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19 Cards in this Set

  • Front
  • Back
Need to belong theory
The need for interpersonal attachments is a fundamental motive that has evolved for adaptive purposes.
Social Dilemma
When there is a motivational conflict both to cooperate and to be selfish. People more likely to cheat if the feel others are doing the same.
Impression management
The tendency for people to strategically alter how they present themselves in order to achieve interpersonal goals.
Ingratiation-"I am likeable"
Tactics: Gives compliments, favors, is smiling and attentive or funny.

Risks: Being percieved as a sycophant.
Self promotion-"I am competent"
Tactics: Makes positive claims about one's self or one's performance.
Risks: Being perceived as conceited or boastful.
Intimidation-"I am powerful"
Tactics: Makes threats, displays dominance, and aggression.
Risks: Being perceived as a bully
Exemplification-"I am worthy"
Tactics: Makes claims of moral superiority, self-denial, and aggression.
Risks: Being perceived as self righteous
Supplication-"I am weak"
Tactics: Offers submission, pleading and self deprecation
Risks: Being seen as overly needy
self monitoring
A personality characteristic that describes the extent to which people monitor and alter their behavior according to situational cues.
Social Facilitation
When the mere presence of others enhances performance
Social loafing
Tendency to slack when others are also accountable. Tragedy of the commons.
A phenonmenon of low self awareness in which people lose their individuality and fail to attend to personal standards.
Group polarization
A process where group members conform to the initial attitudes of other members who already agree.
Social norms
Expected standards of conduct that influence behavior
foot in the door effect
Studies have found people are more willing to comply with a large and undesirable request if they had earlier agreed to a smaller one. E.G. lawn signs experiment
door in the face
Effect in which people are more likely to agree to a small request after they have refused a large request, because the second request seems modest in comparison, and people want to seem reasonable.
Frustration-aggression hypothesis
The extent to which people feel frustrated predicts the likelihood that they will act aggressively.
To provide help when it is needed, without any apparent reward for doing so.
Kin Selection
The tendency to be altruistic toward those who share a genetic bond.