Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
41 Cards in this Set
- Front
- Back
social psychology
|
the subfield of psychology that deals most explicitly with how people are influenced by each other
|
|
person perception
|
the processes by which people perceive and understand each other and themselves
|
|
attitudes
|
the evaluative beliefs that people have about their social world
|
|
attribution
|
any claim about the cause of someone's behavior
|
|
Heider
|
pioneer in social psychology
|
|
actor-observor discrepancy
|
when person bias is weaker and situation bias is stronger for one's own behavior
|
|
person bias
|
the fact that people give too much weight to personality and not enough to the environmental situation making attributions
|
|
schema
|
the organized set of information or beliefs we have about any entity or event
|
|
three levels stereotypes are split into
|
public, private, implicit
|
|
attitude
|
any belief or opinion that has an evaluative component
|
|
four functions that attitudes serve
|
value-expressive function, social-adjustive function, defensive function, utilitarian function
|
|
value-expressive function of attitudes
|
part of a person's self-concept and help give meaning to the person's life
|
|
social-adjustive function of attitudes
|
help the person get along with the group because shared by one's social group
|
|
defensive function of attitudes
|
provide a sense of consistency and harmony and help calm the person's anxieties or boost the person's self-esteem
|
|
utilitarian function of attitudes
|
guide the person's behavior toward or away from objects or events in a useful way that increases rewards and decreases punishments
|
|
values
|
general, relatively abstract attitudes that people claim as guiding principles behind their more specific attitudes
|
|
Newcomb's Bennington College experiment
|
study that showed students who entered the college as conservatives became liberal at the end of their four years due to other peoples' influences (social-adjustive function)
|
|
Leon Festinger
|
came up with cognitive dissonance theory
|
|
cognitive dissonance theory
|
when we become aware of some inconsistency among attitudes we try to resolve the contradictions, tending towards new attitudes
|
|
three ways of resolving dissonance
|
avoiding dissonant information, firming up an attitude to be consistent with an action, and changing an attitude to justify an action
|
|
insufficient-justification effect
|
change in attitude that occurs because without the change the person cannot justify his already-completed action
|
|
When is the insufficient-justification effect the strongest?
|
no obvious incentive, free will, and when the original may have caused harm to others or to oneself
|
|
just-world bias
|
people believe life to be fair because if it wasn't it would be unberable
|
|
four-walls technique
|
salesperson asks customer questions consistent with idea that owning product would be a good thing
|
|
Robert Cialdini
|
studied usage of cognitive dissonance in sales pitches
|
|
foot-in-the-door technique
|
potential customer grants initial small request, which prepares customer psychologically to grant a subsequent larger request
|
|
reciprocity norm
|
people feel obliged to return favors
|
|
pregiving
|
giving a sample so that the customer feels obligated to do something in return (reciprocity norm)
|
|
psychological reactance
|
when pressure to behave in a certain way is too blatant, the opposite effect occurs
|
|
overarching ideology
|
faith in scientific research
|
|
social loafing
|
people involved in a group effort are more likely to slack off if their individual contributions are not identifiable to others
|
|
shift in attention
|
when an individual stops focusing on themselves and focuses instead on whatever has the group's attention
|
|
deindividuation
|
reduced accountabiility and shift in attention
|
|
informational influence
|
social influence that works through providing information
|
|
normative influence
|
social influence that works through the person's desire to be part of a group
|
|
Stanley Milgram's experiment
|
shocks; tested obedience
|
|
Solomon Asch's experiment
|
compared lines; tested conformity
|
|
group polarization
|
if a group is unevenly split on an issue, then the majority is pushed toward a more extreme view in the same direction as the initial view
|
|
one-upmanship hypothesis
|
group members vie to become the most vigorous supporter of the position most people favor, so group becomes more polarized
|
|
group-stereotyping hypothesis
|
people shift their position toward their belief of the average view, but misperceive that average as more extreme
|
|
intergroup-conflict hypothesis
|
people shift toward a more extreme view to distinguish themselves clearly from the opposing group
|