22

we are expected to reciprocate when someone else treats us well. We tend to return favours.

Answer 22

the norm of reciprocity

Question 23

as a member of society, we are expected to contribute to its welfare in a positive way.

Answer 23

the norm of social responsibility

Question 24

that altruism results from empathy

Answer 24

empathy-altruism hypothesis

Question 25

states that we help because we would feel distressed (and guilty) if we didn’t.

Answer 25

negative state relief model

Question 26

involves personal interaction; are engaged in an attempt to make others dislike someone

Answer 26

rational aggression

Question 27

involves behaviours that are directly confrontational; ex. hitting someone

Answer 27

hostile aggression