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50 Cards in this Set
- Front
- Back
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The theory states that a persons interpretation of a stimulus evokes the automatic changes quickly. |
James lang theory |
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Simultaneously emotion and arousing stimulus |
Cannon bard theory |
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To express emotion one must be physically aroused and cognitively label the arousal |
Schaters two factor |
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A baseline established, adapt to both positive and negative circumstances. |
Hedonic treadmill |
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Communication between individuals that relies on unspoken gestures |
Nonverbal communication |
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6 universal facial expressions |
Happy sad angry suprised scared disgust |
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The most universal facial expression |
Happiness |
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Emotional intelligence Facial expressions non verbal Using emotions to facilitate thinking, creativity, and problem solving Read a situation and respond correctly |
Perception Facilitating Understanding |
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Lasting general evaluations of people objects and or issues |
Attitudes |
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Tricomponent (ABC) A B C |
Affect (emotions) Behavior( outward) Cognition (thoughts and beliefs) |
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An attitude that is activated automatically from memory without the persons awareness that they posess it. (hidden) Example: religious beliefs |
Implicit attitude |
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A consciously held attitude. Feel comfortable discussing Example: politics |
Explicit attitude |
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Aware, under control, self-reports and controlled behavior, high cognitive resources, less resistant to change |
Explicit |
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Unaware, outside control, influenced by subtle behavior outside our awareness, low cognitive resources, resistant to change |
Implicit |
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The simultaneous possession of contradictory implicit and explicit attitudes toward the same object (working in opposite directions) |
Dual attitudes |
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The process through which people acquire new information forms of behavior or attitudes from other persons |
Social learning |
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Learning through association when a neutral (c) stimulus paired with a + or -(uc) stimulus that naturally produces a (uc/c) automatic response. (commercials) |
Classical conditioning |
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A type of learning in which behavior is strengthened if followed by reinforcement and weakened if followed by punishment ( reinforcement& punishment) |
Operant conditioning |
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Forming attitudes by watching others |
Observational learning |
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Compare ourselves to others in order to determine if our attitudes are correct. |
Social comparison |
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Knowledge function, identity function, self-eesteem, ego |
Attitude functions |
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Can lead to a positive attitude. The more your exposed to something, the more you like it. Repeated exposures to a neutral object will often lead to the development of positive attitude towards that object. |
Mere exposure |
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Asserts that rationalization of shapes, certain attitudes . a feeling of discomfort cussed by performing an action |
Cognitive dissonance |
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Change your attitude, change your perception, minimize the importance of conflict, minimize the importance of conflict, reduce the perceived conflict |
Reducing dissonance |
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Level of specificity, time factors, private vs public awareness, attitude accessibility, attitude strength |
Attitude- behavior relationship |
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Asserts that attitudes influence behavior by shaping intentions. |
Theory of planned behavior |
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Efforts by one or more individuals to change the attitudes beliefs and values of others. |
Social influence |
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Most strict Asking Change based on what other people are doing Doing complete opposite, independence, assertiveness |
Obedience Compliance Conformity Defiant |
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Change attitude or behavior in order to adhere to existing social norms. |
Conformity |
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Rules indicating how individuals are expected to behave in specific situations ( not written unspoken rules that guide our behavior) |
Social norms |
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Publicly acting in accord with a direct request. ( social pressure more likely to give when judgement can occur) |
Compliance |
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Both acting and believing in accord with a request. |
Private |
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Acting in accord with a direct request despite privately disagreeing with it. |
Public |
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Factors of compliance Liking/,asking a friend to help out Say yes\ future yes Donation Limited time Social influence Social pressure Information |
Friendship Commitment/ consistency Reciprocity Scarcity Social validation Authority Giving reasons |
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Set up for real request by first getting a person to comply with a much smaller request |
Foot In The Door |
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A large request follwed by a smaller request |
Door In The Face |
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Direct request for assistance |
Direct Order |
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Secure agreement with a request but then increase size of request by revealing hidden cost. |
Low Balling |
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Influencer begins with a large request then decreases size by offering discount or bonus |
Thats not all technique |
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Efforts to change others attitudes through the use of various kinds of messages. |
Persuasion |
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Straight down the middle, strength and quality, high elaboration, enduring, predictive of behavior |
Central |
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Quick decisions, superficial cues, length of message, attractiveness, expert source, low elaboration, less predictive of behavior |
Peripheral cues |
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Credible, component, trustworthy, similarity, likability |
Source |
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Increase in pervasiveness of low credibility source over time |
The sleeper effect |
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Vidividess, fear, humor, one sided, two sided, repetition |
Message |
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Your side, you convince others to adopt your perspective by representing only your opinion |
One sided |
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Message that involves you acknowledging the opposing arguments in your pitch |
Two sided |
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Knowing someone is going to persuade us and defend the message |
Inoculation hypothesis |
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The theory that the amount of social influence others have depends on their number of strengths and immediacy to those they are trying to influence |
Social impact theory |
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Leads to cognitive dissonance no other excuse |
Insufficient justification |
