Social Psych Exam 2

Front 1

Central route to persuasion

Back 1

Occurs when interested people focus on the arguments and respond with favorable thoughts

Front 2

Peripheral route to persuasion

Back 2

Occurs when people are influenced by incidental cues, like a speaker's attractiveness

Front 3

Sleeper Effect

Back 3

A delayed impact of a message that occurs when an initially discounted message becomes effective, such as we remember the message but forget the reason for discounting it

Front 4

Reason vs. emotion

Back 4

Well-educated audience more likely to be moved by reason, uninterested audience, emotion

Front 5

Fear

Back 5

The more fear invoked, the more persuasive

Front 6

Primacy effect

Back 6

Other things being equal, information presented first usually has the most influence

Front 7

Two step flow of communication

Back 7

The process by which media influence often occurs through opinion leaders who in turn influence others

Front 8

Attitude inoculation

Back 8

Exposing people to weak attacks on their attitudes so that when stronger attacks come they will have refutations available

Front 9

Normative influence

Back 9

Conformity based on desire to fulfill expectations, often to gain acceptance

Front 10

Informational influence

Back 10

Conformity occurring when people accept evidence about reality presented by other people

Front 11

Co-actors

Back 11

Co-participants working individually on a non-competitive activity

Front 12

Social facilitation

Back 12

The strengthening of dominant responses in the presence of others

Front 13

Social loafing

Back 13

The tendency for people to exert less effort when they pool their efforts towards a common goal than when they are individually accountable

Front 14

Deindividuation

Back 14

Loss of self awareness and evaluation apprehension; occurs in group situations that that foster responsiveness to group norms, good or bad

Front 15

Group polarization

Back 15

Group produced enhancements of members' preexisting tendencies; a strengthening of members' average tendency, not split within the group

Front 16

Pluralistic ignorance

Back 16

A false impression of what most other people are thinking or feeling, or how they are responding

Front 17

Groupthink

Back 17

The mode of thinking that persons engage in when concurrence-seeking becomes so dominant in a cohesive in group that it tends to override realistic appraisal of alternative courses of action

Front 18

Task leadership

Back 18

Leadership that sets standards, organizes work, and focuses on goals

Front 19

Social leadership

Back 19

Leadership that builds teamwork, mediates conflict, and offers support

Front 20

Transformational leadership

Back 20

Leadership that, enabled by a leader's vision and inspiration, exerts significant influence

Front 21

Information processing theory

Back 21

We are persuaded by the information to which we are exposed, but we go through several steps whose probabilities multiply to determine likelihood of final outcome, McGuire

Front 22

Elaboration likelihood model

Back 22

We are persuaded not so much by the message or the source, but by our responses to the message

Front 23

Motivational effects of ostracism

Back 23

Reduced impulse control, lower self-efficacy, risky sex and drugs, attraction to extreme groups

Front 24

Physiological effects of ostracism

Back 24

Activates pain region of the brain, increased stress hormones, causes heart to skip a beat, makes people colder