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34 Cards in this Set
- Front
- Back
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Stereotypes |
Widely held beliefs that people have certain characteristics because of their membership in a particular group |
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illusory correlation |
people estimate that they have encounter more confirmations of an association between social traits than they have actually seen - thinking all lawyers are dishonest |
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Ingroup |
a group that one belongs to and identifies with |
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outgroup |
a group that one does not belong to or identify with |
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internal attributions |
ascribe the causes of behavior to personal dispositions, traits, abilities and feelings - friends business failed because of their lack of knowledge on running a business |
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external attributions |
ascribe the causes of behavior to situational demands and environmental constraints - friends business failed because of the bad economy |
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fundamental attribution error |
observers bias in favor of internal attributions in explaining others behaviors - you have a yelling fit after having a bad day and people think you are surly and temperamental, when actually you just had a bad day |
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self serving bias |
tendency to attribute one's success to personal factors and ones failures to situational factors - success is personal, failure is situational |
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individualism |
putting personal goals ahead of group goals - north american and western European cultures |
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collectivism |
putting the groups goals ahead of personal goals - asian, african, and latin american cultures |
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Factors in attraction |
physical attractiveness - males and females usually select others who are at similar attractiveness as them for partners similarity effects - we are drawn to those who look like us and act like us reciprocity effect - liking those who show they like us |
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hazan and shavers research |
romantic love is an attachment process and love relationships in adulthood mimic attachment patterns in infancy (secure, anxious- ambivalent, avoidant) |
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sternberg 3 components of love |
intimacy (liking), decision or commitment (empty love), passion (infatuation) |
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cultural differences in love |
other cultures value things like chasity, financial security and health over love |
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evolutionary view of attraction |
we are attracted to the opposite sex for the need of children and our fertility. we also value financial stability and beauty for the idea of stability and passing beauty onto our children |
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cognative attitudes |
made up of beliefs people hold about the object of an attitude |
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affective component |
the emotional feelings stimulated by and object of thought |
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behavioral component |
predispositions to act in certain ways toward an attitude object |
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explicit attitudes |
we hold consciously and can be readily describe |
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implicit attitudes |
expressed in subtle automatic responses - prejudiced |
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source factors on changing attitudes |
- persuasion tends to be successful when a source has creditability - likability tends to increase success in persuasion |
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message factors on changing attitudes |
- sided arguments are more effective than one sided presentations - repetition and fear appeals are successful |
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receiver factors on changing attitudes |
- persuasion is more difficult when the receiver is forewarned about the efforts - resistance is greater when strong attitudes are targeted |
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learning theory on attitude change |
- attitudes can be shaped by classical conditioning - attitudes can be strengthened by reinforcement or acquired through observational learning |
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dissonance theory |
inconsistency between attitudes motivated attitude change |
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elaboration likelihood model |
- central route to persuasion depends on the logic of one's message - peripheral route depends on non-message factors such as emotions |
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conformity (Asch) |
- people have a surprisingly strong tendancy to conform - conformity becomes more likely as group size increases up to seven - some cultures show this more than others |
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obedience (Milgram) |
- adult men drawn from community showed remarkable tendency to follow orders to shock an innocent stranger - when told is it very important to continue, the men will usually continue no matter what the cost to others |
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prison study (Zimbardo) |
- the stanford prison stimulation demonstrated that social roles and other situational pressures can exert tremendous influence on social behavior - situational forces can lead normal people to exhibit surprisingly callous, abusive behavior - he was testing the power of the situation on the people |
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bystander effect |
people are less likely to provide help when they are in groups than when they are alone because of the diffusion of responsibility |
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social loafing |
reduced effort seen when people work in groups |
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group polarization |
when discussion shifts toward a more extreme decision in the direction it was already leaning |
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groupthink |
a cohesive group suspends critical thinking in a misguided effort to promote agreement |
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social influence tactics |
- foot in the door tactic - misuse of the reciprocity norm - lowball technique - feigned scarcity |
