Social Psych Ch 1-8

Front 1

social influence

Back 1

the effect that the words, actions, or mere presence of other ppl have on our thougths, feelings, or bx

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social psychology

Back 2

the study of the way in which ppls thoughts, feelings, and bxs are influenced by the real or imagined presence of other ppl as well as how ppl are influenced by thier construal of thier social envirnment

Front 3

construal

Back 3

the way in which ppl perceive, comprehend, and interpret the social world

Front 4

naive realism

Back 4

conviction that we perceive things as they really are

Front 5

individual differences

Back 5

the aspects of ppls personalities that make them different from other ppl, the level of analysis is the individual in the context of a social situation

Front 6

fundamental attribution error

Back 6

the tendency to overestimate the extent to which ppls bx is due to internal, dispositional factors, and to underestimate the role of situational factors (aspects of a social situation that may seem minor can have powerful effects, overwhelming differences in ppls personalities

Front 7

behaviorism

Back 7

a school of psychology maintaining that to understand human bx, one need only consider the reinforcing properties of the environment--that is, how positive and negative events in the environment are associated with specific bxs (based on rewards and punishments)

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gesalt psychology

Back 8

a school of psychology stressing the importance of studying the subjective way in which an object appears in ppls minds rather than the objective, physical attributes of the object
e.g., focus on perceiver when analyzing their interpretation of art

Front 9

Kurt Lewin

Back 9

father of modern experimental psychology

Front 10

what are the two primary motives that underlie our thoughts and bx?

Back 10

the need to feel good and the need to be accurate

Front 11

self esteem

Back 11

peoples evaluations of their own self worth, the extent to which they view themselves as good, competent, and decent (ppl distort/deny reality in order to feel better about themselves)

Front 12

social cognition

Back 12

how ppl think about themselves and the social world; how ppl select, interpret, remember, and use social info to make judgments and decisions

Front 13

our expectations can change the nature of the social world

Back 13

teacher not sure if standardized tests were accurate but later was because students who scored higher were doing better, but only because teacher gave them more attention

Front 14

Stanford prison experiment

Back 14

the prisoners and guards quickly melded into their roles, what was expected of them

Front 15

hindsight bias

Back 15

the tendency for ppl to exaggerate how much they could have predicted an outcome after knowing that is occurred

Front 16

diffusion of responsibility

Back 16

the more witnesses to someone in distress, the less chance someone will help

Front 17

observational method

Back 17

technique whereby a researcher observes ppl and systematically records measurements or impressions of their bx (can take meany forms depending on what looking for, how involved or detached from ppl they are observing, and how much they want to quantify what they observe

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ethnography

Back 18

method by which researchers attempt to understand a group or culture by observing it from the inside, without imposing any preconceived notions they might have (this is key in order to understand POV of those observing)

Front 19

interjudge reliability

Back 19

level of agreement between 2 or more ppl who interdependently observe and code a set of data; by showing 2 or more judges interdependently come up with the same observations researchers ensure that the observations are not subjective, distorted impressions of an individual

Front 20

archival analysis

Back 20

a form of the observational method in which the researcher examines the accumulated documents/ archive of a culture (sometimes does not include all info needed and does not predict bx)

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correlational method

Back 21

the technique whereby two or more variables are systematically measured and the relationship between them (how much one can be predicted from he other) is assessed *does not prove causation*

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correlation coefficient

Back 22

a statistical technique that assesses how well you can predict one variable from another

Front 23

surveys

Back 23

research in which a representative sample of ppl are asked often anonymously) questions about their attitudes or bx. researchers often apply correlational method to survey results to predict how ppls responses to one question predict their other responses

Front 24

what are the advantages and disadvantages to surveys?

Back 24

allows researchers to judge relationship between variables that are difficult to observe, capability to sample representative segments of the population. accuracy of responses is in question

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random selection

Back 25

a way of ensuring that a sample of ppl is representative of a population by giving everyone an equal chance of being selected for a sample

Front 26

experimental method

Back 26

method in which the researcher randomly assigns participants to different conditions and ensures that these conditions are identical except for the independent variable (the one thought to have casual effect on the ppls responses)

Front 27

independent and dependent variables

Back 27

IV: researcher manipulates
DV: measured to see if influenced by IV

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internal validity

Back 28

keeping everything the same except for the independent variable

Front 29

random assignment to condition

Back 29

a process ensuring that all participants have equal chance of taking part in any condition of an experiment

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probability level (p-value)

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tells researchers how likely it is that the result occurred by chance. results are significant if the p-value is less than .05 that the results might be due to chance factors and not the independent variables studied

Front 31

external validity

Back 31

the extent to which the results of a study can be generalized to other situations and ppl

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psychological realism

Back 32

the extent to which the psychological processes triggered in an experiment are similar to psychological processes that occur in everyday life

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cover story

Back 33

a description of the purpose of a study given to participants that is different from its true purpose, used to maintain psychological realism

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field experiments

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experiments conducted in a natural setting rather than in a lab. Participants unaware they are in an experiment

Front 35

what is the basic dilemma of a psychologist?

Back 35

trade off between internal and external validity

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replications

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repeating a study, often with different subject populations or in different settings

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meta-analysis

Back 37

a statistical technique that averages the results of two or more studies to see if the effect of an independent variable is reliable

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basic research

Back 38

studies that are designed to find the best answer to the question of why ppl behave as they do and that are conducted purely for reasons of intellectual curiosity

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applied research

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studies designed to solve a particular social problem

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cross-cultural research

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research conducted with members of different cultures, to see whether the psychological processes of interest are present in both cultures or whether they are specific to the culture in which ppl were raised

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evolutionary psychology

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the attempt to explain social bx in terms of genetic factors that evolved over time according tot he principles of natural selection (social bxs today are prevalent due to adaptions in the past

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informed consent

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making sure ppl know they are going to be part of a study and can withdraw at any time

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deception

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misleading participants about the true purpose of the study or the event that will actually transpire

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institutional review board (IRB)

Back 44

a group made up of at least one scientist, one non scientist,a and one member not affiliated with the institution that reviews all psych research at that institutions and decides whether or not it meets ethical guidelines

Front 45

debriefing

Back 45

explaining to the participants what actually transpired and the purpose of the experiment

Front 46

social cognition

Back 46

how ppl think about themselves and the social world, more specifically, how ppl select, interpret remember, and use social info to make judgments and decisions

Front 47

automatic thinking

Back 47

thinking that is non-conscious, unintentional, involuntary, and effortless (helps us understand new situations by relating them to our prior experiences

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schemas

Back 48

mental structures ppl use to organize their knowledge about the social world around themes or subjects and that influence the info ppl notice, think about, and remember (stereotypes) (allow ppl to relate new experiences to past schemas)

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accessibility

Back 49

the extent to which schemas and concepts are at the forefront of peoples minds and are therefore likely to be used when making judgments about the social world (they are accessible due to past experience, related to a current goal, recent experience)

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priming

Back 50

the process by which recent experiences increase the accessibility of a schema, trait, or concept

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self-fulfilling prophecy

Back 51

the case whereby ppl have an expectation about what another person is like, which influences how they act toward that person, which causes that person to behave consistently with ppls original expectations, making the expectations come true 9e.g., boys do better on tests because the teachers expect them to)

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judgmental heuristic

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mental shortcuts ppl use to make judgments quickly and efficiently

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availability heuristic

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a mental rule of thumb whereby ppl base a judgment on the ease with which they can bring something to mind

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representative heuristic

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a mental shortcut whereby ppl classify something according to how similar it is to a typical case (i.e, how similar a guy with blond hair and is mellow fits with your concept of a Californian)

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base rate information

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info about the frequency of members of different categories int he population

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Barnum effect

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ppl think a vague description sounds exactly like them

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Armadou Diallo case

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black man was shot because cops thought he was pulling out a gun (stereotype)

Front 58

cocktail party effect

Back 58

unconsciously monitor other conversations to see if something important comes up

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the content of our schemas is influenced by what?

Back 59

the culture we live in

Front 60

analytic thinking style

Back 60

a type of thinking in which ppl focus on the properties of objects without considering thier surrounding; this type is common in western cultures

Front 61

evolutionary psychology

Back 61

the attempt to explain social bx in terms of genetic factors that evolved over time according tot he principles of natural selection (social bxs today are prevalent due to adaptions in the past

Front 62

informed consent

Back 62

making sure ppl know they are going to be part of a study and can withdraw at any time

Front 63

deception

Back 63

misleading participants about the true purpose of the study or the event that will actually transpire

Front 64

institutional review board (IRB)

Back 64

a group made up of at least one scientist, one non scientist,a and one member not affiliated with the institution that reviews all psych research at that institutions and decides whether or not it meets ethical guidelines

Front 65

debriefing

Back 65

explaining to the participants what actually transpired and the purpose of the experiment

Front 66

social cognition

Back 66

how ppl think about themselves and the social world, more specifically, how ppl select, interpret remember, and use social info to make judgments and decisions

Front 67

automatic thinking

Back 67

thinking that is non-conscious, unintentional, involuntary, and effortless (helps us understand new situations by relating them to our prior experiences

Front 68

schemas

Back 68

mental structures ppl use to organize their knowledge about the social world around themes or subjects and that influence the info ppl notice, think about, and remember (stereotypes) (allow ppl to relate new experiences to past schemas)

Front 69

accessibility

Back 69

the extent to which schemas and concepts are at the forefront of peoples minds and are therefore likely to be used when making judgments about the social world (they are accessible due to past experience, related to a current goal, recent experience)

Front 70

priming

Back 70

the process by which recent experiences increase the accessibility of a schema, trait, or concept

Front 71

holistic thinking style

Back 71

a type of thinking in which ppl focus on the overall context, particularly the ways in which objects relate to each other; common in east Asian cultures

Front 72

how would a westerner compared to an Asian view a friends face in a group of ppl see understand how they are feeling?

Back 72

Asians would view faces of whole whole group while westerner would just look at friends face

Front 73

what determines if someone will be primed for analytical or holistic thinking?

Back 73

environment

Front 74

controlled thinking

Back 74

thinking that is conscious, intentional, voluntary, and effortfull

Front 75

counter factual thinking

Back 75

mentally changing some aspect of the past as a way of imagining what might have been (the easier it is to undo something mentally, the stronger the emotional reaction) (i.e, silver medalist unhappier than bronze medalist)

Front 76

thought suppression
--monitoring process
--operating process

Back 76

the attempt to avoid thinking about something we would prefer to forget
--automatic part of the system searches for evidence that the unwanted thought is about to intrude on the consciousness
--effortful conscious attempt to distract oneself from finding something else to think about
(if ppl are tired or preoccupied (cognitive load) unwanted thoughts are more likely to spill out)

Front 77

overconfidence barrier

Back 77

the fact that ppl usually have too much confidence in the accuracy of their judgments

Front 78

one goal in experiments is

Back 78

to maximize data, minimize harm to participants
analyze cost/ benefit

Front 79

when observing public bx one does not need

Back 79

informed consent

Front 80

perseverance effect

Back 80

ppl hold onto their beliefs and do not let go no matter how much evidence is shown

Front 81

everyone has the fundamental desire to

Back 81

understand other ppl

Front 82

social perception

Back 82

the study of how we form impressions of and make inferences about other ppl

Front 83

nonverbal communication

Back 83

the way in which ppl communicate, intentionally or unintentionally, without words; includes facial expressions, tone of voice, gestures, body position and movement, the use of touch, and gaze

Front 84

encode

Back 84

to express or emit nonverbal bx, such as smiling or patting someone on the back

Front 85

decode

Back 85

to interpret the meaning of the nonverbal bx other ppl express, such as deciding the pat on the back was an expression of condescension and not kindness (everyone can encode and decode with the same level of accuracy)

Front 86

what did Darwin say about nonverbal bx?

Back 86

not culture specific and that being able to communicate emotional states was an evolutionary atvantage

Front 87

what are the six major expression?

Back 87

happiness, sadness, anger, disgust, surprise, fear

all cultures can accurately encode and decode these

Front 88

affect blend

Back 88

a facial expression in which one part of the face registers one emotion while the other part registers a diff emotions
(this is the reason why decoding is sometimes inaccurate)

Front 89

display rules

Back 89

culturally determined rules about which nonverbal bxs are appropriate to display (i.e, American men hide grief, Asian women hide smiles)

Front 90

emblems

Back 90

nonverbal gestures that are well understood such as the okay sign

Front 91

implicit personality theory

Back 91

a type of schema ppl use to group various kinds of personality traits together; for example, many ppl believe that someone who is kind is generous as well (strongly tied to culture and can be diff) i.e, beautiful ppl are good

Front 92

attribution theory

Back 92

a description of the way in which ppl explain the causes of their own and other ppls bx

Front 93

internal attribution

Back 93

the inference that a person is behaving in a certain way because of something about the person; such as attitude, character, or personality

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external attribution

Back 94

the inference that a person is behaving a certain way because of something about the situation they are in; the assumption is that most ppl would respond the same way in that situation

Front 95

covariation model

Back 95

a theory that states that to form an attribution about what caused a persons bx we systematically note the pattern in the presence or absence of possible causal factors and whether or not the bx occurs
the data we use are how a persons bx changes across time, place, different actors, and targets of the bx
(consensus, distinctiveness, and consistency)

Front 96

consensus info:
distinctiveness info:
consistency info:

Back 96

:info about the extent to which other ppl behave the same way towards the same stimulus as the actor does
:info about the extent to which one particular actor behaves in the same way to a diff stimuli
:info about the extent to which the bx between one actor and one stimulus is the same across time and circumstances

Front 97

ppl likely to make internal attributions when

Back 97

consensus and distinctiveness low but consistency high

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ppl likely to make external attributions when

Back 98

consensus, distinctiveness, and consistency all high (when consistency is low one cannot make clear attribution so rely on external factors)

Front 99

correspondence bias

Back 99

the idea that ppl do what they do because of the kind of ppl they are, not because of the situation they are in (aka fundamental attribution error)

Front 100

perceptual salience

Back 100

the seeming importance of info that is the focus of ppls attention

Front 101

two step process of attribution

Back 101

analyzing another person's bx first by making an automatic internal attribution and only then thinking about possible situational reasons for the bx, after which may adjust the original internal attribution (asian cultures more collectivist, socialized to prefer situational dispositions, less correspondence bias)

Front 102

actor/observer difference

Back 102

the tendency to see other ppl's bx as dispositionally caused but focusing more on the role of situational factors when explaining ones own bx

Front 103

self serving attributions

Back 103

explanations fro ones successes that credit internal, dispositional factors and explanations for ones failures that blame external, situational factors (athletes contribute losses to external and wins to internal factors) we do this to maintain self esteem, we want ppl to admire us
(lower in japan because they take less credit successes)

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defensive attributions

Back 104

explanations for bx that avoid feelings of vulnerability and mortality

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belief in a just world

Back 105

a form of defensive attribution wherein ppl assume that bad things happen to bad ppl and good things happen to good ppl
(i.e, blaming the victim)

Front 106

how is a defendant perceived by the jury?

Back 106

nonverbal bx, appearance, preconceived ideas or beliefs

Front 107

using nonverbal bx to detect lies is often?

Back 107

inaccurate

Front 108

gender roles: ppl find women to be more persuasive if

Back 108

they fit into their gender role

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Micheal Crowe case

Back 109

sister killed in home, police think he did it, force a confession out of him by making him believe he did it though fake lie detector test, telling him fake evidence. This is example of confirmation bias: no matter what evidence is presented they still go with original theory

Front 110

what is the difference between self awareness and self focused?

Back 110

awareness is knowing yourself, focused is narcissistic, have low self esteem and do not know true selves

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self concept and self awareness

Back 111

the concept of the self; that is , our knowledge about who we are.
the act of thinking about ourselves: together these create a coherent sense of identity

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what four functions does the self serve?

Back 112

self knowledge, self presentation, self control, and self justification

Front 113

independent view of the self

Back 113

a way of defining oneself in terms of ones thoughts, own internal thoughts, feelings, and actions of other ppl (western cultures)

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interdependent view of the self

Back 114

a way of defining oneself in terms of one's relationships to other ppl; recognizing that one's bx is often determined by the thoughts, feelings, and actions of others (Asian cultures) women have more relational interdependence (specific relationships) men have more collective interdependence (group)

Front 115

introspection

Back 115

the process whereby ppl look inward and examine their own thoughts, feelings, and motives

Front 116

self-awareness theory

Back 116

the idea that when ppl focus their attention on themselves, they evaluate and compare their bx to their internal standards and values (self focus can remind ppl of right and wrong, ppl turn to drugs and alcohol to escape self)

Front 117

outsider perspective on self

Back 117

east Asians view themselves through he eyes of others

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insider perspective on self

Back 118

western cultures focus on private experiences without considering how other ppl see them (east Asians are more self aware)

Front 119

"telling more than we can know" phenomenon

Back 119

ppls explanations of their feelings and bx often go beyond what they can reasonably know

Front 120

causal theories

Back 120

theories about the causes of one's own feelings and bxs; often we learn such theories from our culture (e.g, absence makes the heart grow fonder)

Front 121

reasons generated attitude change

Back 121

attitude change resulting from thinking about the reasons for one's attitudes; ppl assume their attitudes match the reasons that are plausible and easy to verbalize (introspecting about past actions and current thoughts does not always explain why we feel the way we do) hard to explain attitude returns

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self perception theory

Back 122

the theory that when our attitudes and feelings are uncertain or ambiguous, we infer those states by observing our bx and the situation in which it occurs (we infer our inner feelings from our bx only when we are unsure of how we feel)

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extrinsic motivation

Back 123

the desire to engage in an activity because of external rewards or pressures, not because we enjoy the task or find it interesting

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intrinsic motivation

Back 124

the desire to engage in an activity because we enjoy it or find it interesting, not because of external rewards or pressures

Front 125

over justification effect

Back 125

the tendency for ppl to view their bx as caused by compelling extrinsic reasons, making them underestimate the extent to which it was caused by intrinsic reasons

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task contingent rewards

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rewards that are given for completing a task, regardless of whether or not he task was done well

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performance contingent rewards

Back 127

rewards that are based on how well we perform a task

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two factor theory of emotion

Back 128

the idea that emotional experience is the result of a two step self perception process in which ppl first experience physiological arousal and then seek an appropriate explanation for it (ppls emotions are somewhat arbitrary, depending on what the most plausible explanation fro the arousal happens to be)

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misattribution of arousal

Back 129

the process whereby ppl make mistaken inferences about what is causing them to feel the way they do (men on bridge feel more attracted to a men because misattribute arousal from fear as lust)

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appraisal theories of emotion

Back 130

theories holding that emotions result from ppls interpretations and explanations of events, even in the absence of arousal (arousal does not always come first)

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fixed mindset

Back 131

the idea that we have a set amount of ability that cannot change

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growth mindset

Back 132

the idea that our abilities are malleable qualities that we can cultivate and grow

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social comparison theory

Back 133

the idea that we learn about our own abilities and attitudes by comparing ourselves to other ppl (we compare when we are unsure of ourselves and there is no objective standard to compare) it is most informative to compare ourselves to others with similar background in area of question)

Front 134

downward social comparison

Back 134

comparing ourselves to ppl who are worse than we are on a particular trait or ability (boost ego)

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upward social comparison

Back 135

comparing ourselves to ppl who are better on a particular trait or ability

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social tuning

Back 136

the process whereby ppl adopt another persons attitude (can happen unconsciously, usually when we want to get along with someone)

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self regulatory resource model

Back 137

self control requires energy thus energy is limited for other tasks

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impression management

Back 138

the attempt by ppl to get others to see them as they want to be seen (politicians)

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integration

Back 139

the process whereby ppl flatter, praise, and generally try to make themselves likeable to another person, often of higher status

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self-handicapping

Back 140

the strategy whereby ppl create obstacles and excuses for themselves so that if they do poorly on a task, they can avoid blaming themselves

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Heaven's Gate cult

Back 141

believed a spaceship was following Hale-Bopp commit and all committed suicide so they could be taken away by it

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what is the most powerful determinant of bx

Back 142

the need to preserve a stable, positive self image

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cognitive dissonance is most powerful and upsetting when

Back 143

ppl behave in ways that threaten their self esteem. it forces us to confront he discrepancy between who we think we are and how we have in fact behaved

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what are the three ways to reduce cognitive dissonance?

Back 144

1. change bx
2. by attempting to justify our bx through changing one of the dissonant cognitions
by attempting to justify our bx by adding new cognitions

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impact bias

Back 145

the tendency to overestimate the intensity and duration of our emotional reactions to future negative events

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post decision dissonance

Back 146

dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluing the rejected alternatives (the more important the decision, the greater the dissonance)

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lowballing

Back 147

salesperson gets customer to agree to one price only to tell him that he cannot sell for that low of a price

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dissonance reduction following a difficult moral decision can cause ppl to behave either more or less ethically int the future

Back 148

ppl will harden or soften attitude on cheating on exams depending on if they decide to cheat or not

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justification of effort

Back 149

the tendency for individuals to increase their liking for something they have worked hard to attain (i.e, hazing makes ppl like fraternity more)

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external justification

Back 150

a reason or an explanation for dissonant personal bx that resides outside the individual (e.g, in order to receive a large reward or avoid a severe punishment)

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internal justification

Back 151

the reduction of dissonance by changing something about oneself (e.g, attitude or bx)

Front 152

counterattitudinal advocacy

Back 152

stating an opinion or attitude that runs counter to one's private belief or attitude (the smaller the incentive the more likely ppl would better support an issue they were against because they created internal justification)

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hypocrisy induction

Back 153

the arousal of dissonance by having individuals make statements that run counter tot heir bxs and then reminding them of the inconsistency between what they advocated and their bx. the purpose is to lead individuals to more responsible bx

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insufficient punishment

Back 154

the dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity or object, usually resulting in an individual's devaluing of the forbidden activity or object

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self persuasion

Back 155

a long lasting from of attitude change that results from attempts at self justification

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Ben Franklin effect

Back 156

if you do a favor for someone you will like them more

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Rick Scott and cognitive dissonance

Back 157

barely won election and now a majority of ppl do not like him but some ppl do still maybe because of cognitive dissonance

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Warren Jeffs

Back 158

cult leader, ppl say they do not regret being in cults because of cognitive dissonance

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scientific jury selection

Back 159

have them take surveys, explain o them that there are no right or wrong answers, make it a comfortable setting, thank each person, (client centered psychotherapy approach)

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Clifford Davis and Cody Rogers

Back 160

case specific attitudes are best at predicting what ppls verdict will be

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need for cognition

Back 161

not a huge correlation between intelligence and need for cognition, higher need for cognition better for jury because willing to see both sides

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attitudes

Back 162

evaluations of ppl, objects, and ideas (often determine what we do)

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what are the three components of attitudes

Back 163

affectively based, cognitively based, ad behaviorally based

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cognitively based attitude

Back 164

an attitude based primarily on ppls beliefs about the properties of an attitude object (a cars gas mileage, safety)

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affectively based attitude

Back 165

an attitude based more on feelings and values than on their beliefs about the nature of an attitude object

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behaviorally based attitude

Back 166

an attitude based on observations of how one behaves toward an attitude object

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self-perception theory

Back 167

ppl don't know how they feel until they see how they behave (ppl do this when there are no other plausible explanations for their bx)

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explicit attitudes

Back 168

attitudes we consciously endorse and can easily report

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implicit attitudes

Back 169

attitudes that are involuntary, uncontrollable, and at times unconscious, often rooted in childhood experiences (implicit association test)

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how do attitudes change?

Back 170

in response to social influence, through cognitive influence

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persuasive communication

Back 171

communication (i.e, speech or t.v. ad) advocating a particular side of an issue

Front 172

Yale attitude change approach

Back 172

the study of the conditions under which ppl 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

Front 173

elaboration likelihood model

Back 173

a model explaining two ways in which persuasive communications can cause attitude change: centrally, when ppl are motivated and have the ability to pay attention to the arguments in the communication, and peripherally, when ppl do not pay attention tot he arguments but are instead swayed by surface characteristics (i.e, who gave the speech)

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central route persuasion

Back 174

the case whereby ppl elaborate on a persuasive communication, listening carefully to and thinking about the arguments, as occurs when ppl have both the ability and the motivation to listen carefully to a communication

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peripheral route to persuasion

Back 175

the case whereby ppl do not elaborate the arguments in a persuasive communication but are instead swayed by peripheral cues

Front 176

motivation to pay attention to an argument is

Back 176

how important the topic is to a person's well being, when it is personally relevant

Front 177

need for cognition

Back 177

a personality variable reflecting the extent to which ppl engage in and enjoy effortful cognitive activities (ppl with low need for cognition often rely on peripheral cues)

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fear-arousing communications

Back 178

persuasive messages that attempt to change ppl's attitudes by arousing their fears (sometimes succeed in scaring ppl but not in providing recommendations to reduce this fear, they fail if the fear is overwhelming)

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heuristic-systematic model of persuasion

Back 179

an explanation of the two ways in which persuasive communications can cause attitude change: either systematically processing the merit of the argument or using mental shortcuts (heuristics) such as "experts are always right"

Front 180

if an attitude is cognitively based try and change it with...
if an attitude is affectively based try and change it with

Back 180

rational arguments
emotional appeals

Front 181

attitude inoculation

Back 181

making ppl immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position (can help teens resist peer pressure)

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reactance theory

Back 182

the idea that when ppl feel their freedom to perform a certain bx is threatened, an unpleasant state of reactance is aroused, which they can reduce by performing the threatened bx

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attitude does not always predict bx

Back 183

Chinese couple study
(can be predicted in certain circumstances such as whether bx trying to predict is spontaneous or planned)

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attitude accessibility

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the strength of the association between an attitude object and a person's evaluation of that object, measured by he speed with which ppl can report how they feel about the object (when accessibility is high, your attitude comes to mind more easily whenever you see or think about the object)

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highly accessible attitudes are more likely to predict

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spontaneous bxs because more likely to be thinking about the attitude when they are called on to act

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theory of planned bx

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the idea that the best predictors of a person's planned, deliberate bxs are the persons attitudes toward specific bxs, subjective norms, and perceived behavioral

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specific attitudes

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only specific attitudes toward the bx in question can be expected to predict that bx

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subjective norms

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their beliefs about how ppl they care about will view the bx in question

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perceived behavioral control

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ppls intentions are influenced by the ease with which they believe they can perform the bx

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split cable market tests

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advertisers work with cable and grocery stores show target commercial to random selection and track what they buy. this is best evidence that ads work

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subliminal messages

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words or pictures that are not consciously perceived but may nevertheless influence ppls judgements, attitudes, and bxs

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ads transmit cultural stereotypes in their words and images subtly linking products with desired images

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i.e, women dissatisfies with their bodies because media promotes thin, perfect body

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conformity

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a change in ones bx due to the real or imagined influence of ppl

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informational social influence

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the influence of other ppl that leads us to conform because we see them as a source of info to guide our bx; we conform because we believe that others interpretation of an ambiguous situation is more correct than ours and will help us choose an appropriate course of action

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private acceptance

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conforming to other ppls bx out of a genuine belief that what they are doing or saying is right

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public compliance

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conforming to other ppls bx publicly without necessarily believing in what they are doing or saying

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a variable that affects informational social influence

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how important it is that the individual is accurate at the task 9the more important it is the more we will rely on other ppl fro info and guidance)

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contagion

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the rapid spread of emotions or bxs through a crowd

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mass psychogenic illness

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the occurrence, in a group of ppl, of similar physical symptoms with no know physical cause (starts with one person often from a stressor, then other ppl develop in order to try and explain the bx)

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when will ppl conform to informational social influence?

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when the situation is ambiguous, when the situation is a crisis, and when the other ppl are experts

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social norms

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the implicit or explicit rules a group has for its members (those who do not follow are ridiculed or excluded)

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hikikomori

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Japanese teenagers who have withdrawn completely from social interaction

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normative social influence

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the influence of other ppl that leads us to conform in order to be liked and accepted by them; this results in public compliance with the groups beliefs and bxs but not necessarily private acceptance of them (line experiment)

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the two step process that happens when someone resists normative social influence is

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1. they try to communicate
2. if that fails they withdraw from member

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informational social influence

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method by which women learn what kind of body is considered attractive at given time in their culture (problems with eating disorders are on the rise) the more exposure men had to magazines the more they values a thin body

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social impact theory

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the idea that conforming to social influence depends on the strength of the groups importance, its immediacy(how close to you is the group in space and time), and the number of ppl in the group. Normative pressures stronger when they come from ppl whose friendship, love, and respect we cherish

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idiosyncrasy credits

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the tolerance a person earns over time, by conforming to group norms; if enough credits are earned then the person can on occasion behave deviantly from the group

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cultural values affect normative social influence

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collectivist cultures have higher rates of conformity, because conformity is a valued trait

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minority influence

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the case where a minority of group members influences the bx or beliefs of the majority (must express same view over time and all members of minority must agree)

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injunctive norms

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ppls perceptions of what bxs are approved or disapproved of by others (motivate bx by promising rewards to punishments)

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descriptive norms

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ppls perceptions of how ppl actually behave in given situations, regardless of whether this bx is approved or disapproved by others (i.e, leaving trash in movie theater)

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injunctive norms are more powerful than descriptive norms in producing desirable bx

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true

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boomerang effect

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you mean to decrease bx of above average level ppl but end u increasing bx of below average level ppl (i.e, alcohol consumption in college students)

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Milgram experiments

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shock experiments, obedience

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it was difficult for ppl to abandon the obey authority norm because of what 3 reasons?

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1. fast paced preventing them from reflecting on what they were doing
2. cognitive dissonance, they self justified their actions (one shock at a time)
3. loss of personal responsibility, just following orders