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19 Cards in this Set
- Front
- Back
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Compliance
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Change behavior at the request of another. (due to direct social pressure)
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-Need for Consistency
-foot in the door -lowball |
-aka commitment
say yes to smaller first, then more likely to say yes to larger thing. -ask small, then larger -reveal hidden "cost" after agree |
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-Need for Reciprocity
-gifting -door in the face |
-most likely to give when they get; but goal here is to get them to give more than they get
-includes free samples -no to big first inc chance you say yes to small |
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-React to Scarcity
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-called reactance
-ex: limit 6, while they last(deadline) |
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Difference between conformity,compliance and obedience
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-At the COMMAND of someone else: Obedience
-At the REQUEST of someone else: Compliance -On your own to fit in with others:Conformity -Informational-(unsure) -Normative-(for acceptance) |
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Social Cognition
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Mental processes used to understand (to make sense of) the social world (use oneself and others)
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Individualistic culture
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emphasize personal identity and uniqueness focus on competitive success, strength, skill, value, independence, self reliance (seen more in American than western Europe)
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Collectivist culture
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group goals put ahead of individual goals (responsible to others) shared values, resources, and cooperation important. Define self by group membership.
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Attributions
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inferred causes of events/behaviors (assign reasons)-attributions
-we make them to make us feel better |
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dispositional attributions
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internal, personality characteristics cause
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situational
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external, environmental circumstances cause
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Fundamental Attribution Error (FAE)
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1. Overestimate dispositional factors
2. underestimate situational factors -why do most of us do it regularly? -our society emphasizes individual accomplishments -we have trouble admitting how much environment and situations impact us. |
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self-serving bias
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-attributes to personal factors (dispositional)
-take credit for success and failure to environmental factors (situational) -blame others for failure |
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self-effacing bias
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attribute success to help receive (situational)
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Halo Effect
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Initial belief of our positive trait used to infer other uniformly positive characteristics (can be negative too).
Ex: meeting someone who is sociable, and outgoing, you think they are bright. |
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Yerkes-Dodson Law
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How does difficulty and arousel of task affect our performance
-more people around us = more aroused, for simple tasks -complex tasks- more people around=poor performance |
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Social Facilitation
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presence of others has a positive impact on simple or well learned tasks.
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social loafing
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Tendency to put in less effort with group compared to effort alone.
how to combat social loafing? -give individual grades to everyone in group |
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Group thinking
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members of a cohesive group emphasize harmony at expense of critical thinking in decision making.
-how to combat group thinking- speak up when you see something you don't like that is not ok, or honest group voting and have outsiders take a vote. |
