Ch. 12 Social Psychology

Front 1

social psychology

Back 1

the scientific study of how a persons thoughts, feelings and behavior are influenced by the real, imagined, or implied presence of others

Front 2

social influence

Back 2

the process through which the real or implied presence of others can directly or indirectly influence the thoughts, feelings, and behavior of an individual

Front 3

conformity

Back 3

changing ones own behavior to match that of other people

Front 4

groupthink

Back 4

kind of thinking that occurs when people place more importance on maintaining group cohesiveness than on assessing the facts of the problems which the group is concerned

Front 5

consumer psychology

Back 5

branch of psychology that studies the habits of consumers in the marketplace

Front 6

compliance

Back 6

changing ones behavior as a result of other people directing or asking for the change

Front 7

foot in the door technique

Back 7

asking for small commitment and after gaining compliance, asking for a bigger commitment

Front 8

door in the face technique

Back 8

asking for a large commitment and being refused and then asking for a smaller commitment

Front 9

norm of reciporcity

Back 9

assumption that if someone does something for a person that person should do something for the other in return

Front 10

lowball technique

Back 10

getting commitment from a person and then raising the cost of that commitment

Front 11

thats not all technique

Back 11

a sales technique in which the persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision

Front 12

obedience

Back 12

changing ones behavior at the command of an authority figure

Front 13

group polarization

Back 13

the tendency for members involved in a group discussion to take somewhat more extreme positions and suggest riskier actions when compared to individuals who have not participated in a group discussion

Front 14

social facilitation

Back 14

the tendency for the presence of other people to have a positive impact on the performance of an easy task

Front 15

social impairment

Back 15

the tendency for the presence of other people to have a negative impact on the performance of a difficult task

Front 16

social loafing

Back 16

the tendency for people to put less effort into a simple task when working with others on that task

Front 17

persuasion

Back 17

the process by which one person tries to change the belief, opinion or position or course of action of another person through argument, pleading or explanation

Front 18

elaboration likelihood model

Back 18

model of persuasion stating that people will either elaborate on the persuasive message or fail to elaborate on it and that the future actions of those who do elaborate are more predictable than those who do not

Front 19

central route processing

Back 19

type of information processing that involves attending to the content of the message itself

Front 20

peripheral route processing

Back 20

type of information processing that involves attending to factors not involved in the message, such as the appearance of the source of the message, the length of the message, and other non content factors.

Front 21

cognitive dissonance

Back 21

sense of discomfort or distress that occurs when a persons behavior does not correspond to that person attitudes

Front 22

impression formation

Back 22

the forming of the first knowledge that a person has concerning another person

Front 23

social cognition

Back 23

the mental processes that people use to make sense of the social world around them

Front 24

social categorization

Back 24

the assignment of a person one has just met to a category based on characteristics the new person has in common with other people with whom one has had experience in the past

Front 25

sterotype

Back 25

a set of characteristics that people believe is shared by all members of a particular social category

Front 26

implicit personality theory

Back 26

sets of assumptions about how different types of people, personality traits, and actions are related to each other

Front 27

attribution

Back 27

the process of explaining ones behavior and the behavior of others

Front 28

attribution theory

Back 28

the theory of how people make attributions

Front 29

situational cause

Back 29

cause of behavior attributed to external facts, such as delays,the action of others, or some other aspect of the situation

Front 30

dispositional cause

Back 30

cause of behavior attributed to internal facts such as personality or character

Front 31

fundamental attribution error

Back 31

the tendency to overestimate the influence of internal facts in deterring behavior while underestimating situational factors

Front 32

prejudice

Back 32

negative attitude held by a person about the members of a particular social group

Front 33

discrimination

Back 33

treating people differently because of prejudice toward the social group to which they belong

Front 34

in-groups

Back 34

social groups with whom a person identifies; "us"

Front 35

out-groups

Back 35

social groups with whom a person does not identify; "them"

Front 36

realistic conflict theory

Back 36

theory stating that prejudice and discrimination will be increased between groups that are in conflict over a limited resource

Front 37

social cognitive theory

Back 37

referring to the use of cognitive processes in relation to understanding the social world

Front 38

social identity theory

Back 38

theory in which the formation of a persons identity within a particular social group is explained by social categorization, social identity, and social comparison

Front 39

social identity

Back 39

the part of the self concept including ones view of self as a member of a particular social category

Front 40

social comparison

Back 40

the comparison of oneself to others in ways that raise ones self-esteem

Front 41

stereotype vulnerability

Back 41

the effect that people's awareness of the stereotypes associated with their social group has on their behavior

Front 42

self-fulfilling prophecy

Back 42

the tendency of one's expectations to affect one's behavior in such a way as to make the expectations more likely to occur

Front 43

equal status contact

Back 43

contact between groups in which the groups have equal status with neither group having power over the other