Social Psych, Exam Ii

Front 1

Cognitive Dissonance

Back 1

a drive or feeling of discomfort, caused by holding 2 or more inconsistent cogs and then acting contrary to typical positive self perception

Front 2

Postdecision Dissoance

Back 2

dissonance aroused after a decision, typically reduced by uping attractiveness of decision

Front 3

Lowballing

Back 3

drawing customer to agree to low price then claim error and up the price

Front 4

Justification of Effort

Back 4

tendency of individuals to increase liking if they have worked hard to attain something

Front 5

External Justification

Back 5

a reason or explanation for dissonant personal behavior that resides outside individual

Front 6

Internal Justification

Back 6

reduction of dissonace by changing something about self

Front 7

Counterattitudinal Advocacy

Back 7

stating an opinion or attitude that runs counter to one's private belief or attitude

Front 8

Insufficient Punishment

Back 8

the dissonance aroused when individuals lack sufficient external justification for having resited a desired activity or object (devalue object)

Front 9

Self-Persuasion

Back 9

A long-lasting form of attitude change resulting from attempts ar self-justification

Front 10

Self-Discrepancy

Back 10

the idea that people become distressed when their sense of actual self differs from ideal

Front 11

Self-Evaluation Maintenance Theory

Back 11

one's self-concept can be threatened by another individual's behav and that the level of threat is determined by both closeness of other individ. and personal relevance of behav.

Front 12

Self-Affirmation Theory

Back 12

people will reduce impact of a dissonance threat to their self-concept by focusing on and affirming some other competence

Front 13

Self-Verification Theory

Back 13

idea that some people have a need to seek confirm of self-concept, be it pos or neg; can conflict with need for pos image

Front 14

Self-Justification

Back 14

tendency to justify one's actions in order to maintain self-esteem

Front 15

Rationalization Trap

Back 15

the potential for dissonace recution to produce a succession of self-justifications ultimately leading to stupid, immoral acts

Front 16

Cognitively Based Attitude

Back 16

based primarily on people's beliefs about the properties of an object

Front 17

Affectively Based Attitude

Back 17

based more on people's feelings and values than on beliefs about the nature of an attitude object

Front 18

Explicit Attitudes

Back 18

we consciously endorse and can easily support

Front 19

Implicit Attitudes

Back 19

involuntary, uncontrollable

Front 20

Yale Attitude Change Approach

Back 20

study of conditions under which people are most likely to change their attitudes in response to persuasive messages focusing on "who said what to whom"-- source of communication, nature of, and nature of audience

Front 21

Elaboration Likelihood Model

Back 21

Exlmantion of 2 ways which persuasive communications can cause attitude change; centrally, when people have time and attention; peripherally, no attention

Front 22

Central Route to Persuasion

Back 22

case wherby people elaborate on a persuasive communication, listening carefully to and thinking about the arguments (time and motive)

Front 23

Heuristic-Systematic Model of Persuasion

Back 23

an explanation of the two ways in whcih persuasive comms can cause attitude change; systematically processing merits of arguements or mental shortcuts (experts=right)

Front 24

Attitude Inoculation

Back 24

making people immune to attempts to change their attitudes by initially exposing them to small doses of arguments against their position

Front 25

Reactance Theory

Back 25

idea that when people feel their freedom to perform a certain behav is threatened, an unpleasant state of reactance is aroused, which they can reduce by performing the threatened behav

Front 26

Attitude Accessibilty

Back 26

strength of association b/w an attitude object and a person's evaluation of object, measured by speed of report on feelings towards objects

Front 27

Theory of Planned Behavior

Back 27

idea that the best predictors of a person's planned, deliberate behavs are person's attitudes toward specific behave, subjective norms, and perceived behav control

Front 28

Stereotype Threat

Back 28

the apprehension experienced by members of a group that their behavior might confirm a cultural stereotype

Front 29

Informational Social Influence

Back 29

leads us to conform b/c we see them as a source of info to guide our behav

Front 30

Private Acceptance

Back 30

conforming to other people's behav out of a genuine belief that it's right

Front 31

Public Compliance

Back 31

conforming to other people's behav publicly without neccessarily believing in what we are doing or saying

Front 32

Cogtagion

Back 32

the rapid spread of emotions or behavs through a crowd

Front 33

Mass Psychogenic Illness

Back 33

the occurence, in a group of people, of similar phys symptoms with no known phys cause

Front 34

Normative Social Influence

Back 34

other people lead us to conform in order to be liked and accepted by them

Front 35

Social Impact Theory

Back 35

the idea that conforming to social influence depends on the strengt of the group's importance, its immediacy, and the nmber of people in the group

Front 36

Idiosyncracy Credits

Back 36

the tolerance a person earns, over time, by conforming to group norms; if enough normal, can occasionally behave deviant

Front 37

Minority Influence

Back 37

case where a minority of group mems influence the behav or beliefs of major

Front 38

Injunctive Norms

Back 38

people's perceptions of what behav are approced or disapproved of by others

Front 39

Descriptive Norms

Back 39

people's perceptions of how people actually behave in given situations, regardless of whether the behav is approved or dis. by others

Front 40

Social Facilitation

Back 40

the tendency for people to do better on simple tasks and worse on complex tasks when they are in the presence of others and their individual persormance can be eval.

Front 41

Social Loafing

Back 41

tendency for people to do worse on simple tasks but better on complex when they are in presence of others and indiv. effort can't be eval

Front 42

Deindividuation

Back 42

the loosening of normal constraints on behavior when people are in a crowd, leading to an increase in impulsive and deviant acts

Front 43

Process Loss

Back 43

any aspect of group interaction that inhibits good problem solving

Front 44

Transactive Memory

Back 44

combined memory of two people that is more efficient than the mem of either indiv

Front 45

Groupthink

Back 45

a king of thinking in which mainstreaming group cohesiveness is more imprt than considering the facts in a realistic manner

Front 46

Group Polarization

Back 46

the tendency for groups to make decisions thaqt are more extreme than the initial inclinations of its members

Front 47

Great Person Theory

Back 47

the idea that certain key personality traits make a person a good leader regardless of sit

Front 48

Contingency Theory of Leadership

Back 48

the idea that leadership effectiveness depends both on how task-oriented or relationship-oriented the leader is on the amount of control and influence the leader has over group

Front 49

Task-Oriented Leader

Back 49

more concerned with getting job done than group relations (best in high/low control)

Front 50

Relationship-Oriented Leader

Back 50

a leader who is concerned primarily with workers' feelings and relationships (best in moderate control)

Front 51

Social Dilemma

Back 51

conflict in which the most benficial action for an indiv will harm everyone (if most people)

Front 52

Tit-for-Tat Strategy

Back 52

a means of encouraging cooperation by at first acting cooperatively but then always responding the way your opponent did before you

Front 53

Public Goods Dilemma

Back 53

indivs must contribute to common pool to maintain public good

Front 54

Commons Dilemma

Back 54

everyone takes from a common pool of goods that will replenish itself if used in mod but disappear if overused

Front 55

Negotiation

Back 55

form of comm b/w opposing sides in a conflict in which offers and counterofferes are made and solution occurs when both parties agree

Front 56

Integrative Solution

Back 56

parties make trade-offs on issues according to diff interests

Front 57

Propinquity Effect (akin to "mere exposure effect)

Back 57

The finding that the mroe we see and interact, more likely to become friends

Front 58

Social Exchange Theory

Back 58

the idea that people's feelings about relationship depend on perceptions of rewards and costs of relationship, the kind of relationship they deserve, and their chances for better

Front 59

equity Theory

Back 59

idea that people are happiest with relationships in which the rewards and costs experienced and contribs made by both parties =

Front 60

Triangular Theory of Love

Back 60

the idea that different kinds of love consist of varying degrees of 3 components: intimacy, passion, and commitment

Front 61

Attachment Styles

Back 61

the expectation people develop about relationships with others, based on relationship with primary caregiver as infant

Front 62

Secure Attachment Style

Back 62

characterized by trust, a lack of concern w/ being abandoned, and the view that one is worthy and well liked

Front 63

Avoidant Attachment Style

Back 63

an attachment style cahracterized by suppression of attachment needs, b/c attempts have been rebuffed in past; difficult to develop intimate rela

Front 64

Anxious/Avoidant Attachment Style

Back 64

concern that others will not reciprocate one's desire for intimacy, resulting in higher-than-average levels of anxiety

Front 65

Investment Model

Back 65

people's commitment to a relationship depends not only on their satisfaction w/ the relationship in terms of rewards, costs (investments and possible losses), and comparison level and their comparison level for alternatives

Front 66

Exchange Relationships

Back 66

relationships governed by the need for equity

Front 67

Communal Relationships

Back 67

relationships in which people's primary concern is being responsive to the other person's needs

Front 68

Injunctive Norms

Back 68

people's perceptions of what behavs are approced or disapproved of by others

Front 69

Descriptive Norms

Back 69

perceptions of how people actually behave in a given sit, regard of whether behave is approved of