Unit 3 Flashcards
Self Perception
When we use our own behavior as a guide to help us determine our own thoughts and feelings
Insufficient Justification
When the social situation actually causes our behavior, but we do not realize that the social situation was the cause
➢ Occurs when the threat or reward is actually sufficient to get the person to engage in or to avoid a behavior, but the threat or reward is insufficient to allow the person to conclude that the situation caused the behavior
-Forbidden toy study - Mild VS big threat - Situation SEEMS
weak so it must be ME
Over Justification
When we view our behavior as caused by the situation, leading us to discount the extent to which our behavior was actually caused by our own interest in it
-Children playing with markers example
Cognitive Dissonance
The discomfort that occurs when we behave in ways that we see as inappropriate, such as when we fail to live up to our own expectations
➢ Experienced as pain, showing up in a part of the brain that is particularly sensitive to pain—the anterior cingulate cortex
-Students paid to tell lies example: Those paid less found it more entertaining and dissonant
Post-decisional Dissonance
Regret that may occur after we make an important decision
➢ Once you make the decision, you will convince yourself that you made the right choice
Effort Justification
The more you work for something, the more you value it
-Hazing/initiation rituals
Dowsing Video
Using dowsing rod and psychic/mental abilities. Double blind tests are used to test dowsers. The one guy ends up not passing the test with a certain receiver and suggests a lead one. Someone else tried to use a pendulum. Is essentially a pseudoscience. The dowser they were testing would say “its this one!” and end up being wrong. He tries a different rod, still doesn’t work. On the 4th time, he gets no response. The lady who hired the dowsers ends up not finding the water the dowsers (3! According to Dave?) “found”.
Global Warming Video
Earth’s surface transforms the light it gets from the sun, into infrared light. Greenhouse gasses caught the infrared heat to stay on the Earth. Without the greenhouse effect, we would be in trouble. BUT carbon gasses (produced by people) combined with the greenhouse gasses, gives a harder time for the heat to release. This raises the temperature. 100 adults were asked and not one understood the basics of global warming.
Testing Astrology
Apparently your astrological sign affects your sex drive. The results in Table 1 do not well support the conclusion that sex drives vary with zodiac sign to any substantial degree in the ways implied by astrology-online. The affairs/loyalty to a partner doesn’t match either. Table 3 reveal only small differences in marital status across individuals with different zodiac signs, which doesn’t align with astrology-online. Most of the
predictions based on the astrological characterizations given above were not supported by the data. One statistically significant difference was found that was in the predicted direction. But the size of the difference is small and insubstantial.
Deren Brown Cold Reading Video
Clown sits down at a table of people. He describes the man sitting at the table as having been athletic, once being a child who had almost drowned? He says all of that and then takes off. Next guy has people trace their hand on a paper, put their birthday, and something personal in an envelope. He will take those things and write something about their personalities. He gives the envelopes back, has them read them alone, and has them report what they think of his analysis. A lot of them thoroughly agree, considering him to be shockingly accurate. There are some variations. They then find out that they all had the same reading!
Astrology Video
Jeffery agrees to put his eastern astrology to the test. A lady realized her astrology readings were actually just psychology, watching people react.
➢ 1st preliminary bond, telling her he is there for her
➢ Tells her shes a powerful person, because of her serious haircut and suit
➢ He comments on her eyebrows (she is shocked!)
➢ He calls her a pioneer, telling her she would be a first to do something. The lady
gives her a lot of info.
➢ She essentially starts to do her own reading.
➢ He says she made a transit (big change), marriage, a death, a move (which is a
general thing that happens to a lot of people)
➢ He called her strong and stand alone at first but then calls her sweet and caring
because she took care of her father
➢ He then says she didn’t have depression, but she said she has had depression
Zimbardo Prison Study Video
They used the basement to make a prison. Their goal is to show the psychological effects of being in prison. Those with abnormality, crime, drug use, ect were taken out. Healthy, middle class males were chosen and were randomly assigned as prisoners or guards. Counts of the prisoners were taken several times of the day. Prisoners and guards were having issues getting into their roles. Guards eventually made strip
searches, physical punishments via exercise, controlled their bathroom privileges, and increased the humiliation of prisoners. Prisoners were treated extremely poorly. The guards later were surprised they could even be capable of displaying this type of behavior.
Persuasion
The process by which a message induces change in beliefs, attitudes, or behaviors
Peripheral Route to Persuasion
Persuasion that relies on superficial cues that have little to do with logic.
-ex. Advertisements that show celebrities, cute animals, beautiful scenery, or provocative sexual images that have nothing to do with the product.
Low effort targets
Usage of heuristics
Relies on psychological techniques
Central Route to Persuasion
Persuasion that employs direct, relevant, logical messages
-ex. Finding a political candidate, after hearing her speak and finding her logic and proposed policies, to be convincing.
Emphasizes objective communication of information
Fixed Action Patterns (FAP)
Sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they are elicited.
Peripheral
Trigger Features
Specific, sometimes minute, aspects of a situation that activate fixed action patterns.
When potential customers were asked to “buy a cookie for a good cause” the number rose to 12 out of 30. It seems that the phrase “a good cause” triggered a willingness to act.
Triad of Trust Worthiness
Authority - Likeability - Honesty (as perceived)
Authority
signifies status and power, as well as expertise
-Parents
Problems With Authority
*Even if the source of the message is a legitimate, well-intentioned authority, they may not always be correct.
*When respect for authority becomes mindless, expertise in one domain may be confused with expertise in general.
*The authority may not be legitimate.
Honesty
the moral dimension of trustworthiness
Likeability
The mix of qualities that make a person likable are complex and often do not generalize from one situation to another. One clear finding, however, is that physically attractive people tend to be liked more.
Manipulating the Perception of Trustworthiness
Testimonials and Endorsement
Presenting message as educational
Word of Mouth
The Maven
Testimonials and Endorsement
Employs someone who people already trust to testify about the product or message being sold
-Celebrities
Presenting Message as Education
The message may be framed as objective information.
Helps you! The implicit message is that being informed is in everyone’s best interest, because they are confident that when you understand what their product has to offer that you will conclude it is the best choice.
Word of Mouth
We turn to people around us for many decisions.
The Maven
businesses and organizations may plant seeds at the grassroots level hoping that consumers themselves will then spread the word to each other. The seeding process begins by identifying so-called information hubs—individuals the marketers believe can and will reach the most other people
-Social Media
The Maven Aspects
They
(a) know a lot of people
(b) communicate a great deal with people
(c) are more likely than others to be asked for their opinions
(d) enjoy spreading the word about what they know and think.
(e) are trusted.
The Norm of Reciprocity
The normative pressure to repay, in equitable value, what another person has given to us
Social Proof
Mental shortcut based on the assumption that, if everyone is doing it, it must be right
Foot in the door
Obtaining a small, initial commitment and then slowly making the commitment bigger.
Gradually Escalating Comments
A pattern of small, progressively escalating demands is less likely to be rejected than a single large demand made all at once
-Foot in the door
Door In The Face
The persuader begins with a large request they expect will be rejected. Follow with smaller demand.
that’s-not-all technique
salesperson asking a high price. This is followed by several seconds’ pause during which the customer is kept from responding.
-door-in-the-face.
Sunk Cost
Nonrecoverable investments of time or money. The trap occurs when a person’s aversion to loss impels them to throw good money after bad, because they don’t want to waste their earlier investment
Scarcity
People tend to perceive things as more attractive when their availability is limited, or when they stand to lose the opportunity to acquire them on favorable terms.
-Jewelry store 1/2 off VS double price
Psychological Reactance
A reaction to people, rules, requirements, or offerings that are perceived to limit freedoms
Persuasion Tactics
Reciprocity, scarcity, authority, consistency, liking, and consensus
Cialdini Persuasion Tactics
6 shortcuts: Reciprocity, scarcity, authority, consistency, liking, and consensus.
We like people who are similar to us, pay us compliments, and are cooperative
Mindless Persuasion Turkey Example
Turkey mom will accept a stuffed cat (predator that eats turkey babies) that plays turkey noises
Mindless Persuasion Jewelry Store Example
Jewelry store owner gets a great deal, it doesn’t sell for months. She goes away on business, leaving a note to put said jewelry ½ off. Misunderstanding the note, her employee makes it DOUBLE the price, all of the jewelry sells while she is gone.
Mindless Persuasion Xerox Printer Study
“excuse me I have 5 pages to copy, may I use the xerox machine”
Mindless - Because I need to make some copies
Reciprocity Norm Greeting Card Example
Send a Christmas card to random people, they send one back, you don’t know them
Reciprocity Norm Coke Study Example
Regan coke study - Student asks to go to the restroom
Coke condition- They were thirsty, so they got you and them one
Control condition- Coke or not
Student says theres a fundraiser, asks you to come. Those who got the coke are more likely to go to it.
Stereotype
Stereotype is a belief that characterizes people based merely on their group membership
Prejudice
An evaluation or emotion toward people merely based on their group membership
Discrimination
Discrimination is behavior that advantages or disadvantages people merely based on their group membership
Blatant Biases
Conscious beliefs, feelings, and behavior that people are perfectly willing to admit, are mostly hostile, and openly favor their own group.
-Ku Klux Klan and members of Hitler’s Nazi party.
Social Dominance Orientation
A belief that group hierarchies are inevitable in all societies and even good, to maintain order and stability.
SDO is not just about being personally dominant and controlling of others; SDO describes a preferred arrangement of groups with some on top (preferably one’s own group) and some on the bottom
Right-Wing-Authoritarian
Focuses on value conflicts but endorses respect for obedience and authority in the service of group conformity.
not necessarily limited to people on the right (conservatives)
RWA respects group unity over individual preferences, wanting to maintain group values in the face of differing opinions. Calls for national unity and patriotism that do not tolerate dissenting voices are an example.
Subtle Biases
Subtle biases are automatic, ambiguous, and ambivalent, but real in their consequences.
Nonetheless biased, unfair, and disrespectful to a belief in equality
Logic suggests that because we like ourselves, we also like the groups in which we are members. Own-group preference often results in liking other groups less.
Automatic Biases
Automatic biases are unintended, immediate, and irresistible.
Implicit Association Test
measures relatively automatic biases that favor own group relative to other groups
Social Identity Theory
People categorize each other into groups, favoring their own group. Outgroup disliking stems from in-group liking.
People see members of an outgroup as more similar to one another in personality than they actually are
-How group memberships guide intergroup behavior and influence an individual’s self-concept
Self-Categorization Theory
Develops social identity theory’s point that people categorize themselves, along with each other into groups, favoring their own group.
Attributes of group categories can be either good or bad, we tend to favor the groups with people like us and incidentally disfavor the others
- an individual’s evaluation of the in-group
Aversive Racisms
Aversive racism is unexamined racial bias that the person does not intend and would reject, but that avoids inter-racial contact.
Model Minority
A minority group whose members are perceived as achieving a higher degree of socioeconomic success than the population average.
-People who feel benevolent toward traditional women but hostile toward nontraditional women
-Ageist people who feel fond of older adults but, at the same time, view them as incompetent to support themselves and worry about the burden they place on public welfare programs
Stereotype Content Model
Groups are viewed according to their perceived warmth and competence.
-Is the group are competent enough to act on their good or ill intentions.
-Group’s warmth and competence dictate whether we relate to its members with admiration, dehumanizing contempt, competitive envy, or paternalistic caretaking.
Dolls 1 & 2 Video
Dr. Clark gives two baby dolls (one black, one white) to black children. Almost all of the children chose the white baby, calling them good and nice. They called the black baby mean.
Same test performed again. The white doll was chosen as pretty and nice. The black doll is mean and ugly.
Eyes Video
This week is national brother week. The children are encouraged to treat everyone the way we want to be treated, like they’re our brothers. The kids know there is discrimination against colored people. The teacher calls people with blue eyes (her eye color) are smarter and better. The brown eyed students are told they can’t use the drinking fountain, have to stay in for recess, can’t play with the blue eyed students, have to wear collars to distinguish them, ect. She says “We spend a lot of time waiting for brown eyed people.” One of the students says the brown eyed people should be beat with a yard stick. The blue eye students get to go to lunch first. Brown eyed people don’t get to have seconds. Two students got into a fight over one of the students having brown eyes.
The next day she switches them. The students did better when they weren’t the discriminated group. The groups understood how each one felt. They agree that the color of eye, nor the color of their skin, should influence the way we treat people.
Gender Bias Video
Two people are sent into cincinnati attempting to buy a car. The salesman doesn’t let the lady drive the car off of the lot, is able to sway the seller from his price of $9995 after a half an hour. The man already gets a better price and is allowed to drive the car off of the lot. The man is offer the car EVEN MORE less than the previous price. The salesman says he was too busy to take the car with the man and the price varies by the hour. He actually essentially says he dumbs it down for women. They were sent to appliance, jewelry, and computers. He has to pay less to dry clean the same shirt. They go to see if they can get t time in at the golf course. The man is offered earlier and two times for Friday and she didn’t get much and late times. The testers are given the same background, experience, ect. Lady is offered a secretary job. The man is offered a manager job. The interviewer says he is unbiased against gender. He says he felt, a judgment, like each job was best for each of them. He also makes the excuse of being new, says he would never want a man answering the phone, ect.
Cooperation
The coordination of multiple partners toward a common goal that will benefit everyone involved.
Natural instinct
Prisoner’s Dilemma Basics
You and another participant that you don’t know are in separate rooms. You are given the option to work together, maximizing your combined win, or work alone, maximizing your individual win.
If you and your partner both cooperate, you will each receive $5.
If you and your partner both defect, you will each receive $2.
If one partner defects and the other partner cooperates, the defector will receive $8, while the cooperator will receive nothing.
Prisoner’s Dilemma Def and Outcomes
A classic paradox in which two individuals must independently choose between defection (maximizing reward to the self) and cooperation (maximizing reward to the group).
Gets its name from the situation in which two prisoners who have committed a crime are given the opportunity to either
(A) both confess their crime (and get a moderate sentence)
(B) rat out their accomplice (and get a lesser sentence)
(C) both remain silent (and avoid punishment altogether).
-Used to study self-interest and cooperation
Rational Self-Interest
People will make logical decisions based on maximizing their own gains and benefits
Social Value Orientation
How an individual prefers to allocate resources between themselves and another person
Cooperative
Individualistic
Competitive
cooperative orientation
people want to bring about positive outcomes for all
Individualistic Orientation
People are less concerned about the outcomes of others
competitive orientation
People seek to undermine others in order to get ahead
Empathy
The ability to vicariously experience the emotions of another person.
We take on that person’s perspective, imagining the world from his or her point of view and vicariously experiencing his or her emotions
Altruism
A desire to improve the welfare of another person, at a potential cost to the self and without any expectation of reward.
People that can experience and understand the emotions of others are better able to work with others in groups, earning higher job performance ratings on average from their supervisors, even after adjusting for different types of work and other aspects of personality
State of Vulnerability
When a person places him or herself in a position in which he or she might be exploited or harmed. This is often done out of trust that others will not exploit the vulnerability.
Free Rider Problem
A situation in which one or more individuals benefit from a common-pool resource without paying their share of the cost.
May benefit the free rider in the short-term, free riding can have a negative impact on a person’s social reputation over time
Social Identity
A person’s sense of who they are, based on their group membership(s)
Interindividual-Intergroup Discontinuity
The tendency for relations between groups to be less cooperative than relations between individuals
JIGSAW
Psych professor reconstructs a 5th grade class room to require more group work. The students realize they have to rely on not only themselves, but also others in order to get good grades. The group goes from bullying/out-casting a student, Carlos, to being friendly with him. Years later he reports back in a letter that Dr. Aronson’s JIGSAW group set up has actually turned his life completely around.
