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37 Cards in this Set
- Front
- Back
altruism
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Behaving in a way that helps another person with no apparent gain, or with potential cost, to oneself (pp. 722, 733)
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situational variables
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Aspects of the situation that interact with aspects of the person to produce behaviour (pp. 437, 722)
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dispositional variables
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People's personalities and attitudes (p. 722)
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need to belong
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Strong, possibly innate, need to be involved in relationships with others (p. 723)
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interpersonal attraction
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The factors that lead people to choose to spend time with other people (p. 723)
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social exchange theories
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Theories based on behaviourist principles that suggest the foundation of relationships is reciprocal reward (p. 724)
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matching hypothesis
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Phenomenon whereby people tend to choose as partners people they perceive to be equally attractive to themselves (p. 724)
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passionate love
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A highly emotional form of love marked by intense physiological arousal and absorption in another person (p. 726)
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companionate love
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Love that involves deep affection, friendship and emotional intimacy (p. 726)
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sexual strategies
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Tactics used in selecting mates (p. 727)
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ethical hedonism
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The school of philosophical thought that asserts that all behaviour, no matter how apparently altruistic, is and should be designed to increase one's own pleasure or reduce one's own pain (p. 734)
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reciprocal altruism
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The theory that natural selection favours animals that behave altruistically if the likely benefit to each individual over time exceeds the likely cost to each individual's reproductive success (p. 736)
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bystander intervention
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A form of altruism involving helping a person in need (p. 737)
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diffusion of responsibility
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The phenomenon in which the presence of other people leads to a diminished sense of personal responsibility to act (p. 737)
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aggression
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Verbal or physical behaviour aimed at harming another person or living being (p. 738)
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hostile aggression
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Aggression that is elicited by anger (p. 738)
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instrumental aggression
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Calm, pragmatic aggression that may or may not be accompanied by anger (p. 738)
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frustration–aggression hypothesis
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The hypothesis that when people are frustrated in achieving a goal, they may become aggressive (p. 743)
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social influence
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The ways in which the presence of other people influences a person's thought, feeling or behaviour (p. 746)
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self-fulfilling prophecies
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False impressions of a situation that evoke behaviour that, in turn, makes impressions become true (pp. 692, 746)
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obedience
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Overt compliance with authority (p. 747)
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conformity
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The process of changing attitudes or behaviour to accommodate the standards of a group (p. 749)
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group
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A collection of people, each of whose actions affect the other group members (p. 751)
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norms
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Standards for the behaviour of group members (p. 751)
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reference group
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The group to which a person refers when taking a particular action (p. 751)
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role
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A position within a group that defines appropriate behaviour for the person occupying it (p. 751)
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task leader
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The group member who takes responsibility for seeing that the group completes its tasks; also called instrumental leader (pp. 751, 755)
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social–emotional leader
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A role that may emerge in a group in which that member seeks to maximise group cohesion and minimise hostility (pp. 751, 755)
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social facilitation
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The phenomenon in which the presence of other people facilitates performance (p. 752)
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social loafing
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A reduction in individual effort when in a group (p. 753)
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group polarisation
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A movement towards a decision that is at the extreme position (p. 753)
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group cohesiveness
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People tend to cluster together to be viewed even more favourably by members of their ingroup (p. 754)
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groupthink
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Members of a group make decisions based more on maintaining group harmony and cohesiveness than a critical analysis of the realities of a situation (p. 754)
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leader
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A person who exercises greater influence than the average member of a group (p. 755)
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door-in-the-face technique
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Everyday social influence tactic whereby people intentionally make a request that they know will be turned down, but follow up on that request with a smaller request. Based on the principle of reciprocity. (p. 757)
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foot-in-the-door technique
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Persuasive technique often used by salespeople, which involves getting people to comply with a small request in order to induce their compliance with a larger request (p. 757)
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low-balling
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Method of persuasion by which people get a commitment to a request and then change the conditions (p. 757)
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