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34 Cards in this Set
- Front
- Back
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Define: Social Cognition
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The process by which information about people is processed and stored
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How do we form impressions of others?
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- Appearance
- Verbal behavior - Nonverbal behavior - Actions - Situations |
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How do people communicate nonverbally?
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- facial expressions
- tone of voice - gestures - body position/movement - touch - eye contact - interpersonal distance |
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What type of nonverbal actions contradicts verbal behavior? And when this happens, what do people go on?
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Sarcasm.
People look at nonverbal behavior |
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What is an attribute?
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An explanation for the cause of an event of behavior.
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What are the three 'types' of attributes, and there extremes?
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Stable or Unstable
Controllable or Uncontrollable Internal or External |
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What is Kelly's Covariation Model of Attribution? (3 factors)
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(1) Consensus: do other behave the same in this situation
(2) Consistency: how frequently does this person behave like this (3) Distinctiveness: does this person behave like that in other situations |
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When are people most likely to make an attribute?
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- behavior is unexpected
- events are personally relevant - other's motives are suspicious |
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How do we form impressions of others?
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Taking both ACTIONS and SITUATION into account, often situation is overlooked.
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What are Schemas?
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Mental representations of objects of categories of objects
- aid in the categorization of events - aid in the predictability of events - influence our interpretation of events |
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How do schemas act as memory guides?
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They help us to "fill in the blanks" when we are trying to remember things
- may help us remember things we encounter - may make us mistakenly recall information that we did not encounter |
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What is a confirmation bias?
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The tendency to search for or interpret new information in ways that confirm your expectations
- biased questions - diagnostic questions |
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What are characteristics of a self-fulfilling prophecy?
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- perceiver has preconceptions/acts on them
- target adjust behavior to match expectations - perceiver makes internal attributions mistakenly |
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What is Rosenthal's Pygmalion effect?
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When more is expected of people, they tend to perform better
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What is a Cognitive Disorder? Why do they occur, and when?
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Errors in a persons perception.
They occur because of AUTOMATIC PROCESSING when people are: - in a hurry - distracted - don't care to look further |
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Define: Steretypes
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Widely held beliefs that people have certain characteristics because of their membership in a group.
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Define: Prejudice
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A negative evaluation of a group, typically based on unfavorable (and often wrong) stereotypes about the group
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Define: Discrimination
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Behavior targeted at individuals or groups intended to hold them apart and treat them differently
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How can prejudice be stopped?
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- CONTACT the hypothesis and increase awareness of similarities
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Other Cognitive Disorders: The Fundamental Attribution Error
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The tendency to overestimate the dispositional causes of others' behavior and failure to take into account situational constraints.
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What causes the Fundamental Attribution Error?
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- Our focus of attention is usually always on the person, not the surrounding situation
- Fully taking into account the situation requires cognitive resources, which may be scarce |
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What is another VERY COMMON Cognitive Disorder?
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Belief in a just world
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Define: Persuasion
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An attempt to change one's mind
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What 3 characteristics effect persuasion?
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1. Source Factors
2. Message Factors 3. Receiver Characteristics |
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Persuasion: Source Factors
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- the same words by different people can have very different meanings
(1) source credibility (2) source attractiveness |
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Persuasion: Message Factors
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- one-side vs. two-sided arguments
- fear-arousal (threat) - positive feelings |
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Persuasion: Receiver Characteristics
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- forewarning
- dis confirmation bias (when arguments do not match a persons beliefs) |
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What is the Likelihood Model: "Steak" or "Sizzle"?
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the RELATIVE EFFECTIVENESS of a strong message vs. the FAVORABLE SOURCE depends on the level of a persons involvement:
(1) high - STEAK (2) lower - SIZZLE |
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Define: Conformity
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When a person changes his or her attitude or behaviors so they are consistent with those of other people or norms
- informational social influence - normative social influence |
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What did Asch's Studies on conformity show?
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That in a large group people would answer what the group was answering, even when it was obviously wrong.
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Define: Obidience
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A compliance with the order of another person or goup
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What did Milgram's Studies on obedience show?
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Post WWII interest in issue of compliance with and obedience to authority. 65% of teachers did what psychologists thought only 2% would.
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What are the Principles of Compliance?
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- Friendship/liking
- Scarcity - Reciprocity - Authority - Commitment/consistency |
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What are the THREE types of compliance techniques?
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(1) Foot-in-Door
Asking for a small favor, then slowly asking for larger favors (2) Low-ball Technique Obtaining a commitment from someone, then raising the commitment (3) Door-in-Face technique Asking for a huge favor, and when that is rejected asking for a smaller favor |
