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102 Cards in this Set
- Front
- Back
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Factors in Persuasion |
Source Message Medium/channel-how it was communicated Target- who is being persuaded |
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Conformity |
copying the behavior & beliefs of others, whether told to or not |
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Symbol Using for the Self |
we are capable of using complex information to understand our world
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Altruism |
unselfish behavior that benefits others w/o regard to consequences for the self |
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Effortful/ Explicit Cognition |
intentional, influences deliberate behavior- decisions & conclusions |
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The Actor/Observer Effect |
we tend to overrate situational causes for our own behavior
(assume we do what we do because of what is going on around us) |
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The Self |
a symbol using, self-reflective, social being
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Mood |
diffuse, nonspecific, persistent (affect) |
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Explicit Attitude |
consciously held attitude, based in rules & logic sensitive to new information/changeable |
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Self-Reflective for the Self |
we are aware of ourselves as social beings, we are capable of evaluating our own behavior |
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Negative Mood |
there is a problem/threat more likely to use effortful cognition increases accuracy of judgment
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Achievement Goals |
A need to succeed in a particular domain |
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Social Cognition |
analysis, interpretation, recall & use of information about the social world |
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William James |
"I"- active perceiver & initiator of action "Me"- what symbolizes & affirms who we are (roles, relationships) |
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George Herbert Mead |
"I"- active perceiver & initiator of action "Me"- self made up roles & others perceptions |
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Obedience |
performance of an action in response to a direct order |
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Relational Aggression |
spreading rumors, gossip, encouraging ostracism |
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Outgroup |
Any group to which you do not belong "them" |
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Altruistic helping |
help another without expecting anything back |
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Aggression |
any form of behavior that is intended to harm or injure a person/object/yourself |
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Reciprocal Altruism |
tendency to help others with expectation that they are likely to help us in return @ some time |
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Hostile Aggression |
behavior intended to harm another either physically or psychologically |
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Sex |
Biological distinction |
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Personal Distress Motive |
people are motivated to help others in need, in order to reduce their own stress |
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Egoistic Helping |
Help another & expect something in return |
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Mood-Congruent Recall |
tendency to retrieve memories that match your current mood |
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Empathic Concern |
helping those who suffer because you imagine what they are feeling & have a desire to help |
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False Uniqueness |
underestimate how common our most desirable qualities/traits are |
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Social Influence |
The many ways that people affect one another (changes in attitude, beliefs, etc.) |
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Actual- Ought Discrepency |
We are not living up to our ought self, were letting others down |
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Physical Aggression |
Fighting |
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Ingroup |
Any group to which you belong |
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Persuasion |
process of consciously attempting to change attitudes through the transmission of a message |
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Stereotyping |
Beliefs about people based on social group membership |
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Deindividuation |
Reduced sense of individual identity, accompanied by diminished self-regulation (happens to people in large groups) |
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Discrimination |
Behavior towards members of a specific group |
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Equity & Reciprocity in Help |
Seek to maintain a balance between help given & received (from who & type of help matter) |
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Outgroup Derogation |
Negative evaluations of outgroup members |
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Attitude |
a positive/negative evaluation of an object (involves behavior, affect & cognition) |
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Motivation |
internal state that activates & gives direction to thoughts & behaviors satisfaction of biological/psychological needs |
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Social Rejection |
being ostracized &/or rejected by others |
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Evolutionary Theory |
gender differences are rooted in biology women have evolved to be caring & men have evolved to be dominant |
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Contrast Effect |
average rated much less attractive compared to a highly attractive person |
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Social Rewards Motive |
act altruistically w/ an eye toward how it will look towards others |
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Ought Self |
self others expect us to be |
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Actual Self |
ourselves as we are right now |
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Bystander Intervention |
less likely to help when others are present |
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Extrinsic Motivation |
motivation is external to the activity do it for what it brings to you (job for $) |
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Regulatory Focus |
promotion focus- focus on maximizing goals prevention focus- focus on minimizing losses |
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Prosocial Behavior |
voluntary behavior that is carried out to benefit another person |
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Actual-Ideal Discrepency |
aren't living up to who we want to be |
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Intrinsic Motivation |
motivated by inherent nature of a activity, do it for yourself/joy |
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Self-Discrepency |
psychological distance between possible selves |
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Rejection |
explicit declaration that an individual/group is not wanted |
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Ideal Self |
self as we want & desire to be |
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External Compliance |
compliance with private disagreement |
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Communion |
Gendered Traits- suggesting nurturing & warmth typically associated with women |
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Social Role Theory for Gender Difference |
gender differences are a product of culture, behavior is a product of expectations
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Socioemotional Groups |
come together to provide emotional support |
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Stable Attribution |
some cause are lasting, some causes are fluctuating |
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Ingroup Bias |
we tend to evaluate members of our ingroups more favorably |
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Ostracism |
ignoring & excluding of individuals or groups by another individual or group |
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Implicit Attitude |
automatic, unconscious attitude, hard to change, based on an accumulation of information |
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Task groups |
come together to accomplish a specific job |
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Gender Role |
specific behaviors/traits that are associated with masculinity/feminity within society |
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Social Psychology |
psychology of the individual as a social being how the presence of others affects the individual & vice versa |
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Evaluation Aprehension |
peoples concern about how they might appear in the eyes of others |
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Gender Identity |
the individuals experience of themselves as masculine/feminine |
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Emotion |
targeted, brief, connected to something/someone
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Delegitimization |
placing an out group into a negative social category, makes them less human |
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Attribution |
the use of information to explain reasons for behavior |
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The Fundamental Attribution Error |
we tend to overrate personal causes for other peoples behavior, assume people do what they do because of who they are |
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False Consensus |
overestimate how common our attitudes & beliefs are |
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Performance Goals |
Extrinsically motivated, attempt to get favorable judgments & avoid challenges |
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Social Penetration Theory |
Relationships become closer through increasing levels of self-disclosure |
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Social Being for the Self |
ourselves develop because we are one of many, exist to distinguish us from others |
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Positive Mood |
everything is fine, more likely to use effortless cognition, attention & accuracy are less important if theres no threat, likely to rely on stereotypes |
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Peripheral Route in Persuasion |
people attend to superficial aspects of the message (attractiveness of the communicator/length of the message) |
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Instrumental Aggresion |
use of harmful behavior to achieve some other goal |
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Gender |
behavioral traits associated with men & women |
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Internal Compliance |
compliance with private agreement |
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Symbolic Conflict |
does not involve tangible resources, whose faith is identified with the country, values/rituals |
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Internal Attribution |
we behave how we behave because of who we are (personality traits, mood, attitudes) |
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Informational Social Influence |
influence of other people that results from taking their actions as a source of information about what is correct |
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Informational Conformity |
conform to gain correct information |
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Negative State Relief Hypothesis |
doing something for someone else, as a way to make ourselves feel better |
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Compliance |
publicly acting in line with a direct request |
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Prejudice |
evaluations of members of a social group or the groups themselves |
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Self-Schema |
organization of self-concept in memory |
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Effortless/Implicit Cognition |
unintentional/automatic, influences nonverbal behavior a "gut feeling" |
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Realistic Conflict Theory |
intergroup conflict develops from competition for limited resources |
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Self-Concept |
sum total of a persons thoughts & feelings that defined the self as an object |
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Controllability Attribution |
some causes are within our control & some causes are outside of our control |
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Agency |
gendered traits, suggesting action/assertiveness typically associate with men |
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Central Route in Persuasion |
people think carefully & deliberately about the content of the message |
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Confirmation Bias |
tendency to seek out information that supports our beliefs and pick apart information that doesn't |
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External Attribution |
cause of behavior found in the situation (luck, circumstances, we do it because of where we are) |
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Normative Social Influence |
influence of other people that comes from the individuals desire to avoid their disapproval/judgments |
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Mood-Congruent Perception |
tendency to interpret information in a way that matches our current mood |
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Social Norms |
an expected standard of behavior & belief established & enforced by a group |
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Mastery Goals |
intrinsically motivated, involves seeking out challenges to become better |
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Normative Conformity |
conform to gain rewards or avoid punishment from another person or group |
