Unit 9 - Social Behavior Pt.1 Flashcards
Attribution Theory - Fritz Heider
Tendency to give causal explanations for someone’s behavior, the situation, or disposition (personality traits).
Fundamental Attribution Error
Tendency to overestimate the impact of personal disposition and underestimate the impact of the situations in analyzing the behaviors.
Effects of Positive/Negative Attribution
When a bad thing occurs, positive (situational) attribution leads to tolerant reaction; Negative (dispositional) attribution leads to unfavorable reaction.
Self-Serving Bias
The tendency to make dispositional attributions about your successes and situational attributions about your failures.
Attitude
Feelings, often influenced by our beliefs, that predispose us to respond in a certain way.
Peripheral Route to Persuasion
Influenced by incidental cues, such as a speaker’s attractiveness, includes snap judgments.
Central Route to Persuasion
Focuses on facts and the content of the message in order to convince the listener; gives evidence and arguments that appeal to logical reasoning.
Foot-In-The-Door Phenomenon
The tendency for people who have first agreed to a small request to comply later with a larger request.
Door-In-The-Face Technique
Refusing a large request increases the likelihood of agreeing to a second, smaller request.
Stanford Prison Experiment Results - Philip Zimbardo
When we assume a role, we take on the attitudes and actions of that role.
Role
A set of expectations (norms) about a social position.
Cognitive Dissonance Theory
We act to reduce the discomfort (dissonance) we feel when two of our thoughts (cognition) are inconsistent; we change our actions or attitudes to reduce tension.
Chameleon Effect
Unconscious mimicry one one’s interaction partners.
Conformity
Adjusting our behavior or thinking to coincide with a group standard.
Conformity Experiment Results - Solomon Asch
Subject is relatively likely to give the same answer as the group, even if it’s obviously incorrect.
