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33 Cards in this Set
- Front
- Back
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Social norms
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shared expectations about how people should think, feel, and behave
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Social Role
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A set of norms that characterizes how people in a given social position ought to behave
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Central Route to persuasion
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Occurs when people think carefully about the message and are influenced because they find the arguments compelling
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Peripheral Route to Persuasion
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occurs when people do not scrutinized the message but are influenced mostly by others factors such as a speaker's attractiveness or a message's emotional appeal
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Two sided refutational approach
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Presentation of both sides of the argument (the affirmative and the opposition)
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Counterattitudinal behavior
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Behaving differently from inital attitude
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Person schema
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My beliefs about a particular person
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Implicit Personality Theory
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Beliefs about which personality traits go together
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Internal Attribution
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We believe someone's behavior is due to personal traits, abilities
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External Attribution
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We believe someone's behavior is due to the situation they are in
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Attitude
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Lasting beliefs about the social world
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Attributions
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Conclusion we draw about causes of events-Other's behavior and our own.
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Primacy effect
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An elaborate person schema based on first few impressions
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The Evaluative dimension
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The tendency to categorize people as either good or bad
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Personal identity
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How I am unique from other individuals in my traits and personal experiences
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Impression management
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acting in way that presents an image of you to others as certain sort of person
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Self monitors
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People who are sensitive to other people's immediate reactions to them and have a desire, and ability to control those reactions
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Stereotypes
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Beliefs that individuals must have certain characteristics because of their membership in a particular group
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Persuasion effectiveness depends on...
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SOURCE, MESSAGE, & MEDIUM
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Norm of reciprocity
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Invovles the expectation that when others treat us well, we should respond in kind.
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Groupthink
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The tendency of group members to suspend critical thinking because they are striving to seek agreement
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Group polarization
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When a group of likeminded people discuesses and issue, the "average" opion of group members tends to become more extreme
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Deindividualation
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Loss of individuality that leads to disinhibited behavior
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Social loafing
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The tendency for people to expend less individual effort when working in a group than when working alone
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Informational Social Influence
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Following the opinions or behavior of other people because we believe that they have accurate knowledge that they are doing is right
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Normative social influence
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Conforming to obtain the rewards that come from being accepted by other people while at the same time avoiding their rejection
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The two compontents of credibility
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Trustworthiness & expertise
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What are anti-smoking campaigns designed to do
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Change our thoughts and emotions so smoking makes us think of impotent, repulsive, sick/weak etc
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What is a social role
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A pattern of behavior expected of a person when functioning in a particular situation or position in a group
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Factors in conformity
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Group members, size of the group, unanimity of the group, and cultural values
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What is conforming to group norms?
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Yielding to real or imagined social pressure to behave like others
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What is normative social influence?
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Conform to the "norm"to seek approval or avoid disapproval
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What is informational social influence
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Lacking knowledge about specific issue a person may conform because they want to be right
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