Social Psychology 2130 Exam 3

injunctive norms

norms that specify what most others approve or disapprove of

descriptive norms

norms that specify what most people do in a given situation

emotional accuracy

the cognitive component of empathy perceiving others thoughts and feelings accurately

Ingratiation

getting others to like you so that they will be more willing to agree to our requests

reciprocal altruism

helping others with the expectation that they will probably return the favor in the future

unintentional social influence

Instances in which other persons change our behavior without intending to do so

passionate love

An intense and often unrealistic emotional response to another person.

social influence

Efforts by one or more persons to change the behavior, attitudes, or feelings of one or more others

empathy

Emotional reactions that are focused on or oriented toward other people and include feelings of compassion, sympathy, or concern

a prosocial

Jenny, a 5-year-old child, may be MOST likely to exhibit helping behavior after playing ________ video game.

Fearful-avoidant attachment style example

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?

emotional empathy

Sharing the feelings and emotions of others

The associated effect of emotions on attraction

Occurs when another person is present when one's emotional state is aroused by something or someone unrelated to that person

deadline technique

Setting a specific end date for an opportunity, such as a sale or service, in order to increase its desirability.

symbolic social influence

Social influence resulting from mental representation of others or our relationships with them

repeated exposure due to proximity

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

proximity

The physical closeness between two individuals with respect to where they live, where they sit in a classroom, where they work, etc.

taking another's perspective, sympathizing with another person

Two aspects of empathy are ________ and ________.

that's-not-all technique

When an auto dealer offers you an extra option as a "closer" for a deal, the dealer is using

Deindividuation

a reduced state of self awareness that encourages impulsive behavior

feelings of elation

acts that make you feel inspired, uplifted, and optimistic about human nature

accessible relationship

appears everywhere with little to no variation

synchronous behavior

behavior in which individuals match their actions to those of others

introspection illusion

conformity happens unconsciously, so it escapes our introspection

findings from Stanley Milgram

difficult to resist even if they involve harming another person.

social exclusion

exclusion from a group- or perceiving that we no longer belong

Functional Realtionship

exists in all countries buy in varying degrees

empathic concern

feelings of concern for another's well-being

Modeling

form of unintentional social influence

normative focus theory

influence resulting from a person's desire to gain approval or avoid disapproval

normative social influence

influence resulting from a person's desire to gain approval or avoid disapproval

aversive racism

negative emotional reactions to people of a certain race

unrequited

not reciprocal; not given in payment or returned in kind

informational social influence

other peoples actions and opinions define our social reality, and we use that as a guide for our own actions and opinions

social contagion

spread of behavior, emotions, and ideas

lowball procedure

technique to ensure conformity; strategy to induce a person to agree to something by enticing the individual with a low 'cost' and then add-on to the original product; Example: buy a car with no options, but when you add-on the options you have paid more money

the lure effect

technique where the intended target of a request if first asked to agree to do something she or she finds appealing (ex: survey for compensation)

pluralistic ignorance

tendency for an individual surrounding by a group of strangers to hesitate and do nothing

Reactance

the feeling that our personal freedom is being restricted, and that we should resist strong pressure to conform to maintain our individuality

repeated exposure effect

the more exposure we have to new stimuli, the more we tend to favor it

competitive altruism

this view suggests that one important reason why people help others is that doing so boosts their own status and reputation and, in this way, ultimately brings them large benefits

Conformity

A type of social influence in which people change their attitudes or behaviors to adhere to existing social norms

Crowdfunding

-a process in which entrepreneurs use the money contributed to set up and then run their companies -A form of social behavior in which entrepreneurs describe the products or services their new company will provide and ask people to contribute

preoccupied attachment style

-low self-esteem and high interpersonal trust -want closeness so they readily form relationships unworthy

fearful-avoidant attachment style

-low self-esteem and low interpersonal trust -dont form close relationships or tend to have unhappy ones

love

A combination of emotions, cognitions, and behaviors that often play a crucial role in intimate relationships

Obedience

A form of social influence in which one person simply orders one or more others to perform some action(s)

compliance

A form of social influence involving direct requests from one person to another

defensive helping

A motive for helping behavior that is characterized by reducing the threat posed by outgroups to own ingroup

diffusion of responsibility

A principle suggesting that the greater the number of witnesses to an emergency the less likely victims are to receive help.

door-in-the-face technique

A procedure for gaining compliance in which requesters begin with a large request and then, when this is refused, retreat to a smaller one.

foot-in-the-door technique

A procedure for gaining compliance in which requesters begin with a small request and then, when this is granted, escalate to a larger one.

dismissing attachment style

A style characterized by high self-esteem and low interpersonal trust -feels they deserve a close relationship, but is fearful of mistrust -results in rejection of relationships

low-ball procedure

A technique for gaining compliance in which an offer or deal is changed to make it less attractive to the target person after this person has accepted it.

kin selection theory

A theory suggesting that a key goal for all organisms is getting our genes into the next generation; one way to reach this goal is by helping others who share their genes

prosocial behavior

Actions by individuals that help others with no immediate benefit to the helper

attachment style

The degree of security experienced in interpersonal relationships

Dominance-Submissiveness

The emotional state that reflects the degree to which consumers and employees feel in control and able to act freely within the service environment.

Cohesiveness

The extent to which we are attracted to a social group and want to belong to it.

similarity-dissimilarity effect

The finding that people respond positively to indications that another person is similar to themselves and negatively to indications that another person is dissimilar from themselves

need for affiliation

The motivation to interact with other people in a cooperative way

negative state relief model

The proposal that prosocial behavior is motivated by the bystander's desire to reduce his or her own uncomfortable negative emotions or feelings

empathy-altruism hypothesis

The suggestion that some prosocial acts are motivated solely by the desire to help someone in need

matching hypothesis

The tendency for people in a romantic relationship to be similar to each other in terms of physical attractiveness

empathic joy hypothesis

The view that helpers respond to the needs of a victim because they want to accomplish something, and doing so is rewarding in and of itself