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69 Cards in this Set
- Front
- Back
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Motivation
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inner state that energizes people towards a goal
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Drive Theory
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Arouse tension to satisfy need
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Arousal Theory
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motivated to achieve optimum level of arousal
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Incentive Theory
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people are motivated to behave in ways that produce a valued incentive (Reward)
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Maslow's Hierarchy of Needs
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1.Physiological
2.Safety 3.Love and Belongingness 4.Esteem 5.Self Actualization |
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Physiological Needs
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food, water, oxygen, sleep & sex
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Safety Needs
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work, financial security, stable home, predictable environment
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Belong and Love Needs
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Intimacy-close relationships with open communication
Affiliation-social contacts Self-disclosure-intimate details shared over time |
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To whom do people lie?
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Strangers, acquaintances,
Least-spouses |
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Motivating effects of success and failure
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Canadians motivated by success, Japanese by failure
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Intrinsic Motivation
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inner drive that motivates w/o external reward or punishment
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Effects of payment on intrinsic motivation
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People will continue to do puzzles, if given money, will drop off
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Extrinsic Motivation
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desire to engage in an activity for money, recognition or benefit
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Personality
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person's distinct and enduring patterns of thought, feeling and behavior
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Trait Theory
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comprised of lower order personality traits
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Trait
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pretty stable predisposition to behave in a certain way
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The Big five Personality traits
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Openness
Conscientiousness Extraversion Agreeableness Neuroticism |
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Openness to Experience
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receptiveness to new ideas
High-curious Low-conventional |
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Conscientiousness
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reliable, disciplined and ambitious
Low-unreliable High-dependable |
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Extraversion
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stimulation, social
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Introversion
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avoid stimulation, low-key
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Ambivert
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in the middle of extro-intra
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Agreeableness
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interpersonal relationships
Low-suspicious, skeptic High-trustful, lenient |
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Neuroticism
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prone to anxiety or negativity
Low- emotionally stable High-worried, self-conscious, emotional |
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Reactive
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experience, interpret and react differently when exposed to same environment
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Evocative
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evoke different responses from others
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Proactive
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individuals seek environments that "fit" their personalities
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Personality change
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responding to contingencies, watching ourselves and others, listening
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Are personality traits stable across lifespan
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Change can occur at any time, but traits are more consistent as we get older
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Social-Cognitive Learning Theory
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Mischel expanded on person/environ. transactions. Believed 5 person variables must be known to know how individ. act within environment
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Internal Locus of Control
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Control by external or internal events?
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Self-efficacy
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Belief in own self competence acquired through new skills, overcoming obstacles and learning from them. Role models. Quick to cope with problems.
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Humanistic Theory
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Carl Rogers
humans are basically good and have self-actualizing tendencies |
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Perceived ( real) self
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Identity, Who am I?
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Ideal Self
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Who would I like to be?
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Real/Ideal and low self-esteem
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Large discrepancy between the two and you get low-self esteem
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Unconditional positive regard
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in order to self-actualize, we need uncond. positive regard, acceptance, love received from another is unqualified
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Psychodynamic Theory
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Freud
psychoanalysis basically controlled by unconscious drives sex and aggression |
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Id
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primitive and unconscious, strives to satisfy basic drives to survive, reproduce and agress. Pleasure principle. Immediate gratification of desires.
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Superego
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Moral ideals and conscience. Helps us to meet demands of social world. Seeks to inhibit the ids (desires)
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Ego
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reality mediator, balances desires of id and should of superego. Can delay gratification
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Defense Mecahnisms
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unconscious efforts to lessen anxiety by denying and distorting reality. Repression, denial, rationalization, reaction formation, projection and sublimination
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Reaction formation
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converting unacceptable feelings into the opposite
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Regression
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revert to previous stage of development. Thumbsucking, tantrums
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Thematic Apperception Test TAT
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make up stories from set of pics. Projective test, unreliable. Gave negative portrait of human nature.
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Social Psychology
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study of how people think/behave in social situations.
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Social perception
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how we perceive other people, evaluate, knowing
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Impression formation
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Subconsciously categorize others in seconds. Age gender race stereotyping
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Primacy effect
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influenced by 1st impression even if contradicted later on
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Attribution
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explaining behavior of other individuals
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Dispositional attributions
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assume person's natural disposition influenced behavior
He's a jerk |
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Situational Disposition
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assume situation influenced behavior
The road is bad. |
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When fo we make dispo/situ attributions?
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When someone does something negative - Dispositional
When situation is so distinct- Situational |
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Self-serving bias
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Success-dispositional
Failure- Situational |
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Stanford Prison Exp
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shoes how a powerful situation can influence behavior. Attributed behavior to disposition if bad
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Social influence
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change in behavior produced by presence of others
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Social loafing
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tendency for people to exert less effort in group tasks where indiv. effort is pooled
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Conformity
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change behavior to match norems of group when social pressure exerted
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Informational Influence
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We want to be right
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Normative influence
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We want to be liked
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Bystander apathy
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Kitty Genovese stabbed to death in front of huge crowd of neighbors, no help. Diffusion of responsibility, expect others to come to help
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Obedience
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blindly follow orders of authority figure, 85% shocked
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Attitudes
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learned evaluation of a person, object, action or concept that may affect bevaior
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3 components of an attitude
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Cognitive-what you think
Affective- why you think it Behavioral-decision |
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Attitude-bavior consistency
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attitudes predictive of behavior when you identiry and appeal to all attitudes that provoke a behavior. Situational factors do not intervene, attitude is strongly held
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Persuasion
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influencing attitude change, the communicator is credible/likeable? Message is moderate, stirs emotions and 2 sided argument presented?
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Elaboration likelihood model
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2 paths to persuasion central and peripheral
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Central route to persuasion
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effortful cognitive processing of info. Attitude change is more persistent, resistent to change, and predictive of behavior
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Peripheral route to persuasion
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less cognitive, elaboration ( not listening)
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