Unit 2: Textbook Terms Flashcards
sleeper effect
a delayed impact of a message that occurs when an initially discounted message becomes effective, such as we remember the message but forget the reason for discounting it
pluristic ignorance
a false impression of what most other people are thinking or feeling or how they are responding
lowball technique
a tactic for getting people to agree to something - people who intially agree are more likely to agree when the ante is raised, people who only receive costly offer are less likely to comply
door-in-the-face technique
a strategy for gaining concession; after someone turns down a large request, requester counteroffers with a more reasonable request
foor-in-the-door phenomenon
the tendency for people have first agreed to a small request to comply later with a larger request
primacy effect
information presented first usually has most influence
recency effect
information presented last sometimes has most influence (less common than primacy effects)
choking
when arousal and self-conscious attention created by a large crowd interferes with well-learned, automatic behaviors
transformational leadership
leadership that, enabled by a leader’s vision and inspiration, exerts significant influence
subtyping
accomodating individuals who deviate from one’s stereotype by thinking of them as “exceptions to the rule”
just-world phenomenon
the tendency of people to believe that the world is just and that people therefore get what they deserve and deserve what they get
terror management
according to “terror management theory” people’s self-protective emotional and cognitive responses when confronted with reminders of their mortality
