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35 Cards in this Set
- Front
- Back
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foot in the door
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small request followed by a big one
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door in the face
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big request, denied, followed by a smaller one that's usually agreed to
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lowball
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cost increases after commitment
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that's not all
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offer's made, before they can decide, you add an extra incentive
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Milgram
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the shocking another person
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How many gave the lethal voltage in Milgram's experiment?
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2/3rds or 65%
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social cognition
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how you think about people
Attitudes, impressions, and attributes |
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attitude's 3 components
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affective
behavior cognitive |
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affective
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the feelings your attitude causes you to have
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behavior
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the actions your attitudes causes you to do
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cognitive
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the thoughts your attitude causes you to have
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attitude formation (4)
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direct contact
direct instruction interaction with others vicarious learning |
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impression formation
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your first impression of a person
made from how their characteristics match other people you've known |
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implicit personality theories
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your own belief about how traits, people, and actions are related.
ex: he is smiling, therefore he is friendly! |
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Asch study
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Conformity
Length of the lines |
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Philip Zimbardo study
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social roles and behavior
Prison guard and prisoner roleplay Increased aggression in prison guards; had to end study on 5th day |
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Twin studies aggression
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Twins have similar levels of aggression
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Aggression and testosterone
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Correlated
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Exposure to violent media & agression
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correlated
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Prosocial behavior
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socially desirable behavior that benefits others
ex: altruism |
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Lantre & Darley study
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Bystander effect
Person in room alone = more likely to report smoke In room with other people = less likely to report smoke. |
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5 points in deciding to help
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noticing
defining if it's an emergency taking responsibility planning a course of action taking action |
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If there's a need, people in a good mood are _________ but less likely to help if it will __________.
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more likely to help
ruin their good mood |
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Factors that contribute to the success of persuasion
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Source
Message Target audience |
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3 ways to reduce cognitive dissonance
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Change attitude to match behavior
Change behavior to match your attitude rationalization |
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3 factors that determine attraction:
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proximity (how close they are physically and how often you see them)
physical attractiveness similarity |
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Festinger and Carlsmith study
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Boring task; paid.
Those who were paid $1 = believed task was actually fun. Those who were paid $20 = didn't believe task was fun; they were lying only for the money. |
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Steinberg
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Triangulation of love
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Triangulation of love 3 components
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(steinberg)
commitment intimate passionate |
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Fatuous relationship
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passion + commitment
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Companionate relationship
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commitment + intimate
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Consumate relationship
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(best)
commitment + intimate + passion |
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Romantic relationship
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Intimate + passion
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social influence
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how other people's presence influences you
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self-fulling prophecy
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what you believe will happen actually makes it more likely to happen
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