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81 Cards in this Set
- Front
- Back
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Chameleon Effect |
the non conscious mimicry of the postures, mannerisms, racial expressions, and other behaviors of ones interaction partner, such that ones behavior passively and unintentionally changes to match that of others in one's current social environment |
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Social Role |
expectations for the ways in which an individual should behave in a given situation |
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social norms |
patterns of behavior that are accepted as normal, and to which an individual is expected to conform in a particular group of culture |
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Descriptive norms |
how people typically behave in a given group or situation |
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injunctive norms |
behaviors of which people typically approve or disapprove of in a given group |
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Pluralistic ignorance |
a type of norm misperception that occurs when each individual in a group privately rejects the norm of the group, but believes that others accept them |
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conformity |
a type of social influence in which an individual changes his or her behaviors to stay in line with social norms |
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public conformity |
a type of conformity that occurs when we feel pressured to conform to group norms. When publicly conforming, people pretend to agree with the group, but privately think the group is wrong |
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Private conformity |
a type of conformity that occurs when people truly believe the group is right; occurs even in the absence of group members |
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informational social influence |
a type of influence that occurs when one turns to members of one's group to obtain accurate information |
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normative social influence |
a type of influence that occurs when one goes along with a group because one wants to be accepted |
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Social impact theory |
a theory that suggest that social influence depends on the strength, immediacy, and number of source persons relate to the target person(s) |
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Minority influence |
a process in which a small number of people within a group guide a change in the group's attitude or behavior |
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Compliance |
a form of social influence involving direct requests from one person to another |
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ingratiation techniques |
techniques in which we get others to like us so they are more likely to comply with a request |
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Foot-in-the-door technique |
a compliance technique that begins with a small request, when granted, leads to a larger request |
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Lowball technique |
a compliance technique in which a target accepts a "low-cost" offer, only then to be told that there are additional hidden costs |
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door-in-the-face technique |
a compliance technique in which the requester makes an initial offer that is much larger than the target offer, in hope that the final offer will have the appearance of the requester doing a favor for the target person |
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that's-not-all technique |
a compliance technique in which an initial request is followed by adding something that makes the offer more attractive |
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Obedience |
a form of social influence in which an individual orders another person to do something |
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Group |
two or more people who are seen as a unit and interact with one another |
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cohesion |
the degree to which group is connected |
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Evaluation apprehension |
the idea that one's performance will be hindered or heightened due to approval or disapproval from others |
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Distraction conflict theory |
the idea that a person performing a task in front of others experiences a conflict of attention between the audience and the task at hand, thus increasing the motivation to succeed when completing simple tasks |
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Deindividuation |
the tendency for an individual within a group to let go of self-awareness and restraint and do what the group is doing |
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Risky shift |
the tendency for people in groups to take greater risks than if the actions were to taken by individual members alone |
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group polarization |
the tendency for an attitude or belief to become magnified within a group after members discuss an issue amongst themselves |
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Groupthink |
a manner of thinking that happens when the desire for harmony in a decision-making group overrides a realistic evaluation of other solutions |
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Group norms |
rules or expectations regarding desirable behaviors that group members strive to follow |
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transformational leader |
a leader who believes in inspiring his followers with energy and devotion, thereby transforming the group and its members |
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Transactional leader |
a leader who believes in a ladder of authority and considers people on lower rungs to be subordinates and therefore required to follow the instructions set forth by their manager; this type of leader rewards good work and works efficiently to solve problems |
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Realistic group conflict |
the theory that conflict stems from competition for limited resources such as money, land, power, or other resources |
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Hostile attribution bias |
occurs when people assume that the intentions of another person are hostile |
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Biased perception |
the belief that we are justified in our own thoughts and actions but that others are biased in their beliefs and behaviors |
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bargaining |
a means of resolving conflict that involves each side of the dispute making offers, counteroffers, and concessions |
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Authoritarian personality |
a personality type that favors obedience to authority and intolerance of people lower in status |
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Aggression |
behavior, either verbal or physical, that is used to intentionally harm another individual |
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hostile aggression |
a behavior that occurs when the primary goal of an action is to make the victim suffer |
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instrumental aggression |
a behavior that occurs when the primary goal of an action is not to make the victim suffer, but to attain a non-injurious goal |
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Direct aggression |
an action or behavior that is clearly derived from the aggressor and is aimed directly at the target |
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indirect aggression |
an action or behavior that is not clearly derived from the aggressor, and where it is not obvious to the target that he or she has been the victim of aggression |
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Instinct theory |
a theory in which aggression is an innate and inevitable force |
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Frustration |
a feeling of being upset or annoyed by the inability to reach a goal or perform an activity |
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social learning theory |
a theory that suggests that human aggression is largely learned by observing the aggressive behavior of other people and is reinforced by consequences such as punishment or reward in the individual's environment |
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Cognitive-neoassociation theory |
a theory that suggests that when a person experiences something with a negative result, such as pain or discomfort, aggressive behavior can often occur in the wake of the experience |
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Modeling |
a process by which a person mimics another's behavior |
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reinforcement |
an action or process that strengthens a behavior |
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general aggression model |
a theory that builds on the social learning theory and provides a more integrative framework for specific theories or aggression by including situational and personal variables |
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Needs for affiliation |
the desire to establish and maintain rewarding interpersonal relationships |
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Proximity |
physical closeness; the smaller the physical distance, the more likely the two people will experience repeat contact, which could lead to the development of mutual attraction |
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mere exposure |
the hypothesis that the mere repeated exposure of an individual to stimulus is enough for an increase in favorable response to that stimulus |
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Matching hypothesis |
the hypothesis that people are likely to form longstanding relationships with others whose social attributes match with theirs and with those who are similar in physical attractiveness |
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repulsion hypothesis |
states that similarity doesn't actually have any effect on attraction |
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reciprocity |
the exchange of what we receive for what we get, which can include liking those who like us back |
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Interpersonal trust |
involves the belief that people are generally trustworthy and dependable as opposed to the opposite and is the attitude that underlies the development of attachment styles |
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secure attachment style |
the most successful of the attachment styles, characterized by high self-esteem and high interpersonal trust |
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fearful-avoidant attachment style |
the most insecure of the attachment styles, characterized by low self-esteem and low interpersonal trust |
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preoccupied attachment style |
a conflicted, insecure attachment style characterized by low self-esteem and high interpersonal trust |
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dismissive attachment style |
a conflicted, insecure attachment style characterized by high self-esteem and low interpersonal trust |
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Excitation transfer |
the process by which arousal from one stimulus can be transferred to the second stimulus, a person |
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companionate love |
the affection we feel for people with whom our lives are deeply intertwined |
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triangular theory of love |
robert sternberg's theory that love is made of three components: intimacy, passion, and commitment |
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Social exchange theory |
an economic model of human behavior in which people make decisions based on maximizing benefits and minimizing costs in relationships |
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equity theory |
theory that relationships are most satisfying when the ratio between benefits and contributions is similar for both partners |
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investment |
those resources that have been devoted to a relationship that cannot be retrieved |
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exchange relationship |
a relationship in which partners expect strict reciprocity |
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communal relationship |
a relationship in which partners expect mutual responsiveness to one another's needs |
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Prosocial behavior |
behavior to help another person |
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egoistic |
having a selfish motivation for helping |
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altruistic |
having a selfless motivation for helping |
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morally cleansing |
engaging in actions that restore, in one's own mind, the proper moral order |
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morally cleansing |
engaging in actions that restore, in one's own mind, the proper moral order |
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negative state relief model |
a model positing that the reason people help others is to improve their own negative mood |
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empathy |
having compassion for others and a feeling of seeing the world through the eyes of another individual |
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cost-benefit analysis |
the act of weighing the relative costs and benefits of helping to decide whether or not to provide the help |
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empathy-altruism model of prosocial behavior |
a model suggesting that true altruism is a product of empathy; this empathy can create nurturing feelings toward the target or a goal to increase the target's welfare |
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reciprocity norm |
the idea that if others help us, we should help them, and tat if we help them, they will help us |
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social responsibility norm |
the idea that we have social responsibility to help others; the extent to which this extends to out-group members varies by culture |
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Bystander effect |
a phenomenon in which as more people are present, each individual is less likely to help |
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Altruistic personality |
a proposed personality composite consisting of five traits, each of which correlates positively with helping behavior: empathy, internal locus of control, belief in a just world, a sense of social responsibility, and low egocentrism |
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enlightenment effect |
the effect wherein learning about how humans fall prey to obstacles to helping can aid us in overcoming those obstacles in the future; it extends to benefits from learning about other human biases |
