Ch 17. On Social Thinking And Behavior

Front 1

attributions

Back 1

judgments about the causes of our own and other people's behavior and outcomes. Ex: was my A due to hard work or was it an easy test?

Front 2

personal (internal) attributions

Back 2

people's characteristics cause their behavior: "Bill insulted Linda because he is rude."

Front 3

situational (external) attributions

Back 3

aspects of the situation cause a behavior: "Bill was provoked into insulting Linda."

Front 4

fundamental attribution error

Back 4

we underestimate the impact of the situation and overestimate the role of personal factors when explaining other people's behavior

Front 5

self serving bias

Back 5

the tendency to make personal attributions for successes and situational attributions for failures

Front 6

primacy effect

Back 6

refers to our tendency to attach more importance to the initial info that we learn about a person.

Front 7

schemas

Back 7

mental frameworks that help us organize and interpret information.

Front 8

stereotype

Back 8

generalized belief about a group or category of people

Front 9

self-fulfilling prophecy

Back 9

occurs when people's erroneous expectations lead them to act toward others in a way that brings about the expected behaviors, thereby confirming their original impression

Front 10

attitude

Back 10

a positive or negative evaluative reaction toward a stimulus such as a person, action, object, or concept.

Front 11

theory of planned behavior

Back 11

our intention to engage in a behavior is strongest when we have a positive attitude toward that behavior, when subjective norms (our perceptions of what other people think we should do) support our attitudes, and when we believe that the behavior is under our control.

Front 12

theory of cognitive dissonance

Back 12

people strive for consistency in their cognitions

Front 13

self perception theory

Back 13

we make inferences about our own attitudes in much the same way: by observing how we behave.

Front 14

communicator credibility

Back 14

how believable we perceive the communicator to be

Front 15

central route to persuasion

Back 15

occurs when people think carefully about the message and are influenced because they find the arguments compelling

Front 16

peripheral route persuasion

Back 16

occurs when people do not scrutinize the message but are influenced mostly by other factors such as a speaker's attractiveness or a message's emotional appeal

Front 17

social norms

Back 17

shared expectations about how people should think, feel, and behave

Front 18

social role

Back 18

consists of a set of norms that characterizes how people in a given social position ought to behave

Front 19

autokinetic effect

Back 19

when people stare at a dot of light projected on a screen in a dark room, they perceive the dot as moving, even though it doesn't.

Front 20

conformity

Back 20

the adjustment of individual behaviors, attitudes, and beliefs to a group standard

Front 21

informational social influence

Back 21

following the opinions or behavior of other people because we believe that they have accurate knowledge and that what they are doing is right

Front 22

normative social influence

Back 22

conforming to obtain the rewards that come from being accepted by other people while at the same time avoiding their rejection.

Front 23

compliance techniques

Back 23

strategies that may manipulate you into saying yes when you really want to say no.

Front 24

norm of reciprocity

Back 24

involves the expectation that when others treat us well, we should respond in kind.

Front 25

door-in-the-face technique

Back 25

a persuader makes a large request expecting you to reject it and then presents a smaller request

Front 26

foot-in-the-door technique

Back 26

a persuader gets you to comply with a small request first and later presents a larger request.

Front 27

lowballing

Back 27

a persuader gets you to commit to some action and then before you actually perform the behavior, he or she increases the cost of that same behavior

Front 28

social loafing

Back 28

the tendency for people to expend less individual effort when working in a group than when working alone.

Front 29

social compensation

Back 29

working harder in a group than when alone to compensate for other members' lower output

Front 30

group polarization

Back 30

when a group of like-minded people discusses an issue, the average opinion of group members tends to become more extreme.

Front 31

groupthink

Back 31

the tendency of group members to suspend critical thinking because they are striving to seek agreement

Front 32

deindividuation

Back 32

a loss of individuality that leads to disinhibited behavior

Front 33

mere exposure effect

Back 33

repeated exposure to a stimulus typically increases our liking for it

Front 34

matching effect

Back 34

we are most likely to have a partner whose level of physical attractiveness is similar to our own

Front 35

social exchange theory

Back 35

proposes that the course of a relationship is governed by rewards and costs that the partners experience

Front 36

attachment

Back 36

a deep bond between two individuals

Front 37

passionate love

Back 37

involves intense emotion, arousal, and yearning for the partner

Front 38

companionate love

Back 38

involves affection and deep caring about the partner's well being

Front 39

triangular theory of love

Back 39

proposes that love involves three major components: passion, intimacy, and commitment

Front 40

prejudice

Back 40

negative attitude toward people based on their membership in a group

Front 41

discrimination

Back 41

refers to overt behavior that involves treating people unfairly based on the group to which they belong

Front 42

explicit prejudice

Back 42

which people express publicly

Front 43

implicit prejudice

Back 43

is hidden from public view

Front 44

realistic conflict theory

Back 44

competition for limited resources fosters prejudice

Front 45

social identity theory

Back 45

prejudice stems from a need to enhance our self-esteem

Front 46

stereotype threat

Back 46

proposes that stereotypes create self-consciousness among stereotyped group members and a fear that they will live up to other people's stereotypes

Front 47

equal status contact

Back 47

prejudice between people is most likely to be reduced when they engage in sustained close contact, have equal status, work to achieve a common goal that requires cooperation, and are supported by broader social norms

Front 48

kin selection

Back 48

organisms are most likely to help others with whom they share the most genes, namely, their offspring and genetic relatives

Front 49

altruism

Back 49

refers to unselfishness, or helping another for the ultimate purpose of enhancing that person's welfare

Front 50

egoistic goals

Back 50

helping others to improve our own welfare

Front 51

empathyaltruism hypothesis

Back 51

altruism is produced by empathy-the ability to put onself in the place of another and to share what that person is experiencing.

Front 52

diffusion of responsibility

Back 52

if i don't help someone else will

Front 53

bystander effect

Back 53

the presence of multiple bystanders inhibits each person's tendency to help, largely due to social comparison or diffusion of responsibility

Front 54

catharsis

Back 54

stated that performing an act of aggression discharges aggressive energy and temporarily reduces our impulse to aggress