Social psyc dr. cash shsu exam 2

Functions of self-esteem

-Protective function -Motivational function

two techniques for impression management

-ingratiation -self-handicapping

what affects how we are persuaded?

1) audience 2) source of message 3) message itself

How can you increase self-control? (Self regulatory resource model)

1. Eating healthy 2. Arrange your environment to help 3. Practice 4. Set behavioral intentions

Three ways to reduce cognitive dissonance

1.) changing our behavior to bring it inline with the dissonant cognition. 2.) By attempting to justify our behavior through changing one of the dissonant cognitions 3.) by attempting to justify our behavior by adding new cogntions.

Implicit Association Test (IAT)

A computer-driven assessment of implicit attitudes. The test uses reaction times to measure people's automatic associations between attitude objects and evaluative words. Easier pairings (and faster responses) are taken to indicate stronger unconscious associations.

Ben Franklin Effect

A person who has performed a favor for someone is more likely to do another favor for that person than they would be if they had received a favor from that person.

implicit attitudes

Attitudes that are involuntary, uncontrollable, and at times unconscious

Brehm (1956)

Greater permanence = more dissonance More important = more dissonance

Alex is unfortunately stuck doing on of the obligatory ice-breakers and thequestion is the vague "tell me about yourself" question. Alex says that he is short,skinny, and has blond hair. Based on his description and what we know about how self-concepts develop, whatage group is Alex most likely to be in

He is a child

Kara is going back to her hometown and sees her friends who she hasn't seen in10 years. Her friends point out she is a lot more "nerdy" and "quiet" than when they last saw her. Are these changes things that Kara's friends will perceive as being a change to Kara's true self?

No, nerdy and quiet are not traits that represent the true self. change in morality = change in true self

Barnum effect

People have the tendency to see themselves in vague, stock descriptions of personality -illusion of uniqueness -ex. horoscopes (generally super vague and widely applicable)

Why does impact bias occur?

Process of reducing dissonance is largely unconscious

Tyrone is trying to decide if he should break up with Jessica. He feels that he has changed a lot as a person and wants to know what is best for him. He thinks of himself, his goals, and what it will take to achieve them. This is an example of _____

Reasons generated attitude

imposter syndrome

Self doubting / fraudulent feelings commonly experienced by successful minorities

Counterattitudinal Advocacy

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

social comparison theory

The idea that we learn about our own abilities and attitudes by comparing ourselves to other people

illusion of transparency

The mistaken belief that the physical manifestations of a speaker's nervousness are apparent to an audience.

impact bias

The tendency to overestimate the intensity and duration of our emotional reactions to future negative events

What is the self-awareness theory?

The theory that self-focused attention leads people to notice self-discrepancies, thereby motivating either an escape from self-awareness or a change in behavior.

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

Schacter and Singer (1962)

They gave 3 groups of participants an adrenaline injection (epinephrine) and 1 group a placebo, and then put them into situations designed to create an emotional response of anger or happiness.

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

intrinsic motivation

a desire to perform a behavior effectively for its own sake we do it because we like it

extrinsic motivation

a desire to perform a behavior to receive promised rewards or avoid threatened punishment we do it because we will be rewarded

Elaboration Likelihood Model (ELM)

a model of persuasion maintaining that there are two different routes to persuasion: the central route and the peripheral route

external justification

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

terror management theory (TMT)

a theory which deals with how we cope with the threat of death by defending our world view of values and beliefs High self-esteem buffers thoughts of death

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

interdependent view of the self

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

Components of Attitude: ABC

affective, behavioral, cognitive

central route persuasion

attitude change path in which interested people focus on the arguments and respond with favorable thoughts more information is retained because the person is interested and engaged in the topic

peripheral route persuasion

attitude change path in which people are influenced by incidental cues, such as a speaker's attractiveness more easily influenced

reason generated attitude change

attitude change resulting from thinking about the reasons for one's attitudes; people assume that their attitudes match the reasons that are plausible and easy to verbalize

explicit attitudes

attitudes that we hold consciously and can readily describe

What do we see as changes in the true self?

changes in morality = changes in true self

upward social comparison

comparing ourselves to people who are better than we are with regard to a particular trait or ability

cognitive dissonance theory

discomfort when cognitions, attitudes and behaviors conflict

post-decision dissonance

dissonance aroused after making a decision, typically reduced by altering an items attractiveness whether its increasing or decreasing based on the decision that was made

Who has a self-concept?

everyone

Introspection

examination of one's own thoughts and feelings

narcissism

excessive self-love and self-absorption less happy/successful more aggressive

Where do attitudes come from?

genes and social experiences

self-affirmation

in the context of dissonance theory, a way of reducing dissonance by reminding oneself of one or more of one's positive attributes "I may be bad at ______ but I'm good at _______"

Lowballing

occurs when after agreeing to an offer, people find it hard to break that commitment even if they later learn of some extra cost to the deal

self-esteem

one's feelings of high or low self-worth

self-knowledge

our beliefs about who we are and the way in which we formulate and organize this information

behavioral self-handicapping

people act in ways that reduce the likelihood of success so that if they fail, they can blame it on obstacles rather than ability

attitudes

people's evaluations of objects, of events, or of ideas

reported self-handicapping

rather than creating obstacles to success, people devise ready-made excuses in case they fail

insufficient justification

reduction of dissonance by internally justifying one's behavior when external justification is "insufficient"

task-contingent rewards

rewards given for performing a task, regardless of how well the task is done

performance-contingent rewards

rewards that are based on how well we perform a task

self-reference effect

tendency to better remember information relevant to ourselves

Self-Control

the ability to control impulses and delay short-term gratification for greater long-term rewards Planning/executing decisions

spotlight effect

the belief that others are paying more attention to our appearance and behavior than they really are -ex. group discussions, pimples, absences

downward social comparison

the defensive tendency to compare ourselves with others who are worse off than we are

insufficient punishment

the dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity or object, usually resulting in individuals devaluing the forbidden activity or object

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

social tuning

the process whereby people adopt another person's attitudes

internal justification

the reduction of dissonance by changing something about oneself

What is self-concept?

the set of attributes, abilities, attitudes, and values that an individual believes defines who he or she is

justification of effort

the tendency for individuals to increase their liking for something they have worked hard to attain "I suffered for this so I must love it" -hazing to get in to a fraternity

Ingratiation

the use of favors, compliments, or friendly behavior to make the target feel better about the influencer

When is dissonance most painful?

when the self image is threatened