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99 Cards in this Set
- Front
- Back
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what is self-concept?
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-what we believe to be true to ourselves
-our traits, feeling qualities -what we think is true to ourselves |
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what is self-esteem?
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-how we feel about our own self worth
-do I like me? do I think I am a worthy, likable? -add up all the positive and negative things you say about yourself |
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what is self-schema?
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-the cognitive representation and structure of our self-concept
-how are the various components of our self-concept put together -how is it organized (list people in clumps) |
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Tarzan Example
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-the looking glass self
-we learn about the self from others -Tarzan has learned from apes -his self concept will be very ape like instead of human like |
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Higher primates & self-awareness study
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-higher primates had higher sense of self-awareness
-lower primates didn't -went to zoos, put big red dots on their noses and gave them a mirror to look at -higher primates knew they had red dots on their nose |
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when do babies become self-aware?
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25% by 1 year
75% by 2 years they can realize themselves in a mirror and recognize another baby |
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Self-awareness is key to....
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achieving goals
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"are tidy" vs "Should be tidy" study
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-we learn about ourselves from others
-kids that are told that they ARE TIDY are more likely to be tidy in another context |
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what is the self-awareness theory?
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-when we are highly-self aware, we compare our behavior to our standards and values
-mirror in a weight room, gives you feedback and makes you focus more on your behavior |
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Mirrors, poor performance, and leaving a room study
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-participants take impossible anagram test
-participants leave faster if they are facing the mirror rather than when the mirror was behind them |
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Anagrams, mirrors cheating study
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-participates get 5 minutes to finish task
-told the more they solve, the higher of IQ -people facing the mirror stoped when the timer was up -people facing away from the mirror, 71% cheated |
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what is the self-preception theory?
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when our beliefs are weak or ambivalent, we infer them from our own behaviors
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Examples of the self-perception theory?
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"You are what you pretend to be, so beware of what you pretend to be"
"I love the confidence that make-up give me" "Laughing at a comedian will make you think you like her, but when you see her again and laugh more, that isn't going to make you like her more" |
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religion questionnaire study &
Ecology Study |
-self-perception theory
-asked people if they "frequently do vs. occasionally do" -it is easier to say yes to occasionally rather than frequently |
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Pen and cartoon study
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-self-perception theory
-had to rate how funny a cartoon was -had to hold pen in their mouth while either making a frown face or a smile face -when they rated the cartoon, people who where making the smile face rated the cartoon more funny than people with the frown face |
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worm study
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-self-perception study
-people were told they had to eat a worm and most people didn't want to at first -before eating it, they take a questionnaire -through self-perception they start to think it isn't that bad -then they are told they can choose to eat the worm or not, and 80% eat the worm |
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what is the over-justification effect?
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when you lose interest in an inartistically-rewarding activity because it becomes associated with an extrinsic reward
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Magic marker study
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-over justification effect
-one group of children got rewards for playing with markers and then when the rewards where taken away, only half liked to play with them -another group who never got the rewards still liked playing with the markers |
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what is the two-factor theory of emotion?
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arousal + label = emotion
example: -heart rate + bear = fear -heart rate + hot girl = love |
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Rope bridge study
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-two-factor theory of emotion
-hot girls approaches guys in the middle of the bridge and their stories have more sexual content and 50% called her -hot girl approaches guys at the end of the bridge and their stories had less sexual content and only 2% called her |
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what is the self-refrence effect?
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-people remember more information if it relates to the self
-studying for an exam is easier to remember information if the information relates to yourself |
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what are the three primary motivations for self understand?
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-Self-assesment
-Self-enhancement -Self-verification |
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what is self-assesment?
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-people seek accurate feedback about themselves
-accuracy -you want the truth about yourself |
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When do people seek out the truth?
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-ability and skills are important
-lack prior information about themselves -Threat of scrutiny by others is low |
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what is self-enhancement?
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-people seek flattering feedback about themselves in order to feel good
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what is the name letter effect?
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-self-enhancement
-statistically, 11% should have their initials -but people usually pick 2/3 of their own initials because people love themselves |
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what is implicit egoism?
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-More Kens live in Kentucky
-More Denise's are Dentist's -More then there statistically should be |
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spouses and housework study
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-self-enhancement
-husbands and wife's reported what present of household chores they do by themselves -added up to 120% -people want to say they do more than they do |
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self-serving criteria study
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-self-enhancement
-kids take SAT -kids who did well on the math part think that an A would be considered a good grade in math |
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Stigmatized group members study
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-self-enhancement
-if a women gets feedback on a bad math test, they blame their group so it doesn't hurt your self-esteem -see negative events as based on prejudice -focus on in-group comparisons -devalued stigmatized domains |
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women and caffeine study
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-self-enhancement
-women read articles that say that caffeine is especially bad for women -women were asked if the studies were good -everyone said the research was awesome EXCEPT women who had a lot of caffeine |
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what is self-verification?
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-people seek feedback consistent with what they already believe to be true of themselves
-people seek and notice self-verifying information, and they correct others who they believe are "wrong" -if other people have the wrong information of them, people try really hard to correct it |
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what is the social comparison theory
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-we understand ourselves by comparing ourselves to others
-the goal is to have an accurate self-concept (we want to understand ourselves and have an accurate understanding of who we are) |
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what does it mean to seek out similar others for comparisons?
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-idea in the social comparison theory
-example: we want to know how good of a tennis player we are, we seek out other similar people and compare our standing -we do this when we are uncertain about our standing and no objective standards are available |
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what is upward social comparison?
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-looking up at better people and compare ourselves, compare to better others
-doing this helps us establish goals and standards (even if it is unpleasant to do) |
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what is downward social comparison?
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-looking at people who are worse off than you, compare and make yourself feel better
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when does downward social comparison occur?
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-following a perceived drop in self-esteem
-more likely to occur for low self-esteem people |
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what are behaviors that go along with downward comparison?
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-scapegoating (attacking innocent others who are low status, thus safe to attack targets)
-enhanced liking for those who share our fate (a set back, tend to like people who didn't do well on the same exam you didnt do well on) -hostile aggression (force others to be worse off) -humor (often aimed at low status others) |
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what is BIRGing?
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-Basking in Reflected Glory
-we symbolically associate ourselves with successful others |
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Football field studies
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-BIRGing
-if your team won their game on saturday, people are more likely to wear their team apparel the next day, as opposed to if the team lost -if team one, people say "we did great" (first person) -if team lost, people say "they were awful" (third person) |
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what is the self-evaluation maintenance model?
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-idea that our self-esteem can be threatened by successful, close others
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If someone close to us is better than we are at something IRRELEVANT we....
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BIRG
-tell all your friends about your sister who is an All state tennis winner bc it is irrelevant to you |
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If someone close to us is better than we are at something IMPORTANT we...
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experience dissonance
-makes you feel bad cause you could never succeed like they did -tend to distance ourselves from the person -we will sabotage that person (try to screw person up to help yourself) -value that domain less (distance yourself from that domain so that you wont care about it) -work harder to become better than they are |
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password game study
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-made it seem like it was really important to be good at password
-when people were paired with their best friends, they didn't help them out as much when it was completive, but they would help a total stranger -but when it wasn't "completive" they helped each other the same |
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what is an attitude
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an enduring evaluation (positive or negative) about an attitude object (people, ideas, groups, products, etc.)
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what are the two ways we assess attitudes?
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-Explicit measures (ask directly ex. paper pencil, vercal scales)
-Implicit measures (infer attitude indirectly, usually with computers or other equipment) |
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what are some problems with explicit measures?
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-evaluation apprehension- respond in socially desirable ways
-experimenter demand- try to please experimenter -framing effects- question order affects responses -fatigue- tired people respond carelessly -non-responding- people my choose not to respond at all -ambivalence vs. indifference (mis of positive and neg feelings vs. truly feeling neutral) |
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do explicit measures predict behavior?
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-review of the literature finds little evidence that attitudes predict behavior
-attitudes are malleable -people introspect poorly |
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Chinese couple service study
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-1/254 didn't give the chinese couple service (most restaurants did)
-but when surveyed, 60% said they won't serve chinese couple |
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what are implicit measures?
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-infer attitude indirectly, usually with computers or other equipment
-responses you cant see but can measure peoples reactions |
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what is a GSR?
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-implicit measure
-Galvanic Skin Response -measures nervousness, electrical potential |
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what is Facial EMG?
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-implicit measure
-Electromyography -Facial muscles -Positive affect- Zygomatic muscles (smile) -Negative effect- Corrugator muscles (frown) |
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what is an example of accessibility with implicit measures?
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-Election study
-People who respond faster, they have greater accessibility -and that attitude has a better projection of their behavior |
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what is an example of priming with implicit measures?
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-Black/White face study
-You are exposed to something at point A that later effects your behavior at point B -Target words like wonderful, awesome, awful, disgusting, were flashed with a black or white face before the words -people responded faster when positive words were prefaced by white faces and neg words were prefaced by black faces |
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what are some problems with implicit measures?
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-can be difficult to use
-measurement may change the situation -may require multiple measurements |
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how do explicit and implicit measures differ in predicting behavior?
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explicit measures- predict behaviors that reflect deliberation and self-presentation
implicit measures- predict less conscious, more spontaneous behaviors (non-verbal, in-the-moment enjoyment) |
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how do we form attitudes?
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either through classical conditioning, operant conditioning, or observed learning
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what is an example of forming attitudes with operant conditioning?
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Harvard phone study
-people would say something positive and person would respond with positive reinforcement -people would say something negative and person would respond with positive reinforcement -positive people would give more money to Harvard |
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what is an example of forming attitudes with oberservational learning?
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-learned attitudes from others
-Teaching children to be charitable study -kids got tokens for knocking down pins -could get a prize with the tokens or could donate their tokens to charity -they watched an adult do it as well |
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what is persuasion?
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-persuasion focuses on how attitudes are changed
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what is the Yale Attitude Change Approach?
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WHO said WHAT to WHO?
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what two types of people are the WHO in the YACA?
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-Authority and credibly increases persuasion
(Nuclear submarine study- peopler read essays about nuclear subm. but the author was wither a nuclear scientist or a high school student -Attractive speakers are more influential (Dining Hall petition study- she got people to sign the petition when she looked more attractive, rather than when she was dressed down) |
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what is the WHAT in YACA?
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-People get more persuaded when goal is less obvious
-If audience agrees with you, use a one-sided appeal -If audience disagrees with you, use two-sided appeal (Japanese Miltary study- articles about growing japan military and about how US was ignoring the growth. one sided articles for people who agreed, two sided articles for people who disagreed) -Go first (if judgement is delayed) -Go last (if judgement is immediately) |
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to WHO is the YACA talking about?
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-distracted audiences are more easily persuaded
-those lower in intelligence are more persuaded -younger audiences (18-25) more persuaded that older adults |
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what is the central route?
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-persuasion
-elaboration likelihood model -when people are motivated and have the ability to attend to a persuasive appeal, they elaborate on the quality of the argument -intentional, conscious, effortful |
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what is the peripheral route?
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-persuasion
-elaboration likelihood model -they rely on cues unrelated to the quality of the argument -automatic, non conscious |
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what is the results in using a central route?
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-stronger, longer lasting, more accessible attitudes
-which predicts behavior better |
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what motivates people to attend to a message?
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-concern for accuracy and accountability
-greater self-relevance -need for cognition (OSU tuition) |
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comprehensive exam study
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-great self-relevalance
-students read essays in favor of college comprehensive exams -high relevance: strong arguments-> pos to exam, weak arguments-> neg to exams -low relevance: strong arguments->lower pos to exam, weak areguemtns-> high neg to exam |
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what is great self-relevance?
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1. second person constructs ('you') are more self-relevant than third person constructs ('one) to get more of a central route
2. believe i, instead of group, is making decision bc there is greater-self relevance if all the pressure is on you 3. getting information from multiple sources (movie reviews) 4. asserting a question instead of a statement (draw the person into the question, can we afford it vs. we cant afford it |
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what factors increase one's cognitive capacity?
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-cognitive ability (children often find it difficult to evaluate persuasive appeal quality)
-relevant knowledge (without appropriate knowledge, it is difficult to evaluate arguments quality) -not beging distracted (college tuition and moving X's) |
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what peripheral cues affect persuasion?
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-self=perception-headphones study (listened to persuasive essay and either nodded or shook their head)
-mere exposure (frequent encouter=assume its good) -providing any reason- photo copier study (can i cut-no, can i cause...-yes -length=strength -expertise (any sort of title=sees as good) |
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how is stuff in our head processed?
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automatic- non conscious
controlled- effortful (time and motivation) |
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how do we social influence others?
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-commitment and consistency
-liking -scarcity -contact -authority -perceptual contrast |
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how do we influence others through commitment and consistency?
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SELF-PERCEPTION
-(taking baby steps -get someone to scrub urinal- they believe they really care for their frat brothers) -foot-in-door technique- small initial commitment (borrow a pen, then borrow class notes RECIPROCITY -I scratch your back, you scratch mine -door-in-face technique- ask for too much, then back down to what you want anyways SOCIAL VALIDATION |
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how do we influence others through liking?
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PHYSICAL ATTRACTION
-canadian politicians (more votes for more attractive people) -court bias (less punishment for more attractive people) SIMILARITY -tend to like people who are like us -Hippie study (dress like a hippie then you get more dimes from hippies) COMPLIMENTS (subtle) COOPERATION (joint goals produce more liking) |
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how do we influence others through contact?
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-mere exposure produces contact
-greater contact, more influence |
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how do we influence others through scarcity?
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-limited time offers, high cost, rarity
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how do we influence others through authority?
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-titles, roles, uniforms
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how do we influence others through perceptual contrast?
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-putting a butt ugly sweater next to one that is cute
-the stores goal is to sell the cute one |
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what is inoculation?
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-persuasion technique
-when you present a weakened version of the other side, and then hit them with yours -teen smoking study- persuade them not to smoke |
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what is the yes bias
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-persuasion technique
-people find it hard to say no, so you set them up to easily say yes instead of no -ex. mcdonalds: would you like to super size that? |
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what is the sleeper effect?
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-persuasion technique
-hope that people forget where the message came from -source is non-crediable |
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what is low-balling?
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-persuasion technique
-someone provides you with an advantage, even though they are going to take that advantage away from you in the end -"0% down payment" |
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how is fear used as a persuasion technique?
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-to be effective, must but coupled with information on how to reduce fear
-you will become bankrupt... but if you do this you can avoid it |
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what is automatic believing?
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-persuasion technique
-people initially accept statements as true, then must effortfully refute them |
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how is humor used in persuasion?
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-increases attention to message
-doesn't make appeal more powerful |
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what is informational social influence?
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use others' behavior as a guide in ambiguous situations
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auto kinetic study
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-informational social influence
-dark room with dots, had to judge how far the odt was moving -listened to other peoples responses to decided what was right |
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reusing hotel towels study
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-informational social influence
-sign said that "75% of guests reuse towels" -then the reuse rate when up by 20% |
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what are the conditions that increase informational social influence?
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-ambiguous situations
-crisis situations -if others are perceived to have greater expertise, we will go along with it |
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what is normative social influence?
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-when we conform to be liked or accepted by others
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Asch's line studies
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-there was a reference line and then three choices where one choice matched the line
-76% conformed to the wrong line at least once -10% conformed 10 times -anonymous responses reduced conformity a lot -if one confederate disagrees, it DROPS the average conformity rate from 32% to 6% |
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what are factors that increase normative social influence?
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-group of moderate size (4-6)
-unanimous group -cultures that value conformity |
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what was Milgrams's obedience study results?
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-basic design (62% maxed out)
-learner's voice over the intercome (61% maxed out) -learner in the same room (40% maxed out) -experimenter leaves and another teacher comes (20% maxed) -two other teacher refuse to give shock (10% maxed) -teacher had to put learners hand on plate (30% maxed) |
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what was obedience so easy in Milgram's study?
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-face pace reduced thinking about behavior
-shocks increased in small increments (self-perception) -someone else was to blame |
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what happened in the modern reaction of Milgrams study?
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statistically no difference
obedience rates still the same |
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how do people resist authority figures?
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Reactance- go against anothers demands when they our freedom
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bathroom graffiti study
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-increase in graffiti when people were told not to do graffiti
-decrease in graffiti when people were told to PLEASE not do graffiti |
