Psyc 231 Exam 3

Front 1

Conformity

Back 1

The tendency to change our perceptions, opinions, or behavior in ways that are consistent with group norms.

Front 2

Informational Influence

Back 2

Influence that produces conformity when a person believes others are correct in their judgements.

Front 3

Normative Influence

Back 3

Influence that produces conformity when a person fears the negative social consequences of appearing deviant.

Front 4

Private Conformity

Back 4

The change of beliefs that occurs when a person privately accepts the position taken by others.

Front 5

Public Conformity

Back 5

A superficial change in over behavior, without a corresponding change of opinion, produced by real or imagined group pressure.

Front 6

Minority Influence

Back 6

The process by which dissenters produce change within a group.

Front 7

Compliance

Back 7

Changes in behavior that are elicited by direct requests.

Front 8

Foot in the Door Technique

Back 8

A two-step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply with a much smaller request.

Front 9

Low-Balling

Back 9

A two step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs.

Front 10

Door in the Face Technique

Back 10

A two-step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected.

Front 11

That's not all Technique

Back 11

A two-step compliance technique in which the influencer begins with an inflated request and then decreases its apparent size by offering a discount or bonus.

Front 12

Obedience

Back 12

Behavior change produced by the commands of authority.

Front 13

Social Impact Theory

Back 13

The theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons.

Front 14

Collective

Back 14

People engaged in common activities but having minimal direct interaction.

Front 15

Group Cohesiveness

Back 15

The extent to which forces exerted on a group push its members closer together.

Front 16

Social Facilitation

Back 16

A process whereby the presence of others enhances performance on easy tasks but impairs performance on difficult tasks.

Front 17

Mere Presence Theory

Back 17

A theory holding that the mere presence of others is sufficient to produce social facilitation.

Front 18

Evaluation Apprehensions Theory

Back 18

A theory holding that the presence of others will produce social facilitation effects only when those others are seen as potential evaluaters.

Front 19

Distraction-Conflict Theory

Back 19

A theory holding that the presence of others will produce social facilitation effects only when those others distract from the task and create attentional conflict.

Front 20

Social Loafing

Back 20

A group-produced reduction in individual output on easy tasks where contributions are pooled.

Front 21

Collective Effort Model

Back 21

The theory that individuals will exert effort on a collective task to the degree that they think their individual efforts will be important, relevant, and meaningful for achieving outcomes that they value.

Front 22

Deindividuation

Back 22

The loss of a person's sense of individuality and the reduction of normal constraints against deviant behavior.

Front 23

Social Identity model of Deindividuation effects (SIDE)

Back 23

A model of group behavior that explains deindividuation effects as the result of a shift from personal identity to social identity.

Front 24

Process Loss

Back 24

The reduction in group performance due to obstacles created by group processes, such as problems of coordination and motivation.

Front 25

Brainstorming

Back 25

A technique that attempts to increase the production of creative ideas by encouraging group members to speak freely without criticizing their own or others contributions.

Front 26

Group Polarization

Back 26

The exaggeration through group discussion of initial tendencies in the thinking of group members.

Front 27

Groupthink

Back 27

A group decision-making style characterized by an excessive tendency among group members to seek concurrences.

Front 28

Escalation Effect

Back 28

The condition in which commitments to a failing course of action are increased to justify investments already made.

Front 29

Biased Sampling

Back 29

The tendency for groups to spend more time discussing shared information (information known by most members) than unshared information (information known by only one or a few group members).

Front 30

Transactive Memory

Back 30

A shared system for remembering information that enables multiple people to remember information together more efficiently than they could alone.

Front 31

Social Dilemma

Back 31

A situation in which a self-interested choice by everyone creates the worst outcome for everyone.

Front 32

Prisoner's Dilemma

Back 32

A type of dilemma in which one party must make either cooperative or competitive moves in relation to another party; typically designed in such a way that competitive moves are more beneficial to either side, but if both sides make competitive moves, they are both worse off than if they both cooperated.

Front 33

Resource Dilemmas

Back 33

Social dilemmas concerning how two or more people share a limited resource.

Front 34

Graduated and Reciprocated initiatives in tension-reduction (GRIT)

Back 34

A strategy for unilateral, persistent efforts to establish trust and cooperation between opposing parties.

Front 35

Integrative Agreement

Back 35

A negotiated resolution to a conflict in which all parties obtain outcomes that are superior to what they would have obtained from an equal division of the contested resources.

Front 36

Need for Affiliation

Back 36

The desire to establish and maintain many rewarding interpersonal relationships.

Front 37

Loneliness

Back 37

A feeling of deprivation about existing social relations.

Front 38

Mere Exposure Effect

Back 38

The phenomenon whereby the more often people are exposed to a stimulus, the more positively they evaluate that stimulus.

Front 39

What is Beautiful is Good Stereotype

Back 39

The belief that physically attractive individuals also possess desirable personality characteristics.

Front 40

Matching Hypothesis

Back 40

The proposition that people are attracted to others who are similar in physical attractiveness.

Front 41

Reciprocity

Back 41

A mutual exchange between what we give and receive - for example, liking those who like us.

Front 42

Hard-to-get Effect

Back 42

The tendency to prefer people who are highly selective in their social choices over those who are more readily available.

Front 43

Intimate Relationship

Back 43

A close relationship between two adults involving emotional attachment, fulfillment of psychological needs, or interdependence.

Front 44

Social Exchange Theory

Back 44

A perspective that views people as motivated to maximize benefits and minimize costs in their relationships with others.

Front 45

Equity Theory

Back 45

The theory that people are most satisfied with a relationship when the ratio between benefits and contributions is similar for both partners.

Front 46

Exchange Relationship

Back 46

A relationship in which the participants expect and desire strict reciprocity in their interactions.

Front 47

Communal Relationship

Back 47

A relationship in which the participants expect and desire mutual responsiveness to each other's needs.

Front 48

Attachment Style

Back 48

The way a person typically interacts with significant others.

Front 49

Triangular theory of Love

Back 49

A theory proposing that love has three basic components- intimacy, passion, and commitment- which can be combined to produce eight subtypes.

Front 50

Passionate Love

Back 50

Romantic love characterized by high arousal, intense attraction, and fear of rejection.

Front 51

Companionate Love

Back 51

A secure, trusting, stable partnership.

Front 52

Excitation Transfer

Back 52

The process whereby arousal caused by one stimulus is added arousal from a second stimulus, and the combined arousal is attributed to the second stimulus.

Front 53

Self-Disclosure

Back 53

Revelations about the self that a person makes to others.