Psy 330 Test 3

Front 1

Define Informational Influence

Back 1

Going along with the crowd because you think the crowd knows more than you do.

Front 2

Define Normative Influence

Back 2

Going along with the crowd in order to be liked and accepted.

Front 3

Define Auto Kinetic Effect

Back 3

Illusion caused by very slight movements of the eye, that stationary point of light in a dark room is moving.

Front 4

Define Group Norms

Back 4

The beliefs or behaviors that a group of people accepts as normal.

Front 5

Define "Foot-In-The-Door" Technique

Back 5

Influence technique based on commitment in which one tarts with a small request in order to gain eventual compliance with a larger request.

Front 6

Define "Low-Ball" Technique

Back 6

Influence technique based on commitment in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs.

Front 7

Define "Bait-And-Switch" Influence

Back 7

Influence technique based on commitment in which one draws people in with an attractive offer that is unavailable and then switches them to a less attractive offer that is available

Front 8

Define labeling Technique

Back 8

Influence technique based on consistency in which one assigns a label to an individual and then request a favor that is consistent with the label.

Front 9

Define Legitimization-Of-Paltry-Favors" Technique

Back 9

Influence technique in which a requester makes a small amount of aid acceptable (even a penny helps)

Front 10

Define "Door-In-The-Face" Technique

Back 10

Influence technique based on reciprocity, in which one starts with an inflated request and then retreats to a smaller request that appears to be a concession.

Front 11

Define "That's-Not-All" Technique

Back 11

Influence technique based on reciprocity in which one first makes an inflated request but, before the person can answer yes or no, sweetens the deal by offering a discount or bonus.

Front 12

Define "Limited-Number" Technique

Back 12

Influence technique based on scarcity in which one tells people that an item is in short supply.

Front 13

Define "Fast-Approaching-Deadline" Technique

Back 13

influence technique based on scarcity in which one tells people an item or a price is only available for a limited time.

Front 14

Define "Pique" Technique

Back 14

Influence technique in which one captures people's attention, as by making a novel request.

Front 15

Define "Disrupt-Then-Reframe" Technique

Back 15

Influence technique in which one disrupts critical thinking by introducing an unexpected element, then reframes the message in a positive light.

Front 16

Define "Stealing Thunder"

Back 16

Revealing potentially incriminating evidence first to negate its impact.

Front 17

Define "Repetition with variation"

Back 17

Repeating the same information but in a varied format.

Front 18

Define "Need for Cognition"

Back 18

A tendency to engage in a enjoy effortful thinking, analysis, and mental problem solving.

Front 19

Define the "Central Route" to persuasion

Back 19

The route to persuasion that involves careful and thoughtful consideration of the content of the message. (Conscious Processing)

Front 20

Define "Peripheral Route" to persuasion

Back 20

The route to persuasion that involves some simple cue, such as attractiveness of the source. (Automatic processing)

Front 21

Define reciprocity

Back 21

The obligation to return in kind what another ha done for us.

Front 22

Deine Prisoner's dilemma

Back 22

A game that forces people to choose between cooperation and competition.

Front 23

Define Forgiveness

Back 23

Ceasing to feel angry toward or seek retribution against someone who has wronged you.

Front 24

Define Kin Selection

Back 24

The evolutionary tendency to help people who have our genes.

Front 25

Define Egoistic helping

Back 25

When a helper seeks to increase his or her own welfare by helping another

Front 26

Define Altruistic Helping

Back 26

When a helper seeks to increase another welfare and expects nothing in return

Front 27

Define Empathy

Back 27

Reacting to another person's emotional state by experiencing the same emotional state.

Front 28

Define "Belief in a Just World"

Back 28

The assumption that life is essentially fair, that people generally get what they deserve and deserve what they get.

Front 29

Define the "Bystander Effect"

Back 29

The finding that people are less likely to offer help when they are in a group than when they are alone.

Front 30

Define the 5 necessary steps to helping in an emergency

Back 30

1. Notice something is wrong
2. Interpret event as an emergency
3. Take responsibility for providing help
4. Decide how to help
5. Provide help

Front 31

How does modeling increase helping.

Back 31

Modeling will increase helping because people see how it is helpful, or beneficial.

Front 32

Define Aggression

Back 32

Any behavior intended to harm another person who is motivated to avoid the harm.

Front 33

Define Direct Aggression

Back 33

Any behavior that intentionally harms another person who is physically present. (slap in face)

Front 34

Define Indirect Aggression

Back 34

Behavior that intentionally harms another person who is physically absent. (Burning someone's house down.

Front 35

Define Instict

Back 35

An innate (inborn, biologically programmed) tendency to seek a particular goal, such as food, water, sex.

Front 36

Define Eros

Back 36

In Freudian theory, the constructive, life-giving instinct.

Front 37

Define Frustration

Back 37

Blockage of or interference with a personal goal.

Front 38

Define Frustration-Aggression Hypothesis

Back 38

Proposal that "the occurrence of aggressive behavior always presupposes the existence of frustration.

Front 39

Define Hostile Attribution Bias

Back 39

The tendency to perceive ambiguous actions by others as aggressive.

Front 40

Define Hostile Perception Bias

Back 40

The tendency to perceive social interactions in general as being aggressive

Front 41

Define Hostile expectations Bias

Back 41

The tendency to assume that people will react to potential conflicts with aggression..

Front 42

Define Weapons effect

Back 42

The increase in aggression that occurs as a result of the mere presence of a weapon.

Front 43

Do unpleasant environments increase aggression?

Back 43

yes, especially hot ones

Front 44

Define testosterone

Back 44

The male sex hormone, high levels of which have been linked to aggression and violence in both animals and humans.

Front 45

Define Serotonin

Back 45

The "Feel good" neurotransmitter, low levels of which have been linked to aggression and violence in both animals and humans.

Front 46

Define Lying

Back 46

not telling the truth.

Front 47

Define Deindividuation

Back 47

A sense of anonymity and loss of individuality, as in a large group, making people especially likely to engage in antisocial behaviors such as theft.

Front 48

Define norms

Back 48

social standards that prescribe what people ought to do

Front 49

Define Injunctive norms

Back 49

Norms that specify what most others approve or disapprove of

Front 50

Define Descriptive norms

Back 50

Norms that specify what most people do.

Front 51

Define Need to belong

Back 51

The desire to form and maintain close, lasting relationships with other individuals

Front 52

Define matching hypothesis

Back 52

The proposition that people tend to pair up with others who are equally attractive.

Front 53

Define beautiful is good effect

Back 53

Te assumption that physically attractive people will be superior to others on many other traits.

Front 54

Define Ostracism

Back 54

Being excluded, rejected, and ignored by others

Front 55

Define Rejection sensitivity

Back 55

A tendency to expect rejection from others and to become hypersensitive to possible rejection

Front 56

Define Unrequited Love

Back 56

A situation in which one person loves another butt the other does not return that love

Front 57

Hey, guess what!

Back 57

I love you! (And you're beautiful! And will get one heck of a massage tonight! :)