Chapter 7 Human Interaction

Normative Influence

A child goes along with his peers in bullying a new student out of fear of being bullied himself, is an example of?

Prejudice

A negative attitude toward members of a group

Snap Judgements

About others, made quickly and based on only a few bits of information and preconceived notions

Waiter

An assessment of a ___________ is most likely to be made using a snap judgement

The fundamental attribution error

Blaming racial minorities for their plight by saying they should be able to "pull themselves up by their own bootstraps" discounts the importance of situational factors. This illustrates...

Robert Merton

Coined the term "Self-fulfilling Prophecy"

Persuasion

Communication of arguments and information intended to change another person's attitude

Have better social skills

Compared to those who are less attractive, physically attractive people are actually likely to

Muzafer Sherif

Conducted the classic study of group competition at Robbers' Cave State Park in OK

In casual social interactions, job interviews, courtrooms

Confirmation bias occurs

Normative influence

Employees often follow their boss's instructions, even when they believe the instructions don't make sense. This example illustrates the concept of

Outgroup homogeneity effect

Explaining the behavior of outgroup members on the basis of the characteristic that sets them apart is known as the

Situational Factors

External attributions ascribe causes of behavior

Foot-in-the-Door

Getting people to agree to a small request to increase the chances that they will agree to a larger request later

In Asch's studies, ____________ and _______________ were found to be key determinants of conformity

Group size, group unanimity

Several accomplices gave incorrect answers before the true participant answered

How did Asch induce conformity in his students involving judgements of line length?

Ordered to deliver "painful electric shocks" to a stranger

IN Milgram's studies of obedience, participants were

Take Ramon to dinner at a nice restuarant

If Harold intends to use the reciprocity norm to influence Ramon, a potential customer, to buy his product, Harold might

Gender

In America, stereotypes are most likely to be based on?

Conformed significantly less than those who made their responses publicly

In follow-ups of Asch's studies of conformity, participants who mader their responses anonymously

Systematic Judgements

In forming impressions of those who can affect their welfare and happiness, people make _________ rather than snap decisons

An attitude, a behavior

In general, prejudice is ________ and discrimination is ___________

Personal Dispositions

Internal attributions ascribe causes of behavior to

Defensiveness

Is NOT a key theme in person perception

Modern Discrimination

Jane thinks that women don't need sexual harassment laws anymore because men get by with much worse anyway. Jane's attitude are examples of _________

The lowball Technique

Mark's brother invited him to go fishing. Mark went down to the dock and as he put his pole in the boat, his brother told him they had to wash down the boat and clean it at the end of the day. It would cost $200 in gas and rental fee. Mark's brother used

The selectivity of person perception

Melissa grew up in the South and is prejudiced against New Yorkers. She sees a TV program about a kind-hearted but clumsy New Yorker and afterward she talks about how the program made the New Yorker appear to be bumbling, stupid, and ignorant. Melissa's behavior best illustrates ____________________

Obedience

Mike served in the Army for 4 years and now is especially prone to follow direct orders from authority figures. Mike shows a high degree of _______

Ingroup Favoritism

Most common response to threats to collective self-esteem

Signal

NOT considered a basic element of the persuasion process

Assigning specific titles or names to each group

NOT considered an essential element of reducing intergroup hostility through cooperative interdependence

Direct Commands

Obedience is a form on compliance in which people change their behavior in response to

Reactance

Occurs when someone's number of choices has been restricted and he or she pursues the choices that have been denied

scarcity and reactance only

One fraternity has only 3 openings, but during pledge week, the number of pledges increases from 4 to 9. Another fraternity has 8 openings, but only 2 pledges by the end of the week. This discrepancy was likely influenced by

Informational Influence

People who look to others to know which form to use at a seven-course dinner are conforming

Self-fulfilling prophecy

Perceiver expectations include

Compatible with

Persuasion tends to work best when the receiver's initial position on an issue is ____________ the position advocated by the source

The Reciprocity Norm

Providing customers with free samples best illustrates which compliance tactics?

Physical Attractiveness

Research shows that a key consideration in likeability of a persuasive source is

Notice the social forces inolved

Sally would like to resist pressures to conform, She should

Lowball Technique

Shakira decides to buy a new car after seeing a food deal advertised on television. Now she's committed to buying the car, but the dealer tells her about a number of hidden costs that will be added on. Shakira is a victim of the

Elaboration Likelihood Model

States the thoughts about a message rather than the content of the message determines whether an attitude will change

Lowball

The _________ technique involves getting someone to commit to an attractive deal before revealing its hidden costs

Door-in-the-Face

The ______________ technique involves making a large request that will probably be refused to increase chances of being granted a smaller request later

Perception of, actual

The ______________ threats to one's ingroup are much more likely to cause hostility between groups than __________ threats

Scarcity

The advertising phrase, "Get them while they last!" makes use of which of the following compliance tactics

Causes of behavior

The attribution process refers to the inferences we make about the

Primary Effect

The fact that first impressions have a powerful influence on our perceptions of others is most consistent with ____________

The situation is a stronger indicator of behavior than the kind of person

The important conclusion from Milgram's study of obedience is that

Stereotyping

The largest role inf factors contributing to prejudice is played by _________

The Reciprocity Norm

The local animal shelter sends you cute return address labels with cuddly kittens on them. They were hoping that you will send a donation based on the effects of

(Person) Perception

The process of forming impressions of others

The self-fulfilling prophecy

The process whereby expectations about a person cause the person to behave in ways that confirm the expectations is called

Bystander Effect

The tendency for individuals to be less likely to provide help when others are present than when they are alone

Confirmation Bias

The tendency to seek information that supports one's beliefs while not pursuing disconfirming information

Self-Esteem

Threats to personal and social identity motivate individuals to restore

Scarcity

Two potential buyers made appointments to see Theresa's house, which is for sale. Theresa scheduled the appointments so that they would overlap and the two buyers would see each other. Theresa is using which of the compliance tactics?

Credibility and Likability

Vicki is a persuasive, successful, salesperson. It is most likely that she possesses _________ and _____________ characteristics

Interal Attributions

When people ascribe the causes of someone's behavior to personal dispositions, traits, abilities, or feelings, they are making _____________

"Old-fashioned" Discrimination

When people say it is more important to encourage boys than girls in athletics, they are engaging in ____________

External Attributions

When they impute the causes of their behavior to situational demands and environmental constraints, they are making _____________

Social Support

Which of the following is considered a factor in prompting individuals to resist pressure from authority figures?

One-Sided

You are dealing with an audience that is uneducated on the issue on which you are speaking, Your best strategy is to present a message that is

Stereotypes

_______ are widely held beliefs that people have certain characteristics because of their membership in a particular group

Defensive Attribution

_______ is a tendency to blame victims for their misfortune, so that one feels less likely to be victimized in a similar way

Robert Cialdini

__________ has written extensively about how the reciprocity norm is used in social influence efforts.