Ch. 4-7

ingratiation

when we try to make others like us by conveying that we like them; praising others to flatter them

heuristic-systematic model

2 distinct routes to persuasion, one where low effort strategies are employed, the other where effortful and systematic information processing is used

which of the following is an example of a stereotype?

A person thinks that all Asians are good at math

People who are convicted of violence and theft-related crimes view themselves as being higher than the avg community member in terms of morality, kindness, generosity, trustworthiness, and honesty. What is the cause of this?

Above average effect

Forewarning

Advance knowledge that one is about to become the target of an attempt at persuasion. Forewarning often increases resistance to the persuasion that follows.

fear appeals

Attempting to change people's behaviors by use of a message that induces fear.

which of the following is an example of an intragroup comparison

Dan, a firefighter, compares himself to Bill, his colleague

it has been shown that complementaries are not a good basis for attraction. What is the one pair of complimentaries that is the exception to this

Dominance submissiveness

which of the following can contribute to a person showing attitudinal change when confronted with a counterattiduinal message?

Ego-depletion

Joanna has very little confidence in herself and her abilities, and she struggles with trusting other people and attaining genuine closeness with them. Which attachment style does Joanna have?

Fearful avoidant attachment style

Wendy, Greta, Tom, and Bill have all made New Year's resolutions to lose weight. Based on the information below, which of them is MOST likely to lose weight?

Greta, who intends to dramatically reduce her fat intake and tells others that she is greatly committed to her diet

ego depletion

The lowered capacity to exert self-control following earlier efforts to do so. Performance probs typically observed when people's ego strength has been depleted by prior efforts at self-control.

How do prejudiced people come to perceive themselves as unprejudiced?

They compare themselves to extreme bigots and feel that they don't match up

When Matt was married to Kim, he sometimes wondered what it would feel like to get divorced. When, 10 years later, he actually did get divorced, he found out that what he thought he would feel was completely wrong. Matt's post-divorce feelings didn't match his

affective forecasting

Suppose John has completed a study where he engaged in stereotype negation training. Given this scenario, John will likely

be much less inclined to associate the racial stereotype with the picture of the member of the matching race

attitude correctness

believing one's attitude is the valid or proper one to hold

One approach to reducing prejudice and bias is to encourage individuals to recategorize outgroup members and ingroup members as both being part of a larger single social entity. This approach is known as the ________ model.

common ingroup identity

upward social comparison

comparing ourselves to people who do better than or are superior to us

downward social comparison

comparison of the self to someone who does less well than/inferior to us

autobiographical memory

concerns memory of ourselves in the past, over the life course as a whole

explicit attitudes

consciously accessible attitudes that are controllable and easy to report

attitude

evaluations of various aspects of the social world

Marcus felt clearer about his attitude regarding a school policy after meeting with other students about it. The change came about because

he was able to repeatedly express his own attitude about the policy

Patty is a politician running for public office. At a town hall meeting, she claims that she has always fought for and will continue to fight for the LGBT community. At this, a person who does not support Patty stands up and claims that Patty only began to support marriage equality after the majority of U.S. states had legalized same-sex marriage. This person is trying to generate feelings of

hypocrisy

Which form of conditioning causes many children and young teens to hold political, religious, and social views that are very similar to those of their parents?

instrumental conditioning

cognitive dissonance

internal state that results when individuals notice inconsistency between 2 or more attitudes or between their attitudes and their behavior

Mrs. Smith has a son, Brad, who is in the military and who is specially trained in interrogation tactics. Brad is currently on duty in Afghanistan. Mrs. Smith cannot fathom her own son being tortured, but she feels that his torturing of terrorist operatives is warranted. Mrs. Smith is experiencing

moral disengagement

Erin works at a think tank in Washington, DC. She is a progressive liberal and, as most of her colleagues are around her age and come from similar backgrounds, she makes the assumption that her colleagues are too, even though a large percentage of them do not identify as such. Erin has fallen susceptible to

pluralistic ignorance

Introspection

privately contemplating "who we are". method for attempting to gain self knowledge

heuristic processing

processing of information in a persuasive message that involves the use of simple rules of thumb or mental shortcuts

hypocrisy

publicly advocating some attitudes or behavior and then acting in a way that is inconsistent with these attitudes or behavior

Marlon is a liberal. When he wants to watch the news on television, he only watches MSNBC. On the Internet, he only views popular liberal sites such as The Nation, Salon, and Slate. When he's using Facebook, if any of his friends posts links with conservative viewpoints, he hides these from his feed. Marlon is resisting persuasion through the use of

selective avoidance

Terrence, a black man, just moved to a new town. The town is predominantly white. Terrence realizes that he needs to get a job, so he visits a few of the town's manufacturing companies. With each application, Terrence is asked to note his race. With each application he completes and submits, Terrence experiences

stereotype threat

Jason has been listening to a talk show concerning animal rights. This is an issue that he cares deeply about and he is very knowledgeable about the topic. Jason is most likely to be persuaded by

strong, convincing arguments from a speaker delivering a message

The performance of relatively trivial positive actions for members of a minority group can be later used as an excuse for later discriminatory treatment. This is known as

tokenism

implicit attitudes

unconscious associations between objects and evaluative responses

Dr. Hammouda surveyed the graduating class of a small private university. One of his findings was that over 50 percent of the graduating class expected to receive a salary of at least $100,000 a year within 5 years of graduation. Dr. Hammouda knows that the actual percentage of recent graduates attaining that level of salary is much lower than 50 percent. The students are displaying

unrealistic optimism

Which of the following is usually true of a persuasive communicator?

An attractive communicator is more persuasive than an unattractive communicator

Which of the following people would be perceived most positively?

Gretchen, who walks briskly down the hall with an upright posture.

Next week, there will be a debate on campus. The topic of the debate will be, "Is Climate Change a Threat?" The debate will have three participants: Jim, a scientist from Harvard University; Caroline, a science writer from the Huffington Post; Ed, a conservative representative on the House Science Committee; and Janet, a science historian. Who will likely be more persuasive during the debate and why?

Jim, because his educational and professional background lend him credibility.

Due to the fact that we can define ourselves differently at any time, we have many selves. Can we say that one of these selves is the "true" self? Why or why not?

No, because all selves can be accurate, depending on the context and comparative dimension

Rachel has been with XYZ Corp. for over 20 years. During her time there, she has been promoted many times. She began her career as an assistant and is now a middle manager. However, in the last 10 years, she has not moved above her current role into the upper echelons of management positions at the corporation. Which of the following explains this slowdown?

Rachel has hit the glass ceiling at the corporation

At a party, Ralph talks about politics, music, and literature with two different people. Ralph has similar views to the first person, James, on all three topics. Ralph has similar views on one out of the three topics with the second person, Matt. Who will Ralph like more, and why?

Ralph will like James more because of their complementaries

self-evaluation maintenance model

To maintain a positive view of ourselves, we distance ourselves from others who do better than we do and move closer to others who do worse than us. doing this will protect our self esteem

attitude clarity

When there is no ambivalence in attitude; the person feels clear about what attitude to hold.

In general, which gender do people tend to feel more positively about and why

Women, because women are viewed as kind and nurturing

implementation plan

a plan for how to implement our intentions to carry out some action

classical conditioning

a type of learning in which one learns to link two or more stimuli and anticipate events

Dave has just been shown a composite face of 20 women. He will likely rate this face as ________ in attractiveness.

above average

self-control

achieved by refraining from actions we like and instead performing actions we prefer not to do as a means of achieving a long-term goal

Regarding the affect attraction relationship on social influence, an ad agency is primarily concerned with_______ in order to sell a product.

arousing positive feelings

When your feelings are negative about something in your environment, and another person just happens to be with you, you will tend to evaluate that person in negative terms, illustrating the impact of a(n) ________ on attraction.

associated effect

Promoting one or a very few women into high-status positions in an organization has the result of ________.

causing women not promoted to be more likely to blame themselves for not being promoted

Upon learning that soda sales are in decline, a soda manufacturer, ABC Fizz, decides upon a new advertising tactic. Using demographic data, ABC Fizz discovers that 30-34 year olds show a strong affiliation with Apple products. In the new advertising campaign, the company repeatedly pairs images of its soda with 30-34 year olds using Apple products. Before long, they find that sales of their soda increase within this demographic. This is an example of _____ conditioning.

classical

Bob listened to a new song and did not like it at all. Shortly thereafter, this song was used by a company as its new advertising jingle, and the song was played over and over, so Bob was repeatedly exposed to the song. You would expect Bob to ________ for the song.

decrease his liking

When Tricia arrives at her office, her colleague Paula says that she likes Tricia's outfit. This makes Tricia feel good and, in turn, makes Tricia like Paula more. Paula's words have a(n) ________ effect on Tricia.

direct

A campaign manager has advised the candidate he represents to make sure there is a "spontaneous" demonstration of support for him during the candidate's next major speech. Given that the candidate relies on his audiences's peripheral processing of his emotion-laden persuasive messages, the demonstration is useful because

distractions can increase the persuasiveness of a speech

Some people feel that certain groups of people have some underlying, biologically-based features that distinguish that group from other groups. These supposed distinguishing features are known as ________.

essences

Judy has recently been reflecting about all of the positive personal and professional life changes she has experienced over the past decade. The MOST likely reason she is engaging in this reflection is because she

finds it gratifuing to see improvement over time

One result of tokenism is that it ________.

helps to maintain the perception that the existing system is fair

self-construal

how we characterize ourselves, which can vary depending on what identity is salient at any given moment

possible selves

image of what we dream of or dread becoming in the future

Dan, an admissions officer at a private university, is informed by human resources that he is discriminating against black applicants. Dan cannot believe this, as he has no knowledge that he did such a thing and knows he wouldn't do something like this intentionally. Human resources informs him that he rejected outright the applications of nearly every applicant with a name that "sounded" black. It's likely that Dan holds ________ attitudes toward black people.

implicit

If one reflects on achievements, self-esteem ________. If one reflects on failures, self-esteem ________.

increases, decreases

Joanna is part of a writer's group that meets each week. A friend of Joanna's recently asked her about the group, saying that she'd like to join, but she had also heard of another writer's group in town. Joanna knew the other group and said, "Don't join that one. Ours is focused on workshopping each other's work and providing constructive feedback. The other one just meets once a week to drink. They barely even talk about writing, let alone workshop anyone's work." This is an example of a(n)

intergroup comparison

Research on self-control has demonstrated that engaging in self-regulation ________.

is like a muscle in that the more we practice self control, the easier it becomes to self regulate

intergroup comparison

judgements that result from comparisons between our group and another group

intragroup comparisons

judgments that result from comparisons between individuals who are members of the same group

In a study, participants were told an African American student had been discriminated against in the grading of a paper, and had either complained about it or dealt with it by accepting responsibility. Participants evaluated the student ______ in the complaint condition than in the responsibility condition

more negatively

ingratiation involves_________, whereas self deprecation involves ________

praising another person/using flattering language, lowering an audience's expectations of one's abilities

elaboration likelihood model

perusasion can occur in 1 of 2 ways, differences in amount of cognitive effort or elaboration the message receives

Thom is a junior in college who is studying creative writing. He often daydreams about what he will be like when he is in his 30s. He usually imagines himself siting at a writing desk in the attic of a house surrounded by a dense forest and a lake. On the desk is his Nobel Prize for Literature award, and downstairs are his wife and two children. Thom has constructed a(n)

possible self

self-deprecating

putting ourselves down or implying that we are not as good as someone else

Suppose Diane and Mark, as first-year students, are assigned dorm rooms right next door to each other. Shortly thereafter, they begin dating, and after college, they wed. The factor that would be MOST responsible for their initial acquaintance is

repeated exposure due to proximity

Scott and Elizabeth grew up in the same small town. They attended the same school and went to the same college, where they took many of the same classes. At first, they were not particularly interested in each other romantically, but over time, they became increasingly attracted to each other and eventually married. This is best explained by the ________.

repeated exposure effect

habit

repeatedly performing a specific behavior, so responses become relatively automatic whenever that situation is encountered

the belief that we can achieve a particular goal through our own actions

self efficacy

Irene considers herself to be an environmentalist, and she wants to reduce her carbon footprint. One day, her husband comes home and says that he sold their electric lawn mower and used the money, plus some savings, to by a new, powerful gasoline-powered mower. Irene is shocked, but when she uses the mower, she decides that she really likes it. This makes her feel uneasy, so she reminds herself of all the good environmental work she has done in the past. Irene is engaging in

self-affirmation

Marion hopes to come to a deeper sense of self-understanding. Which of the following, according to research, should Marion do to gain self-insight?

she should try to view herself as others do

Brad takes the bus to work every day. He is happy when a woman named Jill is riding the bus because they have a lot in common and chat on the way to work. He isn't happy when Kyle is on the bus because they don't have anything in common, and Kyle often makes Brad feel bad. This is an example of the ________ effect.

similarity-dissimilarity

A film studio pairs with a brewery and exclusively includes scenes of people drinking this beer or the beer standing in the background of scenes throughout many of its summer blockbusters. Sales of the brewery's line of beers skyrocket. The increased sales were likely due to ________ conditioning.

subliminal

Mike believes that men are generally better at math and engineering than are women. He also tends to think of women as being emotional and a bit "soft." Mike recently met Karen, an attractive woman who is also a civil engineer. In most other respects, Karen fits Mike's ideas about women. Rather than revise his stereotype of women, Mike probably assumed that Karen represents a(n) ________.

subtype

According to _____, events trigger our attitudes and, simultaneously, the appropriate norms for how people should or typically do behave in any given situation

the attitude to behavior process

self esteem

the degree to which we perceive ourselves positively or negatively. Overall attitude towards ourself

illusion of truth effect

the mere repetition of information creates a sense of familiarity and more positive attitudes

conditioned stimulus

the stimulus that comes to stand for or signal a prior unconditioned stimulus

above average effect

the tendency for people to rate themselves as above average on most positive social attributes

self-verification perspective

theory that addresses the processes by which we lead others to agree with our views of ourselves; wanting others to agree with how we see ourselves

Jenna falls in love with one of her coworkers, a man named Omar. She thinks about him at all hours of the day and is very happy when they spend time together at social outings or at work gatherings. They sometimes go out to dinner, to the park, or to a movie. One day, however, Omar tells her that he can tell that she has feelings for him, but he only wants to be friends with her. Jenna has experienced _____ love

unrequited

Recently, Annabelle got a short story published in an online literary magazine. She was very excited because this was her first publication. However, 2 weeks later, she read a masterful story by Toni Morrison, one of the most famous writers in America. Annabelle then didn't feel so great about her own story or the fact that it was accepted for publication. This is an example of ________ social comparison.

upward

When are women more likely to gain access to high-status positions?

when companies are in a time of crisis

stereotype threat

when people believe they might be judged in light of a negative steretype about their group that their performance may confirm

Salience

when someone or some object stands out from its background or is the focus of attention

Mark just received notice that he was accepted to law school. Excited, he walks outside his house to tell his roommate, who is working in the front yard. As he exits his house, he runs into the postal worker who always delivers the mail to his house. He has never liked the postal worker much, but now he is happy to see him and eagerly strikes up a conversation. Mark's evaluation of the poster worker is due to the __________ effect of receiving the news about law school.

associated

Joshua happened to be sitting next to Brittany when the professor returned term papers to the class. Brittany received an unexpectedly high grade and the teacher's comments were very flattering to her. Brittany now finds herself liking Joshua a bit more than before. This occurrence is best explained by ________.

associated effect of emotions

personal-versus-social identity continuum

at the personal level, the self is thought of as a unique individual, whereas at the social identity level, the self is seen as a member of a group

self promoting

attempting to present ourselves to others as having positive attributes

central route to persuasion

attitude change resulting from systematic processing of information presented in persuasive messages

Attitude to behavior process model

attitudes guide behavior that emphasizes the influence of attitudes and stored knowledge of what is appropriate in a given situation on an individual's definition of the present situation. This definition then influences overt behavior.

implicit self-esteem

feelings about the self of which we are not consciously aware