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86 Cards in this Set
- Front
- Back
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Attitude |
evaluation of an object as a positive, negative, or neutral. |
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3 components of attitude |
cognition: beliefs or opinion affect: feelings behavior: behavioral tendency to approach or avoid an object |
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How are beliefs or feelings formed? |
A belief is formed by action (direct) and watching (indirect) Feelings develop with gut-level reactions. |
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General Attitudes |
global evaluation; attitude toward the object ex: religion |
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Specific Attitudes |
evaluation of a specific act or behavior, attitude toward a behavior ex: attending a religious service |
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Cognitive Dissonance |
behaviors that can change attitudes, people need to maintain consistency between their cognitions, psychological discomfort when their cognitions are incongruent, motivation to reduce this discomfort, reducing discomfort means changing behavior to remain consistent |
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Post decision dissonance |
make a decision between two attractive alternatives |
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Justifying effort |
unjustified effort creates dissonance |
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Induced Compliance |
speaking out or acting against cherished beliefs |
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Self Affirmation Theory |
cognitive dissonance results from challenges or threats to people's sense of themselves as rational, moral, and competent. -boosting our self-esteem and identity by focusing on important aspects of the self. Self-affirmation can reduce dissonance |
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Self-Perception Theory |
examining your own behavior to come up with your attitudes about yourself. "How do I know what I think until I hear what I say?" |
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System Justification Theory |
The theory that people are motivated to see the existing sociopolitical system as desirable, fair, and legitimate although they are not always. |
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Terror Management Theory |
Desire to live but knowing death is inevitable so take place in cultural values base self esteem on cultural values and worldwide views and believing they live up to their standards |
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Persuasion |
The study of attitudes and how to change them. Moving an attitude along a continuum. Used in social psychology, communication, marketing, advertising, and public relations |
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The Yale Communication Approach |
Source (if speaker is attractive or an expertise) nature of the communication: if the message is well put together, accurate nature of the audience: (are they paying attention, listening, able to understand) |
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Source Characteristics |
characteristics of the person who delivers a persuasive message credibility, certainty, attractiveness |
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Expertise |
perceived knowledge or ability of the communicator; special skills |
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Trustworthiness |
perceived honesty, character, and safety of communicator; integrity |
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Goodwill |
perceived intentions of whether the source has my best interests in mind |
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Social Attractiveness |
3 aspects that make communicators more socially attractive: likability, similarity to audiences, physical attractiveness |
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Message Characteristics |
Aspects, or content, of a persuasive message: High quality messages, Vividness, Fear |
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High quality messages |
more persuasive in general, especially for people who are strong in motivation and ability. |
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Vividness |
Interesting, colorful and memorable message content |
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Fear Messages |
vivid information that is used to scare people into changing, most effective when combined with instructions on how to avoid negative outcomes. |
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Audience Characteristics |
characteristics of those who receive a persuasive message including need for cognition, mood, and age |
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Need for cognition (audience characteristic) |
drive to think deeply about judgements, people high in need for cognition are more persuaded by central route messages than by peripheral route messages. |
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Mood |
messages are more persuasive when they match the mood of the receiver, people in good moods are much easier to persuade. |
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Age |
younger people are more persuadable than older |
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Third Person Effect |
Everyone is susceptible to the persuasion except ME |
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Resistance |
resisting a persuasive message |
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Elaboration Liklihood Model |
likelihood that you will elaborate or deeply think about a situation. Likelihood of a situation. |
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Attitude Inoculation |
technique used similar to a vaccine. The person is exposed to weaker arguments against their point of view first and then when presented with stronger arguments they are ready for defense |
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Social Influence |
the many ways people affect one another, including changes in attitudes, beliefs, feelings, and behavior resulting from the comments, actions, or even the mere presence of others |
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Conformity |
changing one's behavior or beliefs in response to explicit or implicit pressure (real or imagined) from others. Eg: fashion trends |
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Compliance |
responding favorably to an explicit request by another person eg: agreeing to do someone a favor |
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Sherif's Autokinetic Illusion Study |
the autokinetic illusion is that a stationary point of light will appear to move in a dark room. People's judgements about the movement of the light converged over time. (largely due to conformity/groupthink) |
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Informational Social Influence |
the influence of other people that results from taking their comments or actions as a source of information about what is correct, proper, or effective |
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Asch's Line Judgement Study |
line judgement task was very easy: judging whether two lines were the same length. In a group of 7 confederates, there was 1 participant who gave wrong answers. A full 75% of participants conformed at least once. Overall, participant's conformed 33% of the time. |
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Normative Social Influence |
the influence of other people that comes from the desire to avoid their disapproval and other social sanctions |
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Factors affecting conformity |
Motivation and Ability |
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Groupsize |
conformity rates increase as group size increases, but only up to a point. |
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Group Unanimity |
More conformity when group is unanimous. One person is likely to conform to a group, but if they have at least one ally who breaks the unanimity, then conformity rates decrease dramatically |
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Anonymity |
eliminates normative social influence and therefore should substantially reduce conformity |
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Expertise and Status |
high status or expert group members have more social influence. Experts exert more informational social influence. |
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Culture |
studies across cultures have found higher rates of conformity in interdependent cultures |
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Gender |
studies find a small tendency for women to conform more than men, but that depends largely on the nature of the tast |
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Minority Influence |
In some cases, a minority opinion can change the majority opinion, minority opinions have the greatest influence when the opinion is consistent. |
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Compliance Techniques |
norm of reciprocity, door-in-the-face technique, that's-not-all-technique, foot-in-the-door technique, positive mood, guilt, descriptive norms, prescriptive norms, authority |
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norm of reciprocity |
a norm dictating that people should provide benefits to those who benefit them |
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door-in-the-face technique |
make a large request that is refused, followed by a smaller request |
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thats-not-all technique |
a compliance approach that involves adding something to an original offer, thus creating some pressure to reciprocate |
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foot-in-the-door technique |
a compliance approach that involves making an initial small request with which nearly everyone complies, followed by a larger request involving real behavior of interest |
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positive mood |
likely to view requests for favors as less intrusive and less threatening when we're in a good mood |
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guilt |
social psychologists have demonstrated a strong positive association between guilt and compliance. Obligated if feeling guilty |
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descriptive norms |
the behavior exhibited by most people in a given context |
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prescriptive norms |
the way a person is supposed to behave in a given context; also called injunctive norm |
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authority |
the study of when and why people obey the commands or instructions of someone in authority. Stanley Milgram Experiments |
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interpersonal relationships |
extended attachments between two individuals due to bonds of friendship, family, love, respect, or hiearchy |
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Harlow's Monkeys |
highlighted the importance of early social contact for normal development (natural experiment with elephants and feral children) |
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Exchange Relationships |
short term, individuals feel little responsibility toward one another, giving and receiving are governed by concerns about equity and reciprocity |
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Communal Relationships |
individuals feel a special responsibility for one another and give and receive according to the principle of need, long term |
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Comparison Level |
expectations about what people think they deserve or expect to get out of a relationship |
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Comparison Level for Alternatives |
expectations about what people think they can get out of alternative relationships |
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Equity Theory |
the idea that people are motivated to pursue fairness, or equity, in their relationships. A relationship is considered equitable when the benefits are proportionate to the effort both people put in. |
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Attachment Theory |
the idea that early attachments with parents and other caregivers shape relationships for a person's entire life |
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Attachment Styles |
secure, avoidant, anxious-ambivalent that result from early child-parent attachment |
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Secure |
easy to get close to others and am comfortable depending on them and having them depend on me |
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Avoidant |
somewhat uncomfortable being close, find it difficult to trust completely, difficult to allow themselves to depend on people |
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Anxious-Ambivalent |
others are reluctant to get as close as I would like |
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Determinants of Attraction |
Proximity, Similarity, Physical attractiveness |
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Proximity |
romantic attraction is often based on chance encounters. people that cross paths frequently |
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Similarity |
similar in beliefs and other characteristics |
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Physical attractiveness |
symmetry, average face, distinctive features |
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Halo Effect |
Expecting attractive people to have desirable traits, so we behave more positively towards them and as a result they may respond favorably confirming our original positive expectation. |
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Gender differences and Outcomes |
greater impact of physical attractiveness in women's life outcomes than men. |
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universality of physical attractiveness |
people from different cultures and subcultures tend to share their assessment on who is attractive. |
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Love |
Operationalized as intimacy, passion, and commitment |
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compassionate love |
love typically experienced from friends and family members |
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Romantic love |
love associated with intense emotion and sexual desire. |
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stereotype |
the belief that certain attributes are characteristic of members of a particular group |
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prejuduce |
a negative attitude or affective response toward a group and it's individual members |
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discrimination |
unfair treatment of individuals based on their membership in a particular group |
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modern racism |
prejudice directed at racial groups that exists alongside the rejection of explicitly racist beliefs. |
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implicit association test |
a technique for revealing non conscious attitudes toward different stimuli, particularly groups of people. |
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realistic group conflict theory |
a theory that group conflict, prejudice, and discrimination are likely to arise over competition between groups for limited resources |
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Robbers Cave Experiment |
intergroup conflict arose when putting 22 5th grade boys into two teams. name calling and support for their own team naturally took place. |
