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30 Cards in this Set

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  • Back

What is behavioral trap? What is an example?

A situation compelling us into self-defeating behavior. If a fire goes off, most people would panic and run even though we were taught to stay calm.

What was the Milgram Experiment, and how many people went all the way?

"Teachers" shocked "learners" (actors) because a man in a white coat gently coaxed them to continue. 25/40 of the original subjects went all the way.

What is social perception?

The process by which we gather and remember information about others and make inferences based on that information.

What are first impressions and how fast are they formed?

Stereotypes and prejudices. First impressions are very important and are formed in less than a second.

What is the primacy effect?

First information influences us more than later information.

What is a self-fulfilling prophecy and what is an example of this? (The study)

Expectations that change one's own behavior in such a way as to increase the probability of the predicted event. A study where men were shown a rigged photo of an ugly or attractive woman then were told to call her. The person who thinks they are talking toan attractive person was way friendlier and the “ugly-callers” were kindadistant, so they had a self-fulfilling prophecy of not having a goodconversation

What is a stereotype?

Generalized belief or expectation about a group of people

How are stereotypes formed and are they always bad?

Stereotypes can be good or bad (Ex: Asians good at math, and smokers are gross)


Stereotypes are formed from the fact that we tend to remember the unusual.

Are stereotypes correct?

Sometimes, but they are usually gross exaggerations.

What is prejudice?

Judging before you even know the person. Having predetermined opinion on someone before having met them.

Why is prejudice hard to measure?

Many people are not aware of it or would not admit it

What are implicit measurements and when are they used?

A test outside the subject's awareness (a test without a subject knowing what they are testing for)


They are used to measure prejudices.

What is aversive Racism?

Unconscious prejudice while expressing the idea that all people should be treated equally

Give an example of aversive racism (the study).

All white college students were told to read multiple applications. They were rigged, 1 being strong, 2 being moderate, and 3 being weak. They were pretty equal, but when unsure (moderate) about a subject they tended to stick to white participants instead of the unknown race.

What is ambivalent sexism?

Belief in equal treatment of sexes but joined with an often unstated belief that women should be treated differently.

What is attribution ?

The thought process by which we assign causes to our own behavior and that of others

What is internal (dispositional) causes?

Explanations based on someone's individual characteristic, such as attitudes, personality traits, or abilities.

What are external (situational) causes?

Explanations based on the situation, including events that presumably would influence almost anyone.

What is the fundamental Attribution Error?

Making internal attributions for people's behaviors even when we see external influences

What is the actor-observer effect?

More likely to make internal attributions to other people's behavior and more likely to make external attributions for your own. (same behaviors)

What is the self-serving bias?

Attributions we have to maximize our credit for our success and minimize our blames for our failures.

What is self-handicapping?

Intentionally putting ourselves at a disadvantage to provide an excuse for a possible failure.

What is the food-in-the-door technique?

A modest request then a larger reqest

What is the door-in-the-face technique?

Outrageous initial request followed by a more reasonable one.

What is the bait-and-switch technique?

First and extremely favorable deal, but once committed additional demands are made.

What is the that's-not-all technique?

"But wait! There's more!"

What are the specific strategies of persuasion?

Foot-in-the-door technique, door-in-the-face technique, bait-and-switch technique, and that's-not-all technique.

What is an autocratic leader, how do the workers live, and is it a good way to lead?

A dictator; Hardest workers but hostile; Worst way to lead.

What is a democratic leader, how do the workers live, and is it a good way to lead?

Take into account everyone's opinion; Highest level of motivation; the best leadership strategy

What is a lazyfare leader, how do the workers live, and is it a good way to lead?

Leader who lets the workers have complete freedom; Lazy workers; Second worst way to lead.