sop exam 2

Which of the following statements is least true, according to research on self-knowledge?

A. The best way to "know thyself" is to look inward, introspecting about ourselves. B. Sometimes the best way to know ourselves is to see what we do. C. We often try to figure out ourselves by comparing ourselves to others. D. One way we know ourselves is by using theories we learn from our culture. a

Which of the following is an example of an intrapersonal stage to relationship dissolution?

A. The breakup is announced to other people. B. One member of the couple thinks a lot about his or her relationship dissatisfaction. C. One member of the couple discusses the potential breakup with the other person. D. The couple decides to get back together. b

traits of secure style

-Most enduring , long term relationships -Highest level of relationship commitment -Highest level of relationship satisfaction -Find it easy to get close w others -Dont worry about abandonment

anxious-ambivalent style traits

-Most short lived romantic relationships -Enter into romantic relationships the quickest -Most upset and angry when love is not reciprocated -Others are reluctant to get close as they would like -Worries partner doesn't really love me -Clingy

to increase self control:

-Practicing exerting self control -Set behavioral intentions -Avoid depleting situations

Problems w self handicapping?

-Self fulfilling prophecy, can end up causing the event we feared to begin with (ex: underperforming on a exam) -Other people do not form positive impression of self handicappers

peripheral route traits

-Swayed by superficial characteristics of communication -Occurs when people lack motivation and opportunity -Results in weaker attitude change cues: -trust the expert -what is attrition is good -what has lots of reasons must be good use non message factors like: likability, emotion, , credibility, leads to low elaboration (minimal processing for us) leading to less durable attitude change

To predict whether people will stay in an intimate relationship we need to know:

-Their level of satisfaction in their relationship (in terms of rewards, costs, and comparison levels) -What they think of the alternatives -The degree of their investment in the relationship

Implications for mate preferences:

-Women prefer mates that can provided resources -Men prefer fertility in a mate and more mates -men should worry about sexual infidelity -women should worry about emotional infidelity

evolutionary perspective on mating

-Women: reproductive success measured by successfully raising offspring to maturity (Quality) -Men: reproductive success enhanced by mating w fertile women (Quantity)

social learning

-attitude formation through observations of others (parents, teachers, friends) - racial beliefs -political beliefs -religious beliefs

cultural truism study Mcguire 1964

-brief arguments against brushing teeth after meals (inoculated) or not - 2 days later =stronger attack -less likely to change attitude if inoculated

if an attitude is affectively based

-try to change w emotional appeals -stress social identity and values -sex, beauty, youthfulness

awareness of the self develops when?

18-24 months old

love

2 kinds: compassionate and passionate -universal emotion

Development Theory

3 kinds of attachment styles secure, avoidant, anxious/ambivalent -If people had unhappy relationships w their parents, they are not doomed to repeat this -People's experience in relationships can help them learn new and more healthy ways of relating to others -People may be develop more than one attachment style over time

what are men and women more bothered when concerning cheating?

65% of men say bothered more by partner having sex 12% of women say partner having sex so therefore women more bothered by there spouse developing an emotional attachment to someone else

halo effect

A cognitive bias by which we tend to assume that an individual with one positive characteristic also possesses other (even unrelated) positive characteristics assume attractive people possess other desirable traits

Which of the following is a benefit of online dating?

A. The ability to achieve propinquity with a wider range of people B. Mathematical formulas that are highly effective at creating compatibility matches C. People tend to be more honest about themselves online D. With online dating, there's no such thing as potential mates feeling "out of your league" a

long lasting attitude change

occurs through central careful analysis of argument -maintained -resistant to counter persuasion

Evaluative conditioning:

pairing neutral object w valanced other -one would be more positive ,one more negative

communal relationships

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

Snyder et al. (1977)

self fulfilling prophecy & attractiveness -men paired w women to have phone conversations - men given either attractive or unattractive picture of the "women" they were gonna talk to -this changed how they talked to the women which in turn the women responded to how the men talked

investment model

the theory that people's commitment to a relationship depends not only on their satisfaction with the relationship, but also on how much they have invested in the relationship that would be lost by ending it how much would you lose that you put into relationship? -emotional energy -tangible resources -kids well being -determines commitment

4. Suppose you are a parent and want your children to do well in school. Which of the following is likely to work the best?

a. Tell them that they were born with a lot of academic talent. b. Tell them that academic ability is something that they can cultivate and grow if they work hard. c. When they are young, give them money for every book they read. d. Tell them that intelligence is inherited and that there is a lot of it in your family. b

self esteem

- Evaluations of our self worth; the affective component of the self - High self esteem: viewing ourselves as good, competent, and decent; encourages: Motivational function & Protective function - Benefits of high self esteem: 1. Protects us from depression 2. Terror management theory: self esteem protects us from terrifying thoughts about their morality

cultural differences of love

- Experiences of love -Americans value passionate love more -the chinese value companionate love more -How love is defined varies across cultures

friendship at MIT study

- 1940s student housing - 17 apartment buildings, students randomly assigned to residences - 10 apartments in each building -Who would become friends? Name 3 best friends: -41% listed people living one door down -22% 2 doors down -10% at opposite ends of halls -⅔ of one's friends were in the same building

Minimum obligatory investment for reproduction is:

-Huge for women -Small for men -So Choosing a mate is a big deal for women

Culture, Impression Management

- Culturally universal Cultural differences: - Kinds of images we present -"Saving face" important in asian culture

Stanford marshmallow experiment

- Delayed gratification - 1 small reward now or 2 later -Wait longer (self control) = better life outcomes: Sat scores Bmi Educational attainment Better responses to stress Lower levels of substance abuse

cultural differences in self: non western

- Eastern culture in contrast emphasizes group cohesions, interpersonal harmony, and importance of others - Asian and non western cultured: interdependent view of the self- defining oneself in terms of relationships to other people

self esteem: measuring

- Implicit association Task (IAT): how easily people pair self related words w good vs. bad words ex: Name letter preference (people liking letters in their name more than letters that aren't ) Automatic influences of self esteem Ex: move to a state that is like your name (jack in Jacksonville, phillip in philadelphia) Ex: marry someone that is like your name

avoidant style traits

- Least likely to enter into a relationship -Most likely to report never being in love -Lowest levels of relationship commitment -Somewhat uncomfortable being close w others -Difficult to trust completely -Partner wants them to be more intimate than they are comfortable w

problems w evolutionary theory:

- Over emphasizes on sex differences - Women desire status in a mate bc men monopolize resources - Men value attractiveness due to conditioning and social norms - Differences in willingness to have sex r due to social pressures on men vs women to act certain way

assumptions of attractive people

- People attribute positive qualities to beautiful - "What is beautiful is good" stereotype

Cognitively Based Attitude

an attitude based primarily on people's beliefs about the properties of an attitude object -features, pros, cons, -relevant facts, such as objective quality of something

Avoiding over justification when using rewards:

- Rewards undermine interest only if initial interest was high - Type of reward matters

Why does similarity increase attraction?

- Similar others validate us (self verification) different others contradict us - Similarity leads to proximity - Interactions are more fluent w similar others -Similar others will like us -Committed relationships , people choose similar partners -Low level of commitment= choose dissimilar partner

facial attractiveness similar across cultures

- Symmetry is preferred- size, shape, and location of the features on one sis match the other side of face

central route traits

-Listening carefully and focusing on logical arguments -Occurs when motivated to process message and when one has opportunity -Results in stronger attitude change -Message content: strength quality>> high elaboration: careful processing>> more durable attitude change

universals of attractiveness

-Men: strong jaw, broad shoulders -Woman: small nose, big smile -Everyone: large eyes, high cheekbones, consistent skin tone, facial symmetry

Similarity in Interests and Experiences

- We choose to enter social situations where we find similar others - Thus , new similarities are created via new shared experiences, that fuel friendship

recipricol liking

- We like people who are like us - For initial attraction, reciprocal liking can overcome: -Dissimilarity in attitudes -Attentional biases to attractive faces -Even lack of similarity

cultural differences in the self: western:

- Western culture emphasizes agency and personal success. - Western cultures: independently view the self - defining oneself in terms of one's own internal thoughts feelings and actions

when we use social comparison theory:

- When: uncertain about performance and no objective standard - Who: usually similar others, but depends on the motive - Goal driven motives influence type of comparison - Motivated to be accurate: social comparison to similar others

study on sex and dating

- Will u got out w me tn? 56% male /50 % female - Will you come back to my place tn? 69% m/6% f - Will u have sex w me tn? 75%m /0%F.

initial attraction

- familiarity leads to liking - more is needed to create friendships/relationships -that fuel is similarity (in opinions and personality)

What makes people feel closer? sex or good convo?

- men emphasize sex to maintain the relationship more than women -40% of men say sex 10% of women say sex

3 sources of affective based attitudes:

- operant conditioning, -classical conditioning - evaluative conditioning

if an attitude is cognitively based

- try to change w rational arguments -stress objective merits of product -price, reliability, efficiency

genetics as source of attitudes

- twin studies show some attitudes as inherited - identical twins share more similar attitudes than fraternal, even when raised in different environments - heritability indices of certain attitudes using twin studies: more correlation for identical than fraternal twins

why we self handicap?

-Failing at something doesn't feel good -protects self esteem if we do fail

to get someone to be attracted to you

-Hang around (proximity) -Find someone similar (similarity) -Look your best (physical beauty) -Give compliments / express interests (reciprocal liking)

Elaboration Likelihood Model (ELM)

A model explaining two ways in which persuasive communications can cause attitude change: centrally, when people are motivated and have the ability to pay attention to the arguments in the communication, and peripherally, when people do not pay attention to the arguments but are instead swayed by surface characteristics

interdependent view of the self

A way of defining oneself in terms of one's relationships to other people, recognizing that one's behavior is often determined by the thoughts, feelings, and actions of others

Ben is worried that he will do poorly on his psychology test. Which of the following is the best example of behavioral self-handicapping?

A. He spends a couple of extra hours studying, and right be- fore the test, he tells his friends that he studied really hard. B. Instead of studying the night before, he stays up late watching movies on his computer. Right before the test, he tells his friends that he saw some great movies instead of studying. c. He spends a couple of extra hours studying. Then, right before the test, he tells his friends that he isn't feeling very well. d. Right before the test, Ben tells the professor that her class is the best one he's ever taken. c

Which of the following statements best illustrates self- perception theory?

A. "I might not know why, but I know what I like." B. "I often don't know what I like until I see what I do." C. "I like classical music because my wife is always playing it." D. "I get a warm feeling inside when I listen to my favorite songs." b

Cameron and Mitchell want to convince their daughter to stop leaving her toys scattered all around the floor, so they leave her a sign by her toy box. According to reactance theory, which of the following signs would be most effective?

A. "Please try to remember to clean up your toys when you are done with them." B. "All toys MUST be put away after they are used." C. "Do not leave toys lying around!." D. "Your job is to clean up after yourself." a

According to reactance theory, what of the following public service messages would be least likely to get people to wear seat belts?

A. "Please wear your seat belt every time you drive." B. "Wear your seat belt to save lives." C. "It's the law—you must wear your seat belt." D. "Buckle up your children—you might save their lives." c

Catherine did very well on her math test. Which of the following statements should her mother tell her to increase the chances that Catherine will not give up on math if it later becomes more difficult for her?

A. "You really worked hard for this test, and your hard work paid off!" B. "You are such a smart kid, you excel in everything you do!" C. "You are so good in math, you obviously have a gift for this!" D. "I'm so glad to see you are doing better than all your classmates!" a

Paige wants to buy a puppy. She does some research and decides to buy an English Springer Spaniel rather than a Great Dane because they are smaller, more active, and good with children. Which type of attitude influenced her decision?

A. Affectively based attitude B. Behaviorally based attitude C. Explicitly based attitude D. Cognitively based attitude d

Your little sister enjoys taking time out of her day to make bead necklaces. A birthday party is coming up, and you decide you want to give a necklace to each person at the party. She offers to make a necklace for each of your friends, but for added motivation you give her a dollar for each one she makes. Which of the following is most likely to happen?

A. After the party, your sister will enjoy making beads more than she did before because you gave her a reward. B. After the party, your sister will enjoy making beads less than she did before because you rewarded her for something she already liked to do. c. Because your sister already enjoys making beads, paying her for making them will have no effect on how much she enjoys the activity. d. Paying your sister for making the beads will increase her self-awareness. b

Amanda is at a team picnic with her coach and fellow soccer players. Which of the following is the best example of ingratiation?

A. Amanda tells her coach that the quinoa salad he made was delicious, even though she thinks it tasted like dirt. B. Amanda tells her coach that he might want to consider taking cooking lessons. C. Amanda tells the 10-year-old brother of one her teammates that she likes his sneakers, which she thinks look great. D. The coach tells Amanda that she is a good player but should keep practicing to improve her skills. a

Which of the following statements about perceptions of physical attractiveness is true?

A. Asymmetrical faces are typically viewed as more attractive because they are so distinctive. B. Large cross-cultural differences emerge in terms of what is seen as physically attractive in the human face. C. The more someone looks like us, the less attractive we typically find him or her to be d. Perceivers tend to believe that someone who is attractive also possesses a range of other (unrelated) positive characteristics. d

All of the following are true about attitudes except one. Which one is false?

A. Attitudes are related to our temperament and personality. B. Attitudes rarely change over time. C. Attitudes can be changed with persuasive communications. D. Under the right conditions attitudes predict people's behavior. b

Which of the following examples best illustrates how functional distance plays a role in the propinquity effect?

A. Bart doesn't like his next-door neighbor, primarily be- cause of his habit of playing loud music that makes it difficult to get to sleep at night. B. Marge, whose cubicle is right next to both the kitchen and the elevator, is one of the most popular people in the entire office. C. Homer prefers to take the stairs rather than the elevator because it decreases his likelihood of running into people he finds annoying. D. Lisa made more friends in her sophomore-year dorm than in her freshman-year dorm. b

which is the best definition of an interdependent view of the self?

A. Defining oneself in terms of one's relationships to other people B. Defining oneself in terms of one's own internal thoughts, feelings, and actions C. Someone who enjoys activities such as dancing and team sports D. Someone who enjoys activities such as reading and writing poetry A

Sam has his eye on Julie and wants her to like him. According to research in social psychology, which of the following is least likely to work?

A. Emphasizing how similar their attitudes are B. Arranging to work with her on a class project so that he can spend time with her C. Emphasizing that they have complementary personalities and that opposites attract D. Making himself look as physically attractive as he can c

Marquel and Eric have been friends since the begin- ning of the school year. According to equity theory, their friendship will suffer if

A. Eric is much more likely to help Marquel out when he needs it than Marquel is to help Eric. B. Eric has a "makeover" and suddenly becomes far more attractive than Marquel. C. Eric and Marquel stop having similar interests. D. Eric and Marquel are romantically interested in the same person. a

Which of the following is most true?

A. Every member of a Western culture has an independent view of the self, and every member of an Asian culture has an interdependent view of the self. B. Members of Western cultures are more likely to have an interdependent sense of self than are members of Asian cultures. C. People with independent selves can easily appreciate what it is like to have an interdependent self. D. People who live in parts of the United States and Canada that were settled by Europeans more recently have more of an independent sense of self than people who live in parts of those countries that were settled earlier. d

Which of the following statements regarding attachment style is true?

A. Few if any individuals change their attachment style once they reach adulthood. B. A majority of adults have been found to exhibit an avoidant attachment style. C. The attachment style that adults display is shaped by their partner's behavior and the type of relationship they've created as a couple. D. Your attachment style as an infant typically has little to do with the attachment style you have in your adult relationships. c

A debate breaks out at the town hall meeting over whether local real estate taxes should be raised to pay for a new public school building. Which of the following individualsis most likely to process the persuasive information raised during this debate through the peripheral route?

A. Gob, who has no school-aged children of his own and owns no real estate B Lindsay, whose daughter still has 3 years left of public school C. Michael, who is a real estate executive whose business is affected by local tax rates D. Buster, a local teacher, who is working in a temporary classroom because the current school building is too small for the number of students enrolled a

On a survey, Marquel reports that he agrees with wearing a seat belt. According to the theory of planned behavior, which of the following would be the best predictor of whether Marquel will wear a seat belt on a given day?

A. He generally agrees that safe driving is important. B. His best friend, Trevor, who is always talking about how important it is to wear a seat belt, is in the car with him. C. His attitude toward seatbelts is not very accessible. d. Marquel believes that it is hard to remember to wear his seat belt. b

3. Tarek needs do his laundry but has been very busy. Under which of the following conditions is he most likely to do his laundry in the next few days?

A. He says to himself, "I'll do my laundry at 7:00 P.M. tomorrow, and if my roommate says we should play video games then, I'll ask him if we can do that later." B. He vows to do it at some point the next day. C. He vows to do it sometime in the next 2 days. D. He vows not to think about video games the next day so that he doesn't spend time doing that instead of doing his laundry. a

3. Ben is worried that he will do poorly on his psychology test. Which of the following is the best example of reported self-handicapping?

A. He spends a couple of extra hours studying, and right before the test, he tells his friends that he studied really hard. B. Instead of studying the night before, he stays up late watching movies on his computer. Right before the test, he tells his friends that he saw some great movies instead of studying. C. He spends a couple of extra hours studying. Then, right before the test, he tells his friends that he isn't feeling very well. D. Right before the test, Ben tells the professor that her class is the best one he's ever taken. c

Which of the following is the best explanation for why product placement can be effective at changing attitudes?

A. It tends to operate via the central route to persuasion. B. The audience is often unaware that an effort at attitude change is occurring. C. It usually leads to a reactance response. D. Cognitively based efforts at persuasion tend to have longer-lasting effects. b

Eduardo is tempted to eat some of his roommate's cookies, even though his roommate told him not to. Under which of the following conditions would Eduardo be mostly likely to resist the temptation to eat the cookies?

A. It's the afternoon, and Eduardo has had a busy morning. B. Eduardo believes that willpower is fixed resource and that people have a limited amount of it. C. Eduardo went to the gym that morning and had a good workout. D. Eduardo puts the cookies in a cupboard so he doesn't have to look at them. d

5. Under which of the following conditions is Khalid most likely to feel the romantic attraction toward Heather?

A. Khalid isn't sure whether he wants to go out with Heather, so he spends time introspecting about why he feels the way he does about her. B. Khalid isn't sure whether he wants to go out with Heather, but he agrees to do so after Heather's roommate says she will help him with his calculus homework if he does. C. Khalid and Heather go for a long run together. After a couple of hours, when they are well-rested, Heather gives Khalid a hug and tells him that she really likes him. D. Khalid and Heather nearly get into a serious car accident, and both are terrified. Then Heather gives Khalid a hug and tells him that she really likes him. d

Which of the following is true regarding cross-cultural comparisons of advertising?

A. Korean ads are more likely than American ads to focus on utilitarian products like shoes. B. Korean ads are more likely than American ads to portray women and men in a state of complete or partial undress. C. Korean ads are more likely than American ads to focus on family and concern for others. D. Korean magazines have fewer ads than American magazines. c

You are trying to sell a new electronic toothbrush at the airport to busy, distracted travelers. Which of the following strategies is least likely to be successful at getting people to buy a toothbrush?

A. Make up a flier that gives convincing reasons why the toothbrush is so good. B. Make a large sign that says, "9 out of 10 dentists recommend this toothbrush!" C. Put up a large banner featuring a picture of your friend who looks like Brad Pitt posing with the toothbrush. D. Stop people and say, "Do you know that this is the toothbrush that is used the most by Hollywood stars?" b

In which state are people most likely to have an interdependent sense of self?

A. Massachusetts B. Connecticut C. Oklahoma D. Alabama d

Which of the following conclusions is the most consistent with research on the heritability of attitudes?

A. Our attitudes are shaped by our surroundings and do not seem to have any genetic component to them. B. Our attitudes are inherited and dictated by our genetic makeup, with little influence from environmental factors. C. We often inherit a temperament or personality that renders us likely to develop similar attitudes to those held by our genetic relatives. D. Fraternal twins are just as likely to share attitudes as are identical twins. c

__________ involves intense longing for another per- son, accompanied by physiological arousal.

A. Passionate love B. Companionate love C. Exchange love D. Communal love a

7. Which of the following is true about social tuning?

A. People decide consciously about whether to agree with someone else's attitudes. b. People will adopt someone else's attitudes only if they largely agree with that position to start with. c. People are especially likely to adopt someone else's attitudes when they want to get along with that person. d. Members of Western cultures are more likely to engage in social tuning than members of East Asian cultures. c

Which of the following is false?

A. People in communal relationships tend to keep track of who is contributing what to the relationship. B. People find "average" faces to be more attractive than unusual faces. C. People like others who like them. D. The more we see and interact with people, the more we will like them. a

One afternoon at work Rachel has a meeting with her boss, who is wearing the silliest-looking outfit Rachel has ever seen. Rachel is tempted to laugh and make fun of her boss, but she knows this would be a bad idea. Under which of the following conditions would Rachel be most likely to resist the temptation to make fun of her boss?

A. Rachel spent all morning writing a difficult report and believes that willpower is a limited resource. B. Rachel spent all morning writing a difficult report, but she believes that willpower is an unlimited resource and that she thus has a lot of it. C. Rachel says to herself over and over, "Don't think about the boss's outfit!" D. Rachel says to herself, "Remember that the most im- portant thing is not to insult my boss." a

2. Which of the following is not a function of the self?

A. Self-knowledge B. Self-control C. Impression management D. Self-criticism d

Suppose that your friend Meghan says, "If I get less than8 hours of sleep, I'm in a terrible mood the next day." Based on research in social psychology, what is the best conclusion about her statement?

A. She is probably right because people generally know why they feel the way they do. B. She is probably wrong because people rarely know why they feel the way they do. C. She is likely to be right only if she first made a list of all the reasons why she is in a good mood or bad mood on a typical day. D. Her statement is probably based on a causal theory that may or may not be true. d

Fear-arousing persuasive communication is most likely to be effective when

A. very high levels of fear are induced. B. very low levels of fear are induced. C. a plan for reducing the fear is provided. D. the target of the communication is a utilitarian or functional object c

Briñol and Petty (2003) conducted a study in which participants tried on headphones while listening to a persuasive editorial. Half of the participants shook their heads side-to-side while listening; the other half nodded up-and-down while listening. Which group of participants expressed the greatest agreement with the arguments expressed in the editorial at the end of the study? The head-shakers who heard weak arguments in the

A. The head-shakers who heard weak arguments in the editorial B. The head-shakers who heard strong arguments in the editorial C. The head-nodders who heard weak arguments in the editorial D. The head-nodders who heard strong arguments in the editoriaL d

On Halloween, you decide to do an experiment. When the trick-or-treaters arrive at your house, you have them stand in a line on your front porch. You stay outside with the group and let each child enter your house individually. You tell them they cantake one piece of candy from the bowl that is sitting on a table. Half of the time you put the candy bowl in front of a big mirror. The other half of the time there is no mirror present. All of the children may be tempted to take more than one piece of candy. Which children will be least likely to give in to temptation?

A. Those in the mirror condition B. Those who are between 7 and 9 years old C. Those in the no-mirror condition D. Those who experience downward social comparison a

. Which of the following is not one of the cross-cultural research findings about love and relationships reported in this chapter?

A. Unlike in the United States where it is conventional for married couples to live together, in many areas of West Africa, married couples live apart, prioritizing the connection with extended family over that with a spouse. B. As indicated by the concept of yuan, Chinese are more likely to believe that relationship outcomes are deter- mined by fate than are Americans. C. Romantic love seems universal among humans, even as culture shapes how that emotional state is experienced and expressed. d. Divorce rates are higher for arranged marriages than they are for marriages in which the individuals find their own spouse. d

Your friend Jane is interning at a law firm. When you ask her how it's going, she says, "I'm feeling good about it because I'm doing much better than the intern who started a month after me." What kind of social comparison is Jane making?

A. Upward social comparison B. Downward social comparison C. Impression comparison D. Self-knowledge comparison b

Suppose that while you are watching a film at a movie theater the words "Drink Coke" are flashed on the screen at speeds too quick for you to see con- sciously. According to research on subliminal percep- tion, which of the following is true?

A. You will get up and buy a Coke, but only if other people start to do so first. B. You will get up and buy a Coke, but only if you prefer Coke to Pepsi. C. You will be less likely to get up and buy a Coke. D. You will be no more likely to buy a Coke than if the subliminal messages were not flashed. d

Mariana is a sophomore in high school who is trying out for the varsity softball team. To get an accurate assessment of her softball abilities, she should compare her abilities to:

A. a senior who was the best player on the team last year. B. a sophomore who has less experience playing softball than Mariana has. C. the coach of the team. D. a sophomore who has about the same amount of experience playing softball as Marianna has. d

Research on public service ads designed to promote healthy behavior indicates that such efforts

A. almost always fail. B. are more effective at changing the attitudes of men versus women. C. are more effective via television than print ads when their target is young people. D. are most effective when they are subliminal. c

3. Which of the following statements is true regarding how people tend to represent themselves in online dating profiles?

A.Misrepresentation in online profiles tends to be of both the intentional and unintentional varieties. B. Deceptive web profiles tend to be longer and more detailed than accurate profiles. C. There are no gender differences in how men and women represent themselves online. D. The vast majority of people post inaccurate or mislead- ing photos of themselves in online profiles. a

Elliot worries that his girlfriend doesn't really love him and he smothers her with attention. According to attachment theory, Elliot probably has a(n) __________ attachment style, because when he was an infant, his caregivers were __________.

A. avoidant; aloof and distant D. secure; responsive to his needs C. communal; smothering but very open D. anxious/ambivalent; inconsistent and overbearing d

Research on the influence of phones on social interaction indicates that

A. contrary to what some critics believe, the availability of mobile phones has no negative effect on social engagement. B. men are more easily distracted by the presence of a phone during a conversation than are women. C. even if a phone isn't being used during a conversation, it can still pose a distraction that comes at the expense of social engagement. D. while laptops and tablets can be distracting during face-to-face interaction, phones are not. c

Research on subliminal influence in advertising demonstrates that subliminal efforts at persuasion are

A. less effective than people assume them to be. B. more effective than people assume them to be. C. more effective in individualistic versus collectivistic cultures. D. more effective in collectivistic versus individualistic cultures. a

Under which of the following conditions would peo- ple be most likely to vote for a political candidate? They

A. like the candidate's policies but have negative feelings toward him or her. B. know little about the candidate's policies but have positive feelings toward him or her. C. see subliminal ads supporting the candidate on national television. D. see television ads supporting the candidate while they are distracted by their children. b

All of the following are examples of ways to resist persuasion except

A. making people immune to change of opinions by initially exposing them to small doses of arguments against their position. B. warning people about advertising techniques such as product placement. C. forbidding people to buy a product. D. role-playing using milder versions of real-life social pressures. c

The major finding of LaPiere's (1934) classic study on attitudes and behavior involving prejudice and hotel/ restaurant owners is that

A. people are more prejudiced than their self-reported attitudes would lead us to believe. B. people's attitudes are not always reliable predictors of their behaviors. C. the less accessible an attitude is, the more likely it is to shape behavior. D. when it comes to racial prejudice, people's attitudes are particularly strong predictors of their behaviors. B

The concept of attitude inoculation indicates that we are better able to resist a later attempt to change our attitudes when we are first exposed to arguments that

A. support our existing attitude. B. are weakened versions of arguments we might hear later. C. prevent us from considering alternative viewpoints ahead of time. D. Lead us to pay more attention to peripheral cues. b

2. Equity theory suggests that if a relationship is not equitable

A. the overbenefited individual will still be satisfied with it. B. both the underbenefited and the overbenefited individuals will still be satisfied with it. C. both the under-benefited and the over-benefited individuals will be unsatisfied with it. D. it will transition from a communal relationship to an exchange relationship. c?

Emilia would be most likely to pay attention to facts about the danger of AIDS during a school assembly and remember the facts for a long time if

A. the speaker emphasized statistical information about AIDS throughout the world. B. the speaker emphasized how the disease has spread in her community and there isn't anything distracting Emilia from listening. C. the speaker emphasized how the disease has spread in her community and at the same time Emilia's best friend is whispering to her about a big party that weekend. D. the speaker is a nationally known expert on AIDS. a

People will be most likely to change their attitudes about smoking if an antismoking advertisement

A. uses extremely graphic pictures of how smoke can harm the body and warns of the risks of smoking. B. Gives people subliminal messages about the riskS of smoking as well as recommendations of how to quit. C. uses graphic pictures of the damages of smoking on the body and then provides specific recommendations on how to quit smoking. D. uses success stories of how people quit smoking. c

Anxious/Ambivalent Attachment Style

An attachment style characterized by a concern that others will not reciprocate one's desire for intimacy, resulting in higher-than- average levels of anxiety 19%

Avoidant Attachment Style

An attachment style characterized by difficulty developing intimate relationships because previous attempts to be intimate have been rebuffed 25%

Secure Attachment Style

An attachment style characterized by trust, a lack of concern with be- ing abandoned, and the view that one is worthy and well liked 56%

Affectively Based Attitude

An attitude based more on people's feelings and values than on their beliefs about the nature of an attitude object (emotions) -diffused and difficult to change -not result of rational examination -not governed my logic -often linked to values

Heuristic-Systematic Model of Persuasion

An explanation of the two ways in which persuasive communications can cause attitude change: either systematically processing the merits of the arguments or using mental shortcuts or heuristics

Passionate Love

An intense longing we feel for a person, accompanied by physiological arousal -when our love is reciprocated, we feel fulfillment and ecstasy, but when not we feel sadness and despair

Upward Social Comparison

Comparing ourselves to people who are better than we are with regard to a particular traitor ability - when motivated to achieve a future advanced goal

Downward Social Comparison

Comparing ourselves to people who are worse than we are with regard to a particular trait or ability -when motivated to feel good about self

gender differences in self: men

Collective interdependence: focus more on memberships to larger groups (fan, frat) in defining self

Moreland & Beach (1992)

Four equally attractive women (determined by pretest) Women silently attended a class for 1, 5, 10, or 15 class sessions At end of course, students shown slides of women RESULTS: the women they had seen more often were rated as more attractive and likable Iv: attended class O times 5 10 Dv: 5 point attractiveness scale

Attractive men/women are Judged to be

Happier More intelligent More popular Better personalities More sociable More professional success this predicts: -Greater salary -More likely yo get help in need -Less likely to be convicted , lesser sentences -86% longer sentences for unattractive defendants -Can have really negative consequences!

similarity in experience

Matching hypothesis: we become involved w people who are like us (in attractiveness) -seek physical proximity to those similar in appearance -not just level of attractiveness but actual similarity in looks

attractiveness applies to self fulfilling prophecy

it is true!! 1. Expectations of how others are like 2. Influences Behavior toward them 3. Attractive people confirm that "what is beautiful is good"

Which of the following is not identified as a major predictor of attraction in long-term romantic relationships?

a. similarity b. reciprocity c. complementarity d. propinquity c

comparison level for alternatives

People's expectations about the level of rewards and punishments they would receive in an alternative relationship how well you would do in an alternative relationship -determines commitment

Implementation Intentions

People's specific plans about where, when, and how they will fulfill a goal and avoid temptations

gender differences in self: women

Relational independence: focus more on close relationships (friend, child, partner) in defining self

exchange relationships

Relationships governed by the need for equity (i.e., for an equal ratio of rewards and costs)

Performance-Contingent Rewards

Rewards that are based on how well we perform a task

Task-Contingent Rewards

Rewards that are given for performing a task, regardless of how well the task is done

Behaviorally Based Attitude

an attitude based on observations of how one behaves toward an object -usually occurs under certain conditions, such as when an attitude is weak or ambiguous or when no other plausible explanation for the behavior is available

Ego depletion study (baumeister 1998)

Taste perception study, - dont eat 3 hours before, set up in a room w radishes and freshly baked cookies -IV: eat radishes only (high sc condition), eat cookies only (low sc condition), no food (control condition) -Dv: persistence on frustrating "unrelated" problem solving task -Results: radishy condition were depleted and had less regulatory resources to persist on the problem solving task

self control

The ability to subdue immediate desires to achieve long-term goals -Making choices about the present and plans for the future -Executive function of the self

Impression Management

The attempt by people to get others to see them as they want to be seen What do people tell you to do for a job interview? - Firm handshake - Look them in the eyes - Remember names - Dress well Its all about self presentation Strategies: -Conform -Intimidation -Self promotion -Modesty -Ingratiation -Self handicapping

The regions of the brain that exhibit signs of increased activity when someone thinks about feelings of romantic love are the same regions that exhibit signs of increased activity when a person

a. sleeps. b. ingests cocaine. c. cries. d. is anxious about being the focus of attention. b

Peripheral Route to Persuasion

The case in which people do not elaborate on the arguments in a persuasive communication but are instead swayed by more superficial cues

Central Route to Persuasion

The case in which people have both the ability and the motivation to elaborate on a persuasive communication, listening carefully to and thinking about the arguments presented

Extrinsic Motivation

The desire to engage in an activity because of external rewards or pressures, not because we enjoy the task or find it interesting

Intrinsic Motivation

The desire to engage in an activity because we enjoy it or find it interesting, not because of external rewards or pressures

Attachment Styles

The expectations people develop about relationships with others based on the relationship they had with their primary caregiver when they were infants -can powerfully influence future close relationships

need for cognition

The extent to which people engage in and enjoy effortful cognitive activities high= form attitudes about many things (mostly through central route) - low = less attitude (peripheral route)

Self-Handicapping

The strategy whereby people create obstacles and excuses for themselves so that if they do poorly on a task, they can avoid blaming themselves Ex: "ive been so busy all week that i just started studying for my exam today and it is tomorrow" "ive got a terrible headache but ill give this lecture my best shot" -Such handicapping behavior provides an external attribution of failure

attitude accessibility

The strength of the association between an attitude object and a person's evaluation of that object, measured by the speed with which people can report how they feel about the object

Companionate Love

The feelings of intimacy and affection we have for someone that are not accompanied by pas- sion or physiological arousal nonsexual relationships: close friends sexual relationships: psychological intimacy w less passion as once felt

mere exposure effect

The finding that the more expo- sure we have to a stimulus, the more apt we are to like it - Familiarity breeds attraction and liking , but doesn't work if initially dislike -What you see in the mirror is not the way other people see you . there is a slight difference

Propinquity Effect

The finding that the more we see and interact with people, the more likely they are to become our friends -occurs due to mere exposure

Growth Mindset

The idea that achievement is the result of hard work, trying new strategies, and seeking input from others

Two-Factor Theory of Emotion

The idea that emotional experience is the result of a two-step self-perception process in which people first experience physiological arousal and then seek an appropriate explanation for it Emotion= physiological arousal + attribution - first experience arousal then try to explain it

Social Exchange Theory

The idea that people's feelings about a relationship depend on their perceptions of its rewards and costs, the kind of relationship they deserve, and their chances for having a better relationship with someone else -Rewards: status, feelings of love, sense of security -Costs + rewards equals outcome

fixed mindset

The idea that we have a set amount of an ability that cannot change

Social Comparison Theory

The idea that we learn about our own abilities and attitudes by comparing ourselves to other people 1. People are motivated to accurately evaluate their opinions and abilities 2. In the absence of an objective base of comparisons, people use a social base 3. To gain accurate information people compare themselves to similar others

self awareness theory

The idea that when people focus their attention on themselves, they evaluate and compare their behavior to their internal standards and values - Can be good if it helps shine spotlight on positive behavior or accomplishments - Can act as moral compass

Yale Attitude Change Approach

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

self concept

The overall set of beliefs that people have about their personal attributes - primates, dolphins and elephants can have self concept

Classical Conditioning

The phenomenon whereby a stimulus that elicits an emotional response is repeatedly paired with a neutral stimulus that does not, until the neutral stimulus takes on the emotional properties of the first stimulus -neutral objects take positive or negative attribute of another object -conditioned stimulus : neutral object, one being conditioned -unconditioned stimulus: the one thats not changing

Operant Conditioning

The phenomenon whereby behaviors we freely choose to perform become more or less frequent, depending on whether they are followed by a reward or punishment

Overjustification Effect

The tendency for people to view their behavior as caused by compelling extrinsic reasons, making them underestimate the extent to which it was caused by intrinsic reasons

Self-Perception Theory

The theory that when our attitudes and feelings are uncertain or ambiguous, we infer these states by observing our behavior and the situation in which it occurs -says that rewards that increase external motivation to do something will eventually decrease internal motivation to do something - When we do it: 1. Attitude and feelings are ambiguous 2. Behavior is freely chosen - People judge whether their behavior: 1. Really reflects how they feel 2. Or if the situation made them act that way -Where we self perceive: Attitudes: Motivation: what motivated a decision or behavior ?

Social Tuning

The process whereby people adopt another person's attitudes

Ingratiation

The process whereby people flatter, praise, and generally try to make themselves likable to another person, often of higher status Usually towards somebody of a higher status Ex: complements, emotional support, agreeing

introspection

The process whereby people look inward and examine their own thoughts, feelings, and motives - Don't rely on it very often - Reasons for feelings/ behavior often outside conscious awareness - Can be wrong and actually hurt self knowledge - It can be difficult to judge why we feel the way we do

Misattribution of Arousal

The process whereby people make mistaken inferences about what is causing them to feel the way they do

Causal Theories

Theories about the causes of one's own feelings and behaviors; often we learn such theories from our culture (e.g., "absence makes the heart grow fonder")

persuasive communication

a message advocating a particular side of an issue -advertising industry spends about 200billion yearly about 1200$ per person

subliminal messages

Words or pictures that are not consciously perceived but may nevertheless influence people's judgments, attitudes, and behaviors

In trying to predict deliberative behaviors, what three considerations must we evaluate?

a .Cognitively based attitudes, behaviorally based attitudes, affectively based attitudes b. Attitude specificity, subjective norms, perceived behavioral control c. Classical conditioning, operant conditioning, self- perception theory d.Attitude accessibility, explicit attitudes, implicit attitudes B

direct experience: ex: you have a positive attitude towards a new car

affective: feel very powerful driving car cognitive: gets good gas mileage, safety features behavioral: test drove it and loved it

independent view of the self

a way of defining oneself in terms of one's own internal thoughts, feelings, and actions and not in terms of the thoughts, feelings, and actions of other people

After a breakup, which of the following couples is most likely to remain friends?

a. A couple that had a high level of satisfaction and investment during the actual relationship. b. A couple that had a low level of satisfaction and investment during the actual relationship c. A couple that initially met online d. A couple in which one individual was over-benefited and the other was under-benefited A

Which component of an attitude is most related to the process of examining facts and weighing the objective merits of a target?

a. Affective b. Behavioral c. Cognitive d. Operant c

Which of the following is least likely to pass the "mirror" test suggesting they have at least a rudimentary self-concept?

a. An orangutan b. A chimpanzee c. A 12-month-old human infant d. A 3-year-old human child c

Which of the following concepts relates to the ironic research finding that the stronger the warning against a certain attitude or behavior, the more people sometimes wish to exhibit it?

a. Attitude inoculation b. Peer pressure c. Implicit attitude d. Reactance theory d

Which attachment style below is best captured by the following sentiment: "I am uncomfortable being close to others and find it difficult to trust people completely. I am nervous when anyone gets close, and often my partners want me to be more intimate than I feel comfortable being."

a. Secure attachment style b. Avoidant attachment style c.Anxious/ambivalent attachment style d. Exchange attachment style b

Which of the following is the best example of a deliberative behavior? (less spontaneous)

a. Buying a candy bar from the rack next to the check-out line at the grocery store b. Telling a salesman who calls you on the phone that you aren't interested in the item he's selling d. Deciding at the last minute to skip a class because your friends just told you that they're going to a movie you want to see d. Making a decision regarding where you want to travel over your next vacation break D

Peer pressure effects tend to be linked most often to what type of attitude?

a. Cognitively based attitudes b. Affectively based attitudes c. Inoculated attitudes d. Negative attitudes b

3. Which is the best definition of an independent view of the self?

a. Defining oneself in terms of one's relationships to other people b. Defining oneself in terms of one's own internal thoughts, feelings, and actions c. Someone who enjoys activities such as dancing and team sports d. Someone who enjoys activities such as reading and writing poetry B

4. Which of the following findings regarding breakups is true?

a. Initiating a breakup is even more distressing than being broken up with. b. The dissolution of same-sex relationships is not marked by the same type and amount of negative emotional response as is the dissolution of cross-sex relationships. c. Staying in contact and up-to-date on the new exploits of an ex-partner can have both positive and negative effects on an individual after a breakup. d. On average, men are not nearly as upset by breakups as are women. c

Which of the following is not one of the three major components of love, according to Sternberg's triangular theory of love?

a. Intimacy b. Passion c. Reciprocity d. Commitment c

Which of the following is not one of the three factors considered by the Yale Attitude Change approach?

a. Nature of the audience b. Message source c. Fear d. Nature of the communication itself c

Which of the following is most true about self-handicapping?

a. People who self-handicap tend to try harder at a task. b. Women are more likely to engage in reported self- handicapping than are men. c. Women are more critical of people who self- handicap than are men and are less likely to engage in behavioral self-handicapping than are men. d. East Asians are more likely to engage in behavioral self-handicapping than are westerners. c

The physical attractiveness of the source of a persuasive communication would be best described as which of the following?

a. Systematic cue b. Central cue c. Peripheral cue d. Rational cue c

2. When thinking about other people, which of the following will we see as most central to their self-concept?

a. Their morals b. Their preferences and attitudes c. Their physical attributes d. Their memories a

4. Katie and Madeline are dating. According to the investment model of close relationships, which of the following will influence their commitment to the relationship?

a. Their satisfaction with the relationship b. Their level of investment in the relationship c. The availability and quality of alternative partners d. All of these answers are correct. d

Elise wants to increase her ability at self-control, such as by spending more time studying. Which of the fol- lowing is most likely to work?

a. When she is studying, she should try hard to suppress thoughts about the party she could have gone to. b. Just before it is time for her to study, she should do something that requires a lot of concentration, such as a difficult puzzle. c. She should eat a small, sugary snack before studying. She should adopt the belief that willpower is an unlimited resource. d

Although her girlfriend treats her well, always puts her needs first, and doesn't demand much in the way of relationship effort from her, Courtney feels unsatisfied with the relationship because a little voice in her head keeps telling her there must be an even better mate out there for her somewhere. Courtney seems to have

a. a high comparison level. b. a low comparison level. c. a low comparison level for alternatives. d. a high sense of investment. a

People's emotional reaction to a target is referred to as the ______component of attitudes.

a. affective b. behavioral c. cognitive d. operan a

Similarity in terms of which of the following dimensions has been found to predict increased attraction?

a. attitudes b. attractiveness level c. genetics d. All of the above d.

Newman is currently overweight, but as a child he was quite thin. His current explicit attitude toward the overweight is likely to be more ______, and his current implicit attitude toward the overweight is likely to be more ______.

a. behaviorally based; cognitively based b. cognitively based; behaviorally based c. negative; positive d. positive; negative d.

adults' tendency to experience happy, nostalgia-filled feelings when they hear the music of an ice cream truck can be best explained by the relationship of attitudes to

a. classical conditioning. b. operant conditioning. c. self-perception. d. values. a

The best way for an advertisement to change an affectively based attitude is to use a(n) _____________ appeal.

a. cognitive b. behavioral c. affective d. fact-filled c

When people focus attention on themselves, they

a. evaluate and compare their behavior to their internal standards and values. b. are less likely to drink alcohol or engage in binge eating. c. are less likely to follow their moral standards. d. almost always like what they see about themselves. a

The ________ suggests that the more times we encounter someone or something, the more we tend to like it.

a. evolutionary perspective b. halo effect c. mere exposure effect d. reciprocal liking effect c

Serafina, an advertising executive, is trying to figure out the best way to market a product that does not evoke a strong emotional, personal response from people. Her most effective strategy would be to adopt a campaign that focuses on

a. logical, fact-based arguments. b. creating such an emotional connection. c. avoiding behavioral references. d. subliminal strategies. b

You are considering breaking up with your significant other after 1 month of being a couple. While the relationship gives you lots of rewards and has few costs, you have recently met someone new whom you anticipate will give you even more re- wards for even fewer costs. Your dilemma stems from the fact that you have a __________ and a __________.

a. low comparison level; high comparison level for alternatives b. high comparison level; high comparison level for alternatives c. low comparison level; low comparison level for alternatives d. high comparison level; low equity level b

One way to change someone's attitude is to get that person to give a speech arguing against his or her actual viewpoint. This strategy can lead to attitude change through cognitive dissonance as long as ______ is (are) present.

a. peripheral cues to persuasion b. a motivated audience that feels a sense of personal relevance c. two-sided arguments d. insufficient justification for making the speech d

Whereas ________ love is characterized by feelings of intimacy and affection, ________ love tends to include intense longing and physiological arousal.

a. platonic; romantic b. tranquil; sexual c. companionate; passionate d. empty; erotic c

Research indicates that a face's symmetry is a reliable predictor of how attractive it is seen to be. An evolutionary psychology explanation for this finding would be that

a. symmetrical faces remind us of ourselves and therefore elicit positive feelings. b. symmetry is a sign of health and that a potential mate has good genes. c. "Western" cultures place a greater emphasis on physical attractiveness than do "Eastern" cultures. d. All of the above b.

Attitude accessibility is a particularly good predictor of behavior when

a. the behavior in question is spontaneous. b. the behavior in question is deliberative. c. the attitude in question is general. d. the attitude in question is an unpopular one. A

You and your friends decide to hold a heterosexual "speed- dating" event on campus. At this event, male students sit at tables arranged in a circle and have 3-minute conversations with a series of women. After each 3-minute period has ended, the women rotate in a clockwise direction and sit down with a new male student. When asked about their "dating" experiences after the event, research suggests that

a. the men should be somewhat pickier in terms of rating which women they would like to see again. b. the women should be somewhat pickier in terms of rat- ing which men they would like to see again. c. the men should focus less on facial symmetry in assessing their dates' attractiveness. d. the women should focus less on facial symmetry in assessing their dates' attractiveness a

Research on the effectiveness of dating websites and apps indicates that

a. websites and apps using mathematical algorithms to match couples by compatibility are far more successful than more traditional ways of meeting a partner such as getting fixed up by friends. B. people tend to send messages to fellow website users whose attractiveness and popularity levels are similar to their own. C.these sites and apps are very popular among gay and lesbian users, but not among heterosexuals. D. the more you find out about someone you met online the more you tend to like that person. b

Wendy is a member of a political group on your campus and is interested in finding out how many students plan to vote in the next presidential election. According to the theory of planned behavior, which of the following attitude questions Wendy could ask would be the best predictor of whether or not a particular student will vote in the next presidential election?

a."What are your attitudes about U.S. politics?" b. "What are your attitudes about voting?" c. "What are your attitudes about voting in the next U.S. presidential election?" d. "What are your attitudes about former U.S. President Barack Obama?" C

function distance

aspects of architectural design that makes it more likely some people will come into contact w each other more often than others -Propinquity effect is based off this

Newcom 1961

assessed beliefs of incoming freshman and predicted who would become friends -demographics -attitudes -values

Reason generated attitude change:

attitude change resulting from thinking of the reasons for one's own attitudes 1. Have a reason you like X 2. When someone asks why you generate different (easily verbalized) 3. A decision may be based on reasons you just generated not real reasons

implicit measures

attitudes assessed without people's direct responses

implicit attitudes

attitudes that exist outside of conscious awareness, involuntary and uncontrollable -automatic cognition

explicit attitudes

attitudes that we consciously endorse and can easily self report -controlled cognition -explicit measures predict controlled behaviors ex: how do u feel on trump pros: easy cons: people lie response influenced by framing of question

topic relevance study (petty)

read speech about requiring senior comprehensive exams on majors in college -Ivs: relevance: implemented next year vs in 10 years argument: strong vs weak source: high vs low expertise -DV: agreement in speech

cognitions

beliefs about the self

women seek

cues to ability to provide resources - status symbols -like money, job, dependability, can they protect me, drive

men seek:

cues to fertility - ideal waist and hip ration (.7) - breast

evolutinary psychology

explains social behavior in terms of genetic factors that evolved over time according to principles of natural selection

affect

emotions/feelings

according to equity theory

if over benefited: -Lots of rewards, few costs -Devote little time or energy to relationship if under benefited -Few rewards , high costs -Devote a lot of time and energy to the relationship -Inequity is more important to person who is under benefitted

behaviors

knowledge of actions

attitude inoculation

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

Evolutionary Approach to Mate Selection

men and woman are attracted to different characteristics in each other bc this maximizes their chances of reproductive success

behavioral self-handicapping

people act in ways that reduce the likelihood that they will succeed on a task so that if they fail, they can blame it on the obstacles they created rather than on their lack of ability - pulling an all nighter

reported self-handicapping

people devise ready-made excuses in case they fail -complaining about not feeling well when you take a test

Comparison level

people's expectations about the level of rewards and punishments they are likely to receive in a particular relationship -Determines satisfaction -Ex: if used to a +8 but have a +5 then = dissatisfaction

motivation to pay attention to arguments

personal relevance -how important is the topic to a person's well being -more relevant, more paid attention leading to central route -if unable to play close attention to arguments, then swayed more by peripheral cues -status, liking or trusting communication

Fear-Arousing Communication

persuasive message that attempts to change people's attitudes by arousing their fears to be effective -must not be too scary -course of action to reduce fear must be obvious too much fear fails if it overwhelms people -deny importance of threat -cannot think rationally about issue

Hatfield et al. (1966)

physical attractiveness -752 freshman paired for blind date (dance) during orientation week - Couple spent a few hrs dancing and chatting -What most predicted liking of one's partner?? -Physical attentiveness for both men and woman

Attitudes

positive or negative evaluations of people, objects, and ideas -we have attitude towards everything -attitude towards abstract concepts or ideas

Equity Theory

the idea that people are happiest with relationships in which the rewards and costs experienced by both parties are roughly equal -Similar ratios means more satisfaction -Reciprocity -Inequality creates discomfort

Theory of Planned Behavior

the idea that people's intentions are the best predictors of their deliberate behaviors, which are determined by their attitudes toward specific behaviors, subjective norms, and perceived behavioral control

reactance theory

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

self regulatory resource model:

views self control as a limited resource -Ego depletion (impaired self control ) -Like a muscle that gets tired w frequent use -Rebounds in strength w practice

similarity

we like people who are like us

Explicit Attitude Measures

why people lie? people may be motivated to avoid expressing true attitudes - question wording impacts responses

mate preference (buss 1985)

women value: -Kindness, intelligence, exciting personality, good health, adaptability, physical attractiveness, creativity, good earning capacity, college graduate, desire for children men value: Kindness, intelligence, physical attractiveness, exciting personality, good health, adaptability, creativity, desire for children, college graduate , good heredity