Social Psychology - Exam 2

Front 1

Attitude

Back 1

Favorable/unfavorable evaluative reaction toward something/someone seen in one's beliefs, feeling or intended behavior.

Front 2

ABC's of Attitudes

Back 2

Affect - feelings

Behavioral Tendency - what you can observe

Cognition - thoughts

Front 3

Principle of aggregation

Back 3

Effects of an attitude become more apparent when we look @ their average behavior

Hint 3

One's normal behavior

Front 4

Self-conscious

Back 4

In-touch w/ our own attitudes

Front 5

Role

Back 5

Set of norms defining how people in a certain position should behave

Front 6

Foot-in-the-door phenomenon

Back 6

Tendency to agree with larger requests after you've agreed to smaller requests.

Hint 6

Ex. "Give an inch, they take a mile."

Front 7

Lowball Technique

Back 7

Tactic for getting people to agree with something

Hint 7

Car salesman with "sticker price" versus actual price

Front 8

Cognitive Dissonance Theory

Back 8

When we justify our actions to make ourselves feel better about a certain behavior.

Front 9

Self-presentation Theory

Back 9

When we express consistent attitudes and behaviors to appear unchanged.

Hint 9

When a politician doesn't admit a past view point was wrong, so they stay the same.

Front 10

Insufficient Justification

Back 10

Internally justifying one's behavior when external justification is insufficient

Hint 10

Ex. Cashier steals money from register "because everyone else does it."

Front 11

Self-perception Theory

Back 11

Assume our actions are self-revealing;

When we're unsure of our attitudes, we observe our behaviors and the circumstances under which it occurs

Hint 11

Ex. Dr Finley saw student's head down, so he observed his behaviors to see if he was wrong

Front 12

Over-justification Effect

Back 12

Result of bribing people to do what they already enjoy doing

Front 13

Self-Affirmation Theory

Back 13

Theory that when people experience a threat to their image after an undesirable behavior, they compensate by affirming another aspect of their self

Front 14

Norms

Back 14

Rules for accepted and expected behavior

Front 15

Personal Space

Back 15

Buffer zone one likes to maintain around their body size

Front 16

The Big 5

Back 16

Emotional Stability

Extraversion

Openness

Agreeableness

Conscientiousness

Front 17

Subservient

Back 17

"Brown nosing" just to come across as equal, when in reality you're just a servant.

Front 18

Persuasion

Back 18

Act of inducing change in beliefs, attitudes or behaviors

Front 19

Central Route to Persuasion

Back 19

When interested people focus on the arguments & respond with favorable thoughts;

Hint 19

If arguments are weak, people may not be convinced, thus counter argue

Front 20

Peripheral Route to Persuasion

Back 20

People are focused on cues leading to acceptance

Hint 20

I.e. speakers attractiveness, "intelligent" accent, commonalities w/ speaker

Front 21

Goal of Advertising

Back 21

To change behavior

Front 22

Credibility

Back 22

Believability; relatability

Hint 22

I.e. former drug user.

Front 23

Sleeper Effect

Back 23

Delayed impact of a msg occurring when an initially-discounted msg becomes effective, as we remember the message but forgot the reason for discounting it

Front 24

Perceived Expertise

Back 24

Confidently Say things audience agrees with

Front 25

Gender

Back 25

Y chromosome - male

2 X chromosome

Front 26

Gender roles

Back 26

Set of behavior expectations for each gender

Hint 26

I.e. being a dancer vs being an athlete.

Front 27

Similarity

Back 27

Appeal to people who are like us

Hint 27

I.e. Campaigns using minorities to appeal to minorities.

Front 28

Fear Arousing Effect

Back 28

Making your point using fear

Hint 28

I.e. Pictures showing effects of smoking or STDs

Front 29

One-sided Argument

Back 29

Leads informed audience to think of counterarguments & see communicator is biased

Front 30

Primary Effect

Back 30

When the first item presented has the most influence

Front 31

Recency Effect

Back 31

Info presented last sometimes has the most influence

Front 32

2- step Flow of Comm

Back 32

Process where media influence often occurs thru opinion leaders, who then influence others

Front 33

Comprehension

Back 33

One of 1st steps in persuasion process.

Hint 33

I.e. if they understand, perhaps they are more likely to listen

Front 34

Distraction Disarms Counterarguing

Back 34

Distracting audience with something long enough to get counterarguments heard