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34 Cards in this Set
- Front
- Back
cognitive social psychology
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cognitive psychology proposes that we construct the world rather than simply see it (eg Neisser 1966) – and once constructed we organize it into manageable categories and patterns – most of our attitudes, judgments and behaviors follow from these simplified networks and associations – through ‘top down’ processing
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‘top down’ processing
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your beliefs, cognitions, and expectations in part drive the pattern recognition process. If you expect to come across a certain pattern then you are focusing your attention on looking for evidence consistent with that pattern, and not just automatically processing whatever is in view.
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attributions
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Thoughts about why people behave the way they do
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fundamental attribution error
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the person bias – we tend towards personal rather than situational explanations - Ross (1977) refers to this as the fundamental attribution error.
The tendency for observers to overestimate the importance of a person's traits and underestimate the importance of situations when they seek to explain someone's behavior. |
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attitudes
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Evaluations of people, objects and ideas.
a belief our opinion that has an evaluative component – our most central attitudes are referred to as values |
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impression management
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the process of acting in a way that presents a desired image.
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self-monitoring
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Paying attention to the impressions you make on others and the degree to which you fine-tune your performances accordingly
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elaboration likelihood model
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a model that attempts to explain the relation between emotional and rational appeals through routes: a central route and a peripheral route.
elaboration likelihood (Petty and Cacioppo 1986) depends on personal relevance |
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cognitive dissonance
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rationalizations – soothing the discomfort of dissonance (Festinger 1957) - may lead to avoidance of contradictory information; setting aside doubt; and changing an attitude to explain an inexplicable low-incentive behavior.
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social pressure
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“…the entire set of psychological forces that are exerted on us by others’ examples, judgments, expectations, and demands, whether real or imagined.”
Gray, |
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conformity
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Involves a change in a person's behavior to coincide more closely with a group standard.
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normative social influence
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normative influence – work through a desire be part of a group.
Because we seek the groups approval and avoid their disapproval. |
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informational social influence
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social pressure that operates through providing useful information. Because we want to be right
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obedience
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Behavior that complies with the explicit demands of the individual in authority.
– “…those cases of compliance where the requester is perceived as an authority figure or leader and the request is perceived as an order.” (Gray, 2007, p 517) |
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compliance
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how to make a sale – the norm of reciprocation; the foot-in-the-door techniques work largely on the principles of cognitive dissonance (Cialdini 1987, 2000); social proof requires that we check out the behavior of others first; liking; authority; and the appearance of scarcity
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door-in-the-face strategy
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Illustrates the principle of reciprocation; the strategy begins with an extreme request that is bound to be rejected, then the person retreats to a smaller request- the one that was desired all a long.
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foot-in-the-door strategy
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Obtaining compliance with a small request in order to obtain compliance later with a larger request.
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bystander effect
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The tendency for an individual who observes an emergency to help less when other people are present than when the observer is alone
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stereotype
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a generalization about a group's characteristics hat does not account for the variations of from one individual to another.
stereotype - a belief (sometimes positive, but mostly negative) about the personal attributes of a group of people – an overgeneralization, usually inaccurate, and often resistant to new information Plous (2003) |
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explicit stereotype
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explicit stereotypes – what we say (public) and consciously feel (private) about a group
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implicit stereotype
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implicit stereotypes – a set of mental associations that guide our judgment of a group without our conscious awareness
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prejudice
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An unjustified negative attitude toward an individual based on the individual's membership of a group.
“an avertive or hostile attitude toward a person who belongs to a group, simply because he belongs to that group, and is therefore presumed to have the objectionable qualities ascribed to the group.” (Allport, 1954, p 7) |
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social identity
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Refers to the way you define yourself in terms of your group membership.
individuals strive to achieve or maintain a positive social identity a positive social identity is based to a large extent on favorable comparisons between in-groups and out-groups Tajfel and Turner 1986 |
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social identity theory
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Tajfel's theory that we can improve our self-image by enhancing our social identity; this occurs by favoring our in-group and disparaging the out-group.
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ethnocentrism
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The tendency to favor one's own group and believe it is superior to other groups.
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benevolent/modern prejudice
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it is complex and ambivalent – often operating along ‘explanatory’ dimensions of warmth and competence
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implicit stereotype
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implicit stereotypes – a set of mental associations that guide our judgment of a group without our conscious awareness
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prejudice
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An unjustified negative attitude toward an individual based on the individual's membership of a group.
“an avertive or hostile attitude toward a person who belongs to a group, simply because he belongs to that group, and is therefore presumed to have the objectionable qualities ascribed to the group.” (Allport, 1954, p 7) |
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social identity
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Refers to the way you define yourself in terms of your group membership.
individuals strive to achieve or maintain a positive social identity a positive social identity is based to a large extent on favorable comparisons between in-groups and out-groups Tajfel and Turner 1986 |
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social identity theory
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Tajfel's theory that we can improve our self-image by enhancing our social identity; this occurs by favoring our in-group and disparaging the out-group.
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ethnocentrism
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The tendency to favor one's own group and believe it is superior to other groups.
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discrimination
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An unjustified negative or harmful action toward a member of a group simply because the person belongs to that group
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benevolent/modern prejudice
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it is complex and ambivalent – often operating along ‘explanatory’ dimensions of warmth and competence
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