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74 Cards in this Set
- Front
- Back
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the content of the self; that is, our knowledge about who we are
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self concept
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the act of thinking about ourselves
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self-awareness
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mental structures that people use to organize teh information about themselves and that influence what they notice, think about, and remember about themselves
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self-schemas
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the tendancy for people to remember information better if they relate it to themselves
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self-reference effect
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a way of defining oneself in terms of one's own internal thoughts, feelings, and actions and not in terms of the thoughts, feelings and actions of other people.
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independent view of the self
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a way of defining oneself in terms of one's relationships to other people; recognizing that one's behavior is ofter determined by the thoughts, feelings, and actions of others.
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interdependent view of the self
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the process whereby people look inward and examine their own thoughts, feelings, and motices
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introspection
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the idea that when people focus their attention on themselves, they evaluate and copmare their behavior to their internal standards and values
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self-awareness theory
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theories about the causes of one's own feelings and behaviors; oftern we learn such theories from out culture
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causal theories
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attitude change resulting from thinking about the reasons for one's attitudes; people assume their attitudes match the reasons that are plausible and easy to verbalize
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reasons-generated attitude change
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the theory that when our attitudes and feelings are uncertain or ambiguous we infer these states by observing out behaviour and the situation in whcih it occurs.
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self-perception theory
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the deire to engage in an activity beacuse we enjoy it or find it interesting, not because of external rewards or pressures
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intrinsic motivation
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the desire to engage in an activity because of external rewards or pressure, not because we enjoy the task or find it interesting
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extrinsic motivation
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the tendancy for people to view their behavior as caused by compelling extrinsic reasons, making them underestimate the extenet to which it was caused by intrinsic reasons
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overjustification effect
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rewards that are given for performing a task, regardless of how well the task is done
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task-contingent rewards
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rewards that are based on how well we perform a task
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performance-contingent rewards
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the process whereby people make mistaken inferences about what is causing them to feel the way they do
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misattribution of arousal
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theories holding that emotions results from people's interpretations and explanations of events, even in the absence of physiological arousal
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appraisal theories of emotion
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the idea that we learn about our own abilities and attitudes by comparing ourselves to other people
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social comparison theory
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comparing ourselves to people who are worse that we on a particlar treat or ability
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downward social comparison
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comparing ourselves to people who are beter than we are on a particular trait or ability
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upward social comparison
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the process whereby people adopt another person's attitudes
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social tuning
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the attempt by people to get others to see them as they want to be seen
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impression management
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the process whereby people flatter, praise, and generally try to make themselves lijable to another person, often of higher status
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ingratiation
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the strategy whereby people create obstacles and excuses for themselves so that if they do poorly on a task, the can avoid blaming themselves
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self-handicapping
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the tendancy to focu on and presnet positive information about oneself and to minimize negative information
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self-enhancement
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a drive or feeling of discomfort, originally defined as being caused by holding two or more inconsistent cognitions and subsequently defined as being caused by performing an action that is descrepant from one's customary, positive self-conception
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cognitive dissonance
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the idea that people will reduce the impact of dissonance-arousing threat to their self-concept by focusing on an affirming their competence on some dimension unrelated to the threat
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self-affirmation theory
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the tendancy to overestimate the intensity and duration of our emotional reations to future negative events
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impact bias
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dissonance aroused after making a decision, typicaly reduced by enhancing the attractiveness of the chosen alternatives and devaluating the rejected alternatives
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postdecision dissonance
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an unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a very low cost, subsequently claims it was an error and then raises the price; frequently, the customer will agree to make the purchase at the inflated price
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lowballing
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the tendancy for individuals to increase their liking for something they have worked hard to attain
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justification of effort
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a reason or an explanation for dissonant personal behavior that resides outside the individual
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external justification
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the reduction of dissonance by changing something about oneself
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internal justification
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stating an oprion or attitude that runs counter to one's private belief or attitude
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counterattitudinal advocacy
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the dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity or object, usually resulting in individuals' devaluating the forbidden activity or object
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insufficient punishment
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a long-lasting form of attitude change that results from attempts at self-justification
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self-persuasion
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evaluations of people, objects, and ideas
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attitudes
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an attitude based primarily on people's beliefs about the properties of an attitude object
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cognitively based attitude
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an attitude based more on people's feelings and values than on their beliefs about the nature of an attitude object
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affectively based attitude
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the phenomenon whereby a stimulus that elicits an emotional response is repeatedly paired with a neitral stimulus that does no until the neutral stimulus takes on the emotional properties of the first stimulus
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classical conditioning
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the phenomenon whereby a stimulus that elicits an emotional response is repeatedly paired with a neutral stimulus that does not until the neautral stimulus takes on the emotional properties of the first stimulus
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operant conditioning
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an attitude based on observations of how one behaves toward an attitude object
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behaviorally based attitude
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attitudes that we consciously endorse and can easily report
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explicit attitudes
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attitudes that are involuntary uncontrollable, and at times unconscious
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implicit attitudes
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communication (media) advocating a particular side of an issue
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persuasive communication
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the study of the conditions under which people are most likely to change their attitudes in response to persuasive messages, focusing on "who said what to whom"-- the source of the communication, the nature of the communication, and the nature of the audience.
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Yale Attitude Change Approach
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an explanation of the two ways in which persuasive communications can cause attitude change: centrally, when people are motivated and have teh ability to pay attention to the arguments in the communication, and peripherally, when people do not pay attention to the arguments but are instead swayed by surface characteristics
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elaboration likelihood model
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the case whereby peple elaborate on a persuasive communication, listening carefully to and thinking about the arguments, as occurs when people have both the ability and the motivation to listen carefully to communication
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central route to persuasion
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the case whereby people do no elaborate on the arguments in a persuasive communication but are instead swayed by peripheral cues
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peripheral route to persuasion
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a personality variable reflecting the extent to which people engage in and enjoy effortful cognitive activites
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need for cognition
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persuasive messages that attempt to change people's attitudes by arousing their fears
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fear-arousing communications
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an explanation of the two ways in which persuasive communications can cause attitude change: either systematically processing the merits of the argument or using mental shortcuts, such as "experts are always right"
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heauristic-systematic model or persuasion
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making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position
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attitude inoculation
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the idea that when people feel their freedom to perform a certain behavior is threatened, an unpleasant state of reactance is aroused, which they can reduce by performing the threatened behavior
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reactance theory
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the strength of the association between an object and a person's evaluation of that object, measured by the speed with which people can report how they feel about the object
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attitude accessibility
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the idea that the best predictors of a person's planned, deliberate behviors are the person's attitude toward specific behaviors, subjective norms, and perceived behavioral control
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theory of planned behavior
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words or pictures that are non consciously perceived but may nevertheless influence people's judgements, attitudes, and behaviors
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subliminal messages
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the apprehension experienced by members of a group that their behavior might confirm a cultural stereotype
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stereotype threat
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a change in one's behavior due to the real or imagined influence of other people
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conformity
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the influence of other people that leads us to conform because we see them as a source of information to guide our behavior; we conform beause we believed that others' interpretation of an ambiguous situation is more correct than ours and will help and will help us choose and appropriate course of action
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informational social influence
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conforming to other people's behavior out of a geniune belief that what they are doing or saying is right
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private acceptance
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conforming to other people's behaviors without necessarily believing in what we are doing or saying
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public compliance
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the rapid spread of emotions or behaviors through a crowd
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contagion
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the occurrence, in a group or people, of similar physical symptoms with no known physical cause.
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mass psychogenic illness
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the implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members
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social norms
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the influence of other people that leads us to conform in order to be liked and accepted by them; this type of conformity results in public comppliance with the group's beliefs and behaviors but not necessarily private acceptance of those beliefs and behaviors
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normative social influence
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the idea that conforming to social influence depends on the strength of the group's importance, its immediacy , and the number of people in the group
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social impact theory
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the tolerance a person earns, over time, by conforming to group norms; if enough idiosyncracy credits are earned, the person can, on occassion, behave deviantly without retribution from the group
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idiosyncracy credits
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the case where a minority of group members, influence the behavior or belieds of the majority.
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minority influence
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people's perceptions of what behaviors are approved or disapproved by others
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injunctive norms
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people's perceptions of how people actually behave in given situations, regardless of whether the behavior is approved or disapproved of by others.
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descriptive norms
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people's perceptions of what behaviors are approved or disapproved by others
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injunctive norms
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people's perceptions of how people actually behave in given situations, regardless of whether the behavior is approved or disapproved of by others.
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descriptive norms
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