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74 Cards in this Set
- Front
- Back
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Narcissism |
A combination of excessive self-love and a lack of caring about others |
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Illusion of Control |
Almost everyone overestimates how much control they have over things (relationships, ,etc.) |
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Positive Illusions |
Almost everyone overestimates how skilled, knowledgeable and desirable they are |
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Depressive Realism |
Depressed individuals tend to more accurately describe their abilities and control |
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Dunning- Kruger Effect |
Unskilled individuals mistakenly perceive their skill as higher than it is but skilled individuals mistakenly perceive their skill as lower than it is |
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Intristic Motivation |
Engaging in something because you enjoy it or find it interesting not because of external rewards or pressures |
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Extrinstic Motivation |
Engaging in something because of external pressures or rewards not because of interests in the activity. |
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Loss of Intristic Motivation |
Having extrinstic motives cause one to lose intristic motives |
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Overjustification Effect |
People often overestimate how much their own behavior was externally motivated |
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Attribution Theory |
How we infer causes of our own and others' behavior |
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Internal Attriubution |
Explaining behavior as being caused by traits, dispositions or attitudes |
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External Attriubution |
Explaining behavior as being caused by the situation or immediate environment |
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Self-serving Attribution |
We take credit for good things and blame others on bad things (ex. games and tests) |
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Defensive Attriubution |
Explanations for behavior that defend us against feelings of vulnerability and fear of mortality |
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Covariation Model of Attribution Theory |
People make judgements of others based on multiple observations of behavior at different times and in different situations. |
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Consistency |
How frequently someone performs a behavior in response to a target |
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Consensus |
How often other people perform that behavior in response to the target |
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Distintivness |
Whether the behavior toward the target seems to only occur in certain situations |
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Classic Definition of Dissonance |
Feelings of discomfort caused by bolding 2 or more contradictory beliefs, ideas, or values |
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Modern Definition of Dissonance |
Feelings of discomfort caused by performing actions that are discrepent with one's self concept |
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Self-affirmations |
Thinking about one's own positive qualities or personal values. |
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Post decision Dissonance |
After making a complex decision (one that has pros and cons), people tend to enhance the attractiveness of the choice they made |
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Decision Importance |
Decisions that are more important are more acceptable to dissonance |
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Irrevocability Hypothesis |
Decisions that cant be easily changed lead to more dissonance |
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Lowballing |
At first offering a product at a low price, subsequently claiming the price was in error and then raising the price |
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Belief in a just world |
People very much like to believe that the world is naturally just |
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Blaming the victim |
Thinking that victims are responsible for what happened to them |
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Justification of Effort |
The more work someone puts into something, the more they will like it |
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Ben Franklin Effect |
If someone does a favor for you, you will like them more afterward |
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Dehumanization |
People describe and treat their enemies as less than humans |
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Counterattitudal Advocacy |
Saying things turn into believing them (including lies) |
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Insufficient Punishment |
When punishment are lesser than expected people often justify good behavior with internal justifications (The cop only gave me a warning, i know i was going too fast which is dangerous) |
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Self-persuassion |
A long lasting form of attitude change that results from attempts at self justification |
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Hypocrisy Induction |
Encouraging people to think about how their behavior is inconsistent with what theyre saying |
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Vicarious Dissonance |
Experiencing dissonance over an issue that someone you know and like is experiencing dissonance over |
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Attitudes |
Evaluations or people, objects or ideas |
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Cognitive based attitude |
An attitude based mainly on beliefs about the properties of an object |
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Affectively based attitude |
An attitude based mainly on people's feelings about the object |
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Conditioning |
When a person, object or idea co-occurs with positive or negative feelings, it will later provoke those positive or negative feelings on its own |
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Pesuasive Communication |
A communication such as a message that advocates for a particular attitude |
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Source Credibility |
Credible sources such as experts are more persuasive than non credible sources |
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Source Attractiveness |
Attractive people are more persuasive than less attractive people |
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Perceived Persuasive Intention |
People are more persuaded when they dont think someone is trying to persuade them |
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Two-sided Arguements |
People are more persuaded if it appears that both sides of an issue are being considered |
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Early Exposure |
People are more persuaded by arguments they hear first |
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Distraction |
Distracted people are easier to persuade (TV commercials) |
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Elaboration |
People are persuaded by different information differently depending on how much they think about it (elaborate on) the message |
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Central Route |
The route used when people engage in a lot of elaboration |
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Peripheal Route |
The route used when people dont engage in a lot of elaboration |
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Self Validation theory |
People like arguments that validate what they already feel such as in terms of certainty |
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Explicit Attitudes |
Consciously endorsed and easily reported |
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Implicit Attitudes |
Involuntary, uncontrollable and at times unconscious. The default when there is no motivation ,time o ability to consciously decide |
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Systematic Route |
Critically analyzing information, looking for logical connections or inconsistencies |
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Heurisitic Route |
Relying on environmental features and cognitive shortcuts to understand information |
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Heuristics |
Cognitive shortcuts for making judgments |
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Availability Heuristics |
Easily remembered information is more influential |
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Represntativeness Heuristics |
Things that are more similar to a prototype /exemplar are more influential. |
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Fear- arousing communication |
Messages intended to promote fear in order to change attitudes or behavior |
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Attitude innoculation |
The more time someone has spent rationalizing their own attitude, the more resistant they are to persuasion |
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Product Placement |
Using logos and identificable products in tv shows and movies |
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Reactance Theory |
When people feel their freedom to perform a behavior is threatened, it causes them to feel a discomfort that is reduced by performing a behavior |
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Intention behavior gap |
Attitudes only sometimes predict behavior |
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Theory of planned behavior |
Explained by three things: attitudes, subjective norms, and perceived behavoral control |
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Subliminal Messaging |
Priming images or words without someone's awareness in order to try to influence people |
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Existenial Social Psychology |
How thinking about the nature of our exsistance affects our thoughts, feeling and behaviors and socialize |
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Meaning Motivation |
People seem to have a basic desire to feel like things are meaningful and "make sense" |
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Cultural Values |
Social values that indicate which objects actions, and beliefs are good or bad, right or wrong |
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Self-esteem |
People's evaluation of their own self-worth |
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Mortality Salience |
An experimental manipulation to make people think about death |
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Death thought accesibility (DTA) |
How easily people can think of death |
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Nostaligia |
Positive feelings of the past |
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Fluid Compensation |
People just need to feel certain about things in general (themselves )
This is why self-affirmation works |
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Coalitional pshychology |
People value things only so they can be accepted into a social group and reproduce |
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Meaning Maintenance Model |
People are compelled to make things meaningful and apply values in order to make things meaningful |
