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37 Cards in this Set
- Front
- Back
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affect |
automatic response that something is good or bad |
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mood |
a feeling state that is not clearly linked to some event |
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emotion |
a conscious evaluative reaction to some event |
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James-Lange Theory |
bodily processes of emotion come first, then minds perception
emotional stimulus>physiological arousal>emotion
footsteps in the hallway>increased heart rate>fear |
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Schacter-Singer Theory |
has two components: bodily state of arousal and cognitive label
emotion stimulus>physiological arousal/cognitive label>emotion |
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risk-as-feelings hypothesis |
the idea that people rely on emotional processes to evaluate risk, with the result that their judgments may be biased by emotional factors |
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affect-as-information hypothesis |
judge something as good or bad by asking self, "how do I feel about it?" |
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affective forecasting |
ability to predict one's emotional reactions to future events |
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Components of Attitude |
A: Affect (emotion) B: Behavior C: Cognition |
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cognitive dissonance theory |
inconsistencies produce psychological discomfort, leading to people to rationalize their behavior or change their attitudes |
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self-perception theory |
people develop their attitudes by observing their own behavior and concluding what attitudes must have caused it |
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Paradigms for inducing Cognitive Dissonance |
-insufficient justification: dissonance may occur when we don't have a "good enough" reason to violate attitude -effort justification: finding that when people suffer or work hard or make sacrifices, they will try to convince themselves it was worthwhile -difficult decisions: like something more after make the choice |
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mere exposure effect |
tendency for people to come to like things simply because they see of encounter them repeatedly |
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overjustification effect |
occurs when the expected external incentive decreases a person's intrinsic motivation to perform a task |
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normative influence |
going along with the crowd in order to be liked and accepted |
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informational influence |
going along with the crowd because you think the crowd knows more than you do |
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central vs. peripheral persuasion |
central: depends on quality and strength of argument
peripheral: depends on "non-issue" aspects of communication |
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conformity |
yielding to implicit social pressure (modeling) |
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compliance |
yielding to explicit/direct request from someone of equal or lesser status (asking) |
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obedience |
yielding to explicit/direct response from someone of high status (ordering) |
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auto-kinetic effect |
illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving |
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sleeper effect |
finding that, over time, people separate the message from the messanger |
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Compliance Strategies |
-foot in the door -door in the face -foot in the mouth -free sample -low ball |
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Foot-in-the-Door technique |
after agreeing to a small request, people are more willing to agree to a larger one
-perceptual assimilation -commitment/consistency |
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Door-in-the-Face technique |
after refusing an initial large request, people are more likely to comply with second smaller request
-perceptual contrast -reciprocity |
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Free Sample technique |
reciprocity, feel guilty like must buy product
-commitment/consistency -reciprocity |
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Low Ball technique |
getting people to agree to a request and then give additional details
-commitment/consistency |
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Foot-in-the-Mouth technique |
"so am I" study
asked college students in spirit wear if they were a student, so am I, then asked to give money
-friendship/liking |
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Compliance: Common Mechanisms |
-friendship/liking -scarcity -commitment/consistency -perceptual assimilation -perceptual contrast -reciprocity |
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Why don't people always help? |
-informational influence: we look to others to understand ambiguous situations -evaluation apprehension: fear of looking foolish or acting inappropriately -diffusion of responsibility: someone else will help -cognitive busyness: don't notice needs of others -culture of narcissim -perceived costs |
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Kitty Genovese Case |
-raped and stabbed in alley for over 30 minutes -38 neighbors heard assault and looked out windows -45 minutes until police were called -diffusion of responsibility |
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Bystander Effect Study
Darley & Latane |
-tendency for people in groups to be less likely to help someone in need Seizure study: participating in study on "personal problems," one participant in other cubicle has seizure -if perceived alone, likely to help -if one person, over half to help -if 4 people, below half to help |
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Good Samaritan Study
Darley & Batson |
seminary students assigned to give speech over either best jobs in their field or story of good samaritan Conditions: late, on time, early -over half ahead of time stopped to help -about half on time stopped to help -under half late stopped to help |
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Cost Analysis Model
Piliavan, Piliavan, Rodin |
-experience unpleasant state of arousal -label/interpret arousal state -if sympathetic label, do cost analysis |
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Insufficient Justification
Festinger & Carlsmith |
boring task (turning pegs) -either lie or don't lie to next subject that it was interesting -paid $1 or $20 -then asked about attitude of experiment after -$1 group had high dissonance b/c insufficient justification, feel bad b/c lied for just a dollar so they liked and said it was interesting |
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Asch Conformity Study |
lines -asked participants which line matched original -with one dissenter felt more confident -with no dissenter, often changed opinions to that of group |
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Aronson & Mills |
?? |
