Interpersonal Processes-Ch18

Front 1

altruism

Back 1

Behaving in a way that helps another person with no apparent gain, or with potential cost, to oneself (pp. 722, 733)

Front 2

situational variables

Back 2

Aspects of the situation that interact with aspects of the person to produce behaviour (pp. 437, 722)

Front 3

dispositional variables

Back 3

People's personalities and attitudes (p. 722)

Front 4

need to belong

Back 4

Strong, possibly innate, need to be involved in relationships with others (p. 723)

Front 5

interpersonal attraction

Back 5

The factors that lead people to choose to spend time with other people (p. 723)

Front 6

social exchange theories

Back 6

Theories based on behaviourist principles that suggest the foundation of relationships is reciprocal reward (p. 724)

Front 7

matching hypothesis

Back 7

Phenomenon whereby people tend to choose as partners people they perceive to be equally attractive to themselves (p. 724)

Front 8

passionate love

Back 8

A highly emotional form of love marked by intense physiological arousal and absorption in another person (p. 726)

Front 9

companionate love

Back 9

Love that involves deep affection, friendship and emotional intimacy (p. 726)

Front 10

sexual strategies

Back 10

Tactics used in selecting mates (p. 727)

Front 11

ethical hedonism

Back 11

The school of philosophical thought that asserts that all behaviour, no matter how apparently altruistic, is and should be designed to increase one's own pleasure or reduce one's own pain (p. 734)

Front 12

reciprocal altruism

Back 12

The theory that natural selection favours animals that behave altruistically if the likely benefit to each individual over time exceeds the likely cost to each individual's reproductive success (p. 736)

Front 13

bystander intervention

Back 13

A form of altruism involving helping a person in need (p. 737)

Front 14

diffusion of responsibility

Back 14

The phenomenon in which the presence of other people leads to a diminished sense of personal responsibility to act (p. 737)

Front 15

aggression

Back 15

Verbal or physical behaviour aimed at harming another person or living being (p. 738)

Front 16

hostile aggression

Back 16

Aggression that is elicited by anger (p. 738)

Front 17

instrumental aggression

Back 17

Calm, pragmatic aggression that may or may not be accompanied by anger (p. 738)

Front 18

frustration–aggression hypothesis

Back 18

The hypothesis that when people are frustrated in achieving a goal, they may become aggressive (p. 743)

Front 19

social influence

Back 19

The ways in which the presence of other people influences a person's thought, feeling or behaviour (p. 746)

Front 20

self-fulfilling prophecies

Back 20

False impressions of a situation that evoke behaviour that, in turn, makes impressions become true (pp. 692, 746)

Front 21

obedience

Back 21

Overt compliance with authority (p. 747)

Front 22

conformity

Back 22

The process of changing attitudes or behaviour to accommodate the standards of a group (p. 749)

Front 23

group

Back 23

A collection of people, each of whose actions affect the other group members (p. 751)

Front 24

norms

Back 24

Standards for the behaviour of group members (p. 751)

Front 25

reference group

Back 25

The group to which a person refers when taking a particular action (p. 751)

Front 26

role

Back 26

A position within a group that defines appropriate behaviour for the person occupying it (p. 751)

Front 27

task leader

Back 27

The group member who takes responsibility for seeing that the group completes its tasks; also called instrumental leader (pp. 751, 755)

Front 28

social–emotional leader

Back 28

A role that may emerge in a group in which that member seeks to maximise group cohesion and minimise hostility (pp. 751, 755)

Front 29

social facilitation

Back 29

The phenomenon in which the presence of other people facilitates performance (p. 752)

Front 30

social loafing

Back 30

A reduction in individual effort when in a group (p. 753)

Front 31

group polarisation

Back 31

A movement towards a decision that is at the extreme position (p. 753)

Front 32

group cohesiveness

Back 32

People tend to cluster together to be viewed even more favourably by members of their ingroup (p. 754)

Front 33

groupthink

Back 33

Members of a group make decisions based more on maintaining group harmony and cohesiveness than a critical analysis of the realities of a situation (p. 754)

Front 34

leader

Back 34

A person who exercises greater influence than the average member of a group (p. 755)

Front 35

door-in-the-face technique

Back 35

Everyday social influence tactic whereby people intentionally make a request that they know will be turned down, but follow up on that request with a smaller request. Based on the principle of reciprocity. (p. 757)

Front 36

foot-in-the-door technique

Back 36

Persuasive technique often used by salespeople, which involves getting people to comply with a small request in order to induce their compliance with a larger request (p. 757)

Front 37

low-balling

Back 37

Method of persuasion by which people get a commitment to a request and then change the conditions (p. 757)