Social Psych Exam 1

Front 1

The Chameleon Effect

Back 1

Chartrand and Bargh - mimicry is biologically wired

Front 2

Studies show we do like people who imitate us even at a non-conscious level

Back 2

Is imitation the highest form of flattery?

Front 3

Compliance

Back 3

changes in behavior that are elicited by direct request

Front 4

obedience

Back 4

behavior change promoted by the commands of authority

Front 5

Sherif's autokinetic effect study

Back 5

3 person groups
3 group sessions
Estimate how much the light is moving
Got to a norm eventually

Front 6

Asch's line study

Back 6

1, 2, 3, 4, 8, 15 confederates
37% of people conformed
25% did not conform
50% conformed half of the time
One being in agreement with subject led to an 80% decrease in conformity

Front 7

Wilder's Group Size Ideas

Back 7

People are more influenced by 2 groups of 2 than 1 group of 4

Front 8

Cialdini's study of littering

Back 8

more litter = people are more likely to litter
more littering when the setting is cluttered and when others littered

Front 9

Presence of an ally

Back 9

Asch - one ally led to 80% drop in conformity
Most unlikely Supreme Court decision is 8-1

Front 10

Men's conform more...and like....women

Back 10

conform more in private and like agreeable women

Front 11

Women conform more when in....and like.....men

Back 11

Conform more in public and like independent men

Front 12

Individualism

Back 12

focus on individual goals (independent, autonomous, self-reliant)

More complex (industrious), more affluent (personal prosperity), heterogenous (people are looser)

Front 13

Collectivism

Back 13

Focus on interdependence (social harmony)

Less complex (industrialized), less affluent (personal wealth), homogenous (tighter language, religion)

Front 14

Moscovici's ideas on minority influence

Back 14

Minority must be forceful, persistent, and unwavering but flexible and open-minded

Front 15

Hollander's ideas on minority influence

Back 15

People should conform at first to earn idiosyncrasy credits and when they have accumulated enough, their dissent will not be as harshly looked upon

Front 16

Langer's copier study

Back 16

Just need copier - 60% comply
Give a reason - 94% comply
No reason, but use because - 93% comply

Front 17

The foot-in-the-door technique

Back 17

Setup someone for the real request with a smaller one first

Front 18

The Golden Rule

Back 18

The Universal Norm of Reciprocity

Front 19

Homemaker Study (Freedman and Fraser)

Back 19

53% of women allowed surveyors to come into their homes after already answering a phone survey for them when first asked

Foot-in-the-door

Front 20

Coke Study (Regan)

Back 20

Subjects paid 43 cents more on raffle tickets when given a Coke

Universal Norm of Reciprocity

Front 21

low-balling

Back 21

secure an agreement and then increase its size by revealing hidden costs. works best in private and when done by same person

Front 22

Early morning Psych study (Cialdini)

Back 22

31% said yes to 7am study
56% said yes when asked to participate and then told time after agreeing

Front 23

door-in-the-face technique

Back 23

preface real request with one that is much too large

Front 24

Volunteering with kids study (Cialdini)

Back 24

50% agreed when asked for 2 hrs/wk/2 yrs and then just the zoo
17% agreed with just the zoo

Front 25

that's not all folks

Back 25

influencer begins with large request then decreases it by offering discount/bonus

Front 26

Cupcake study (Burger)

Back 26

73% bought when cupcake went from $1 to 75 cents
44% bought when price was just 75 cents

Front 27

social perception

Back 27

general term for the processes by which people come to understand one another

Front 28

the elements of social behavior

Back 28

persons, situations, and behaviors

Front 29

College student face study (Willis and Todorov)

Back 29

correlations were high in all categories (trustworthy, competent, likable, aggressive, attractive) at all time intervals

Front 30

Physiognomy

Back 30

the art of reading characteristics from faces

Front 31

Hassin and Trope's babyfacedness characteristics

Back 31

Large eyes, curly hair, long eyelashes, full round face

Front 32

Reasons babyfacedness affects behavior

Back 32

1. humans are programmed to respond gently to infant features

2. we learn to associate infant features with helplessness

3. maybe there is a link between physical appearance and behavior

Front 33

scripts

Back 33

preset notions about certain situations that enable people to anticipate the goals, behaviors, and outcomes likely to occur

Front 34

Atypical

Back 34

Do you learn more about a person if their scripts are typical or atypical?

Front 35

nonverbal behavior

Back 35

behavior that reveals a person's feelings without words - through facial expressions, body language, and vocal cues

Front 36

Happy, sad, angry, fearful, surprised, and disgusted

Back 36

What are the six primary emotions?

Front 37

anger superiority effect

Back 37

people are quicker to spot, and slower to look away from angry faces in a crowd than faces with neutral and less threatening emotions

Front 38

spoken word CONTROLLED
the face CONTROLLED
the body - easier to notice deception
the voice - pitch raises, hesitates

Back 38

What are the four channels that provide relevant info and how effective are they?

Front 39

Jones' and Davis' Correspondent Inference Theory

Back 39

predicts that people try to infer from an action whether the act itself corresponds to an enduring personal characteristic

Front 40

Choice

Back 40

Part 1 of Jones and Davis correspondent inference theory - behavior that is freely chosen is more informative than behavior that is coerced (Castro paper)

Front 41

Expectedness

Back 41

Part 2 of Jones and Davis correspondent inference theory - people think that they know more about the atypical (wearing jeans to class vs. a suit)

Front 42

Effects/Consequences

Back 42

Part 3 of Jones and Davis correspondent inference theory - acts that produce more than one positive outcome do not reveal as much as those which produce just one (good salary, fun, location vs. just location)

Front 43

Kelley's covariation principle

Back 43

principle of attribution theory holding that people attribute behavior to factors that are present when a behavior occurs and absent when it does not

Front 44

Consensus info

Back 44

Part 1 of Kelley's covariation principle - do others like the movie? does Jim make others cry?

Front 45

Distinctiveness info

Back 45

Part 2 of Kelley's covariation principle - does he like all movies? does she cry all the time?

Front 46

Consistency info

Back 46

Part 3 of Kelley's covariation principle - does he like the film later? has Jim made her cry before?

Front 47

cognitive heuristics

Back 47

info processing rules that enable us to think in ways that are quick and easy, but often lead to error

Front 48

availability heuristic

Back 48

tendency to estimate odds that event will occur by how easily instances of it pop to mind - are there more words that start with R or more words that have R as the third letter?

Front 49

false consensus effect

Back 49

tendency for people to overestimate extent to which others share opinions, attributes, and behaviors

Front 50

base-rate fallacy

Back 50

people are insensitive to numerical base rates or probabilities - being influenced more by lottery winners and harsh plane crashes

Front 51

counterfactual thinking

Back 51

tendency to imagine alternative outcomes that might have occurred but didn't (what if?)

Typical with education, career, and romance

Front 52

fundamental attribution error

Back 52

tendency to focus on role of personal causes and underestimate the impact of situations on other people's behavior

Front 53

Game show study (Ross)

Back 53

Even though audience knew the questioner made up the questions, they still rated the questioner as smarter than the contestants

Front 54

Social perception

Back 54

1. identify behavior and make quick personal attribution

2. correct or adjust to account for situational factors

Front 55

Taylor and Fiske

Back 55

Participants faced either actor A or B and whomever they faced was considered to be more dominant

Front 56

actor-observer effect

Back 56

tendency to attribute our behavior to situational causes and the behavior of others to personal factors (counselors to prisoners)

Front 57

True

Back 57

True or false: attribution error is a western phenomenon?

Front 58

US flag - Fish was leading
Chinese flag - Fish was being chased

Back 58

What were the differences when participants saw a US or Chinese flag before Ying-yi Hong's fish study?

Front 59

belief in a just world

Back 59

belief that people get what they deserve in life, an orientation that leads people to disparage victims

Front 60

impression formation

Back 60

process of integrating information about a person to form a coherent impression

Front 61

summation model

Back 61

the more positive traits there are, the better

Front 62

average model

Back 62

the higher the average value of all traits, the better

Front 63

information integration

Back 63

impressions formed of others are based on a combination, or integration, of:

1. personal distributions of the perceive and
2. a weighted average, not a simple average, of target person's characteristics

Front 64

priming effects

Back 64

tendency for frequently or recently used concepts to come to mind easily and influence the way we interpret new information

Front 65

trait negativity bias

Back 65

tendency for negative information to weigh more heavily than positive information

Front 66

implicit personality theory

Back 66

network of assumptions that we hold about relationships among various types of people (OJ Simpson)

Front 67

central traits

Back 67

traits that exert a powerful influence on overall impressions such as warm and cold (Asch)

Front 68

primacy effect

Back 68

tendency for info presented early to have more impact on impressions

Asch - two lists just inverse of each other

Front 69

need for closure

Back 69

desire to reduce cognitive uncertainty, which heightens the importance of first impressions

Front 70

change of meaning hypothesis

Back 70

once people have formed an impression, they start to interpret inconsistent info in light of impression

Front 71

confirmation biases

Back 71

tendency to seek, interpret, and create info that verifies existing beliefs

Front 72

belief perseverance

Back 72

tendency to maintain beliefs even after they have been discredited

Front 73

self-fulfilling prophecy

Back 73

process by which one's expectations about a person eventually lead that person to behave in ways that confirm those expectations

Front 74

Pygmalion in the classroom (Rosenthal)

Back 74

teachers' expectations significantly predicted their students' performance 36% of the time

teachers alter their behaviors in ways that are consistent with initial student impressions

Front 75

1. perceiver forms an impression of target

2. perceiver behaves in manner that is consistent with first impression

3. target unwittingly adjusts behavior to perceiver's actions

Back 75

three steps of how the self-fulfilling prophecy works

Front 76

bounded rationality

Back 76

we are rational within bounds depending on our abilities, motives, available time, and other factors

Front 77

two-factor theory of emotion (Shachter and Singer)

Back 77

EMOTION (A) = AROUSAL (B) + LABELING OF AROUSAL (C)

Front 78

William James

Back 78

Whose theory states that...

self-esteem = achievements/pretensions (aspirations)

Front 79

T. Higgins

Back 79

Whose theory states that...

the self-as-is comes from what we want from our ought self (self that means duty/obligation) and ideal self (fulfills hopes and dreams)

Front 80

self-awareness theory

Back 80

self-focused attention leads people to notice self-discrepancies, thereby motivating either an escape from self-awareness or a change in behavior

Front 81

"shaping up"

Back 81

behaving so that self-discrepancies are lowered

(self awareness theory)

Front 82

"shipping out"

Back 82

withdrawing from self-awareness

Front 83

Beaman Halloween Study

Back 83

34% of kids took too much candy
With mirror, only 12% did

Front 84

Bateson Tea Study

Back 84

People paid 3x as much for tea when eyes were on the wall as compared to flowers on the wall

Front 85

drug abuse, sexual masochism, binge eating, suicide

Back 85

if people cannot reduce self-discrepancies, they escape from awareness through...

Front 86

private self-consciousness

Back 86

personality characteristic of individuals who are introspective, often attending to their own inner states

Front 87

public self-consciousness

Back 87

personality characteristic of individuals who focus on themselves as social objects, as seen by others

Front 88

self-regulation

Back 88

processes by which we seek to control or alter our thoughts, feelings, behaviors, and urges

Front 89

Dieters who were more tempted by snack food during a film ate more ice cream than other dieters and non-dieters afterwards

Back 89

Vohs and Heatherton's Diet Study

Front 90

ironic processes

Back 90

the harder you try to inhibit a thought, feeling, or behavior, the less likely you are to succeed

Front 91

implicit egotism

Back 91

nonconscious form of self-enhancement (Penny and Sylvia)

Front 92

self-serving cognitions

Back 92

people take credit for success and distance themselves/blame something for failure

Front 93

self-handicapping

Back 93

actions people take to handicap their own performance in order to build an excuse for anticipated failure

Front 94

procrastination

Back 94

purposive delay in starting or completing a task that is due at a particular time

Front 95

take drugs, neglect to practice

Back 95

What do men do when they self-handicap?

Front 96

report stress, physical symptoms

Back 96

what do women do when they self-handicap?

Front 97

sandbagging

Back 97

play down our abilities, lower expectations, and predict for everyone to hear that we will fail

Front 98

bask in reflected glory (BIRG)

Back 98

increase self-esteem by showing off their connections to successful others

Front 99

cutting off reflected failure

Back 99

CORF

Front 100

downward social comparisons

Back 100

defensive tendency to compare ourselves with others who are worse off than we are

Front 101

temporal comparisons

Back 101

comparisons between our past and present selves

Front 102

social comparison jealousy

Back 102

mixture of emotions that include resentment, envy, and a drop in self-esteem

Front 103

Baumeister's view of positive illusions

Back 103

they lead people to chronic patterns of self behavior and they are rated less favorably by friends despite thinking that they are all around good people

Front 104

spotlight effect

Back 104

tendency to believe that the social spotlight shines more brightly on oneself than it really does

Front 105

self-presentation

Back 105

strategies people use to shape what others think of them

Front 106

strategic self-presentation

Back 106

the 1st type of self-presentation:

consists of our efforts to shape others' impressions in specific ways in order to gain influence, power, sympathy, and approval

Front 107

ingratiation

Back 107

part of strategic self-presentation:

acts that are motivated by the desire to "get along" with others and be liked

Front 108

self-promotion

Back 108

part of strategic self-presentation:

acts that are motivated by the desire to "get ahead" and gain respect for one's competence

Front 109

self-verification

Back 109

the 2nd type of self-presentation:

desire to have others perceive us as we truly perceive

Front 110

self-monitoring

Back 110

tendency to regulate one's behavior to meet demands of social situations

Front 111

high self-monitors

Back 111

people who are poised, ready, and able to modify from one setting to the next

Front 112

low self-monitors

Back 112

people who are more consistent behaviorally and do not often change for others