test 4

Levels of analysis

1. culture of environment 2. relationship/groups 3. behavior 4.thoughts/feeling/perceptions 5. physiology(hormones, blood, brain) 6. chemistry/DNA

Stereotype

A generalized belief about a group of people

List the three characteristics of the triad of trust and how they contribute to being persuaded by an argument.

Authority, Likeability, Honesty

Compare and contrast blatant and subtle biases.

Blatant bias: conscious beliefs, and behavior that people will admit to Subtle bias: unexamined, unconscious bias that has real consequences, automatic, can test with implicit association test

Julene had sleep apnea and went to the doctor to check on her treatment options. Initially, the doctor recommended a CPAP mask, but Julene wasn't excited about wearing a mask all night. Sensing Julene's lack of enthusiasm, the doctor began listing all of the benefits the CPAP mask could provide if she used it. Which of the following persuasion techniques did the doctor use? Word of Mouth "And that's not all" Sunk Cost Trap Presenting the Message as Education Scarcity and Psychological Reactance

Correct Answer Presenting the Message as Education

After taking Psych 111, you are now an expert in persuasion and use this expertise in your new marketing career selling BYU Creamery chocolate milk and mint brownies. If a customer is trying to resist the temptation of buying your delicious food, which of the following would be the MOST common approach to defend against your unwanted persuasion? Making decisions on how to say no quickly in order to make use of the power of the unconscious mind Eating more and more mint brownies and drinking chocolate milk until they are physically ill before they come to the BYU Creamery so that they'll want to avoid your persuasive techniques Being forewarned that advertisements for your chocolate milk and brownies may be devious Being confronted by weaker versions of poor quality, bland brownies and just okay versions of chocolate milk and saying no so that they can be strong enough to confront your stronger versions of the delicious food Refusing to talk to anyone who looks like they are involved in BYU Creamery sales

Correct Answer: Being confronted by weaker versions of poor quality, bland brownies and just okay versions of chocolate milk and saying no so that they can be strong enough to confront your stronger versions of the delicious food

Laurissa is a new missionary that has just arrived in Bolivia to begin her mission. She is from the United States and has never been around Bolivian people or experienced their culture. When she arrives, she isn't sure how to greet locals or ask for directions, so she tries to act like the other missionaries around her are acting. She assumes that they know what they are doing since they have been in Bolivia for the past year. What is Laurissa relying on? Civil injunction Hostile attributional biases Descriptive norms Social obedience Fundamental attribution errors

Correct Answer: Descriptive norms

Irene sends a letter to you (her newly elected mayor) to complain about discrimination that occurred toward her from a local business. The laws in your city specifically state that discrimination is illegal. Now it is your job to decide whether discrimination really occurred. Based on what you know about how discrimination is defined, which of the following examples would you MOST LIKELY expect Irene to tell you about if it really was discrimination? A store employee has a lot of negative attitudes toward Irene because of her gender, race, and religion Irene believes that a store employee doesn't like the things Irene likes A store employee charged her extra because he doesn't like people who go to Irene's church Customers have all noticed that a store employee always has a frown on her face Irene believes that a store employee doesn't like people from her race

Correct! A store employee charged her extra because he doesn't like people who go to Irene's church

Which of the following situations would involve aggression according to the definition given in the reading? After getting cut off in traffic, I begin to think angry and hateful thoughts about the other driver. Harry Houdini invites an audience member to punch him in order to show off Houdini's "iron stomach." After I block the shot of a basketball player on the opposing team, he begins yelling at me and insulting me. A woman accidentally fires a gun at her fellow hunter, injuring him. Jenae hates Emily and lets everyone know. One day Jenae trips in the hall on accident, and by total chance, lands against Emily's leg. Even though it was an accident, she really hurt Emily and still doesn't like her.

Correct! After I block the shot of a basketball player on the opposing team, he begins yelling at me and insulting me.

You decide you want to replicate the famous normative influence experiments that were done by Solomon Asch in the 1950s. You recruit male students at BYU and have them participate in your study with a group of research confederates. In your study, the participant and the confederates look at cards with lines of different lengths on them and have to match up the line to the best option from the other lines on the answer sheet. If your results were to EXACTLY replicate the findings from Asch, you would expect which of the following to occur? None of the BYU student participants would go along with the research confederates. Around 75% of the BYU students would go along with the norm stated by the research confederates at least one time. Around 100% of the BYU students would go along with the norm stated by the research confederates at least one time. Around 25% of the BYU students would go along with the norm stated by the research confederates at least one time. Around 10% of the BYU students would go along with the norm stated by the research confederates at least one time.

Correct! Around 75% of the BYU students would go along with the norm stated by the research confederates at least one time.

When Charlie calls his grandma, she complains to him about how difficult it is to use her computer. Charlie feels sad for her because he knows how hard it is to not understand how to do things. When Charlie's grandma used to live down the street from Charlie, he used to respond to the complaining by going to her house and helping her with her computer. However, since his grandma moved across the country three months ago, Charlie has responded to the complaining by calling her less often. Which model best explains this behavior? Kin selection Reciprocal altruism Bystander effect Negative state relief Arousal: cost-reward

Correct! Arousal: cost-reward

Which of the following would be least effective if an individual is in a state of low awareness? Fixed action patterns Authority Central route persuasion Social proof Scarcity

Correct! Central route persuasion

Which of the following examples best supports the Social Identity Theory? Debbie has subtle biases toward everyone she meets and doesn't prefer people from her in-group or people from another's out-group Debbie endorses respect for obedience and authority and demands that others conform to the group Debbie is very into fairness and equality and has no preferences or favorites when it comes to choosing between her in-group or other out-groups Debbie tends to categorize people into groups when she meets them and gets to know more about them, and she tends to prefer people from her own in-group over those from another's out-group Debbie likes to meet new people and she loves diversity so much that she tends to prefer people from out-groups more than the people that from her own in-group

Correct! Debbie tends to categorize people into groups when she meets them and gets to know more about them, and she tends to prefer people from her own in-group over those from another's out-group

Which of the following examples BEST describes normative social influence? Going along with the norms because an individual is unoriginal and boring The tendency to go along with the norm because of hypnosis or low states of unconscious awareness Going along with the norms because someone is concerned about what others might think of them Going along with the norms because someone thinks that others know more than you and imitating them will help them get what they want The tendency an individual has to do the opposite of what they think is "normal"

Correct! Going along with the norms because someone is concerned about what others might think of them

Melanie tends to think that others are acting in mean ways. Even when people are clearly not trying to be mean or aggressive, in ambiguous situations she will think that they are trying to be aggressive. What is Melanie demonstrating? Availability heuristic Catharsis Hostile attribution bias Relational aggression Punishment

Correct! Hostile attribution bias

Social psychology is primarily concerned with: How human brain structures relate to changes in personality over time How humans can flourish in their lives How humans change as they get older How humans influence other humans Mental illnesses and their cure

Correct! How humans influence other humans

Which of the following motivations for helping BEST aligns with the kin selection theory? If I help my sibling, they are more likely to help me in return. If I help my half-brother, the genes that I share with him will be passed on. If I do not help my family, I will be excluded from my social group and will likely die. All human beings have a duty to help their parents to show gratitude to them.

Correct! If I help my half-brother, the genes that I share with him will be passed on.

Oscar is really nervous. He is taking a final in the testing center and he has to good grade or he won't pass this last class in his program. He is desperate to graduate and recognizes the person in front of him in the adjacent row to his left is in his class. Then he sees that the person sitting on his right is also in his class! He is really tempted to cheat off of these other students, because he knows that they are some of the top students and always make great comments in class. He can see what the other students are putting on their exams. He doesn't know the answer to the final question and he isn't sure what to do. He thinks, 'nobody else will ever know if I copy their answer.' But he decides that he should be honest and not look at the other students' last questions. It sounds like he was being tempted to conform to their answers so he would make sure he was correct. Which kind of social influence would be illustrated if he had copied their responses? Counterintuitive social influence Injunctive social influence Common sense social influence Informational social influence Normative social influence

Correct! Informational social influence

Which of the following is true of the differences in helping behavior between men and women? Women show more of a bias towards helping blood-related relatives than men do. Men are more likely than women to help in situations that require physical strength. Women tend to help less frequently than men do. Men tend to help less frequently than women do. Men are more susceptible to pluralistic ignorance than women are.

Correct! Men are more likely than women to help in situations that require physical strength.

Emily wants to raise money for her nonprofit which provides mosquito nets for children in Sub-Saharan Africa. She recently began an ad campaign which encourages people who might be feeling sad to donate so that they can have the good feeling of knowing they did something to help someone else that day. Which model is Emily relying on in this campaign? Reciprocal altruism Kin selection Negative state relief Arousal: cost-reward Pluralistic ignorance

Correct! Negative state relief

In one of the reading assignments, there is a description of a study that involves a research confederate who knocks over the drinks of the actual research participants. How did the reaction of the participants who were from a culture of honor compare to the participants who were not from a culture of honor? Participants from a culture of honor did not differ in reactions compared to others. Research participants from a culture of honor were less angry. Participants who were from a culture of honor were angrier. Research participants from a culture of honor were less violent. Research participants from a culture of honor were more violent.

Correct! Participants who were from a culture of honor were angrier.

Which of the following is true of obedience? In Milgram's experiment, every single participant obeyed the researcher no matter what they were asked to do. Disobedience is more common in women than in men. In experiments like Milgram's, not a single person ever disobeyed a researcher. In the past five years, identical replications of Milgram's experiments have shown only slight changes in the level of obedience since his original work. People are more obedient to someone who they believe is an experimenter than they are to someone they believe is another participant.

Correct! People are more obedient to someone who they believe is an experimenter than they are to someone they believe is another participant.

A YouTube channel struggled to get many followers, so they decided to take a new tactic for attracting viewers. They began all of their videos with short clips of cute little kittens playing with balls of yarn. Which route of persuasion did the YouTube channel try to appeal to? Peripheral Ambiguous Trigger Heuristic Central

Correct! Peripheral

Sadie is very interested in seeing justice and order. She decides to go to law school so that she can be a district attorney and prosecute criminals, which is a way that she sees herself being able to be part of the group hierarchy that keeps things in society being civil. Sadie believes that people who follow social conventions, orders, and laws should be in charge and keep law-breakers off of the streets and limit their rights and freedoms because of their choices. Based on these descriptions, which of the following terms would you MOST expect Sadie to score high in? Hostile sexism implicit association test Social dominance orientation Blatant ageism Aversive racism

Correct! Social dominance orientation

Clark, an older gentleman, sees two young kids get in a fight over a toy. He says, "kids nowadays just aren't spanked enough, so they don't behave." A psychologist would respond to this comment by saying that: Spanking is very effective in reducing long term aggression as long as parents sit down and explain why the child needs to be spanked. Spanking immediately results in an increase of violent behavior from the child, and this effect remains in the long term. Spanking can reduce aggression in the short term if conditions are met, but it tends to increase aggression in the long term. Spanking can reduce aggression in the short term and the long term, but it must be done in moderation. Spanking can only cause kids to reduce aggression in the long term if it's done by parents who have undergone the correct training.

Correct! Spanking can reduce aggression in the short term if conditions are met, but it tends to increase aggression in the long term.

You are designing a new intervention to try to decrease aggression. Based on what you know from your Psych 111 class, which of the following would be the BEST strategy to include in your intervention so it will be successful? Encourage catharsis, where you teach the aggressive people to express their anger and aggression as much as possible so they don't bottle up their anger Target the intervention to focus on reducing aggression when children are young Focus only on internal causes of aggression and avoid external causes of aggression Target a very narrow, single cause of aggression and focus on only one cause at a time Focus your intervention on using a lot of unjustified and inconsistent physical punishment

Correct! Target the intervention to focus on reducing aggression when children are young

Marla just witnessed a car accident and feels like she wants to help because she imagines how the injured person must feel. Which of the following models of helping involves thinking about how the victim must feel and putting yourself in their shoes? The empathy-altruism model The bystander effect model The negative state relief model The Good Samaritan model The arousal: cost-reward model

Correct! The empathy-altruism model

You just graduated and took your first big job out of college! Congratulations! You are the new director of sales for self-tying shoelaces. You are marketing these shoelaces to all of the kids in the local schools and you get permission to present your products at an assembly where parents will be present. You decide the most effective strategy is to have the kindergarten teachers be your established opinion leaders. You give each of the kindergarten teachers a free pair of the laces and show them how to work them. Then you rely on them going around before the assembly and showing the parents how great the shoelaces are for kids. The parents trust the teachers and respect their opinions so they buy a LOT of shoelaces that night! It sounds like you used with the of the following methods of persuasion? Using scarcity Using the foot-in-the-door technique Using little yeses to lead to a big yes Using mavens Using a door-in-the-face approach

Correct! Using mavens

The stereotype content model describes feelings people have towards other groups in terms of ------------ and -------------: Subtle and significant Thoughts and actions Automatic and blatant Warmth and competence Aversion and categorization

Correct! Warmth and competence

__________ are more likely to engage in relational aggression than ______ Military personnel, Civilians Children, Adults Women, Men Men, Women Adults, Children

Correct! Women, Men

A St. Louis Cardinals (baseball) fan may feel an immediate dislike when she sees someone wearing a Chicago Cubs sweatshirt. This feeling of ill-will is an example of: stereotyping prejudice right-wing authoritarianism implicit association test discrimination

Correct! prejudice

Which of the following is true of stereotypes Everyone holds some stereotypes They are always negative They are always incorrect They involve treating others poorly based on their group affiliation Only about half of the population holds any type of stereotype

Everyone holds some stereotypes

Explain different ways our attitudes are formed or influenced with direct instruction

I've been taught from friends and siblings that cottage cheese and grapes is gross

Explain different ways our attitudes are formed or influenced with direct contact

I've experienced my ACL reconstruction

Explain different ways our attitudes are formed or influenced with interaction with others

I've got family and friends that don't eat fry sauce because they're opinion is that it is weird

Explain different ways our attitudes are formed or influenced with vicarious conditioning

Observed learning through other's actions such as doing backflips more often than not in the learning process cause injuries

Obedience

Responding to an order or command from a person in a position of authority.

Compare and contrast stereotyping, prejudice, and discrimination and how each relates to the ABC model of attitudes.

Stereotyping: mental shortcut(cognitive) prejudice: feelings about someone based on group(affective) discrimination: bias/actions against someone based on group(behavior) Affective(feelings) Behavior(actions) Cognitive(thoughts)

Descriptive Norm

The perception of what most people do in a given situation.

Describe the internal and external factors that play a role in aggression, such as age, gender, cognitive biases, personality traits, and alcohol.

age: most aggressive ages1-3 yrs old 25% of interactions are aggressive 18-25 yr old commit the most murders gender: males more aggressive than women when strongly provoked men and women are similar women are more likely to be relational aggressive cognitive biases: hostile attribution bias: tendency to perceive ambiguous actions as aggression(assume bump was purposeful) hostile perception bias: tendency to perceive social interactions as hostile actions(see a bump to another person be aggression) hostile exception bias: tendency to expect others to react conflict with aggression (expect bump to be aggressive) personality traits: narcissism (loves self, inflated ego), psychopathy (lack empathy for others), Machiavellianism (use any method to get power including violence) alcohol: enhances the tendency to be aggressive

The Sunk Cost Trap

already at a loss and wants to dig deeper bc why not

"And That's Not All"

asks for a high price then goes lower and adds a bonus

Describe the possible causes of our own behavior or the behaviors of others such as situational causes

attribute behavior to external factors ex. crash on freeway so that's why their late

Describe the possible causes of our own behavior or the behaviors of others such as dispositional causes

attribute behavior to internal factors ex. they are late because they don't care

Conformity

automatic widespread tendency to act and think like the people around us as

Define "aggression" and describe its three components.

behavior with intent to harm, but target doesn't want the harm

Explain how gender and personality may affect prosocial behavior.

both men and women tend to help men intervene more physically women intervene more compassionate and nurturing Agreeableness trait = more likely to help

Describe how misperceived norms can lead to risky behavior (e.g., joining a cult).

cults can get you to isolate from friends and family, don't question behavior, and give lots of praise of obedience

Compare and contrast the central and peripheral routes to persuasion, and provide examples for each.

central: direct, relevant, logical messages - audience is motivated, carefully thinks about info - enduring agreement peripheral: superficial cues - target isn't being mindful, exploits heuristics(mind shortcuts), - salesperson, dictators

Social comparison

compare self to others to increase my self esteem

Explain how growing up in a "culture of honor" could influence our behavior and the results from some of the culture of honor studies.

cultural background that emphasizes personal or family reputation and social status. ex. north US took insult and bumps into a person as a joke, but those from the south took as an insult

Describe how a cost-benefit analysis could be used when deciding whether to help someone.

decide if cost of help is worth getting involved is it dangerous? does it take time? money? effort?

Describe some ways that we can overcome prejudice and bias.

equal status contact-put everyone in same situation and have no power over others jigsaw classroom- everyone has a vital piece of the puzzle to contribute

Compare and contrast the evolutionary forces, egoistic motivations, and altruistic motivations that may account for why someone engages in prosocial behavior.

evolution- we help others that we are attracted to it so that behavior is carried on through the generations good person/helper helps survival an reproduce success( people like helpers) egotistic motivations: what's in it for me? altruistic motivations: what can I do for others with no desire of reward or reciprocation?

A Door-in-the-Face

expect big request to be declined and then goes for a more reasonable request which was the goal along

Kin selection

favoritism towards family so that some part of your DNA also gets passed along

"Free Gifts" & Reciprocity

feel inclined to give gift back after getting one, compelled to give back good deed

Describe what factors may affect who we find attractive.

first impressions, courtship and commitment, then beauty, sex, and evolution. psychological (kind, generous, adventurous) and biological features(smooth skin, chin)

Little yeses lead to big yeses...in sales... And relationships...?

first yes to test drive, to see if you could financially pay for it, then pay for the car first say yes to studying together, then say yes to hanging out with friends, then go on a date, then get married

Describe how trigger features, fixed action patterns, heuristics, and mindless thinking leave us vulnerable to exploitation.

fixed action patterns: sequences of behavior that occur in same fashion ex. territorial, aggression, nesting, open mouth when feeding baby trigger features: "for a good cause"= increase bake sales heuristics: mind shortcuts mindless thinking: not thinking lets others stomp all over us

Describe how the quantity, quality, and types of relationships affects subjective well-being.

generally the more relationships the more happy one is a few close relationships helps happiness as well high quality relationships between parents and child help increase happiness in teen and adult better quality and quantity relationships = better health

Reciprocal altruism

golden rule

Stereotype content model

groups evaluated according to perceived warmth and competence ex. box=(low to high warmth on side low to high competence) pity pride -disabled people -students disgust envy -homeless people -successful outsiders

Describe how social situations can affect our behavior (e.g., groupthink, group polarization, social facilitation, social impairment, social loafing).

groupthink: people think alike to maintain group cohesiveness instead of pointing out best options (just want the group to be a unit) group polarization: people in groups make more risky decisions (people get shot in protest) social facilitation: perform better with others around social impairment: don't perform better with others around social loafing: be lazy in a group bc someone else will do the work

Negative state relief model

helping can be 2nd reinforcement that relieve neg. moods( egotistic motivation)

Social integration

how strongly a person is connected to his or her social group

social proof

if everyone is doing it than it must be right

Describe an approach that can be used to defend ourselves against unwanted persuasion.

inoculation=learn that it is normal to be vulnerable but recognize the danger signs when falling prey

Explain how conformity can have a positive or negative effect.

know who you are conforming to good to conform to good friends not eating hamburgers for breakfast, lunch, and dinner/wash hands bad to to conform to a dictator and kill a bunch of people/smoking

Describe how the amount of violent behavior has changed throughout history and the role the availability heuristic plays in our perception of the amount of violent behavior.

level of violence has decreased overtime availability heuristic: tendency to judge frequency of an event by the ease with which relevance instances come to mind ex. social media

Personal distress

may keep you from helping

Scarcity & Psychological Reactance

more attracted to opportunity when resources are limited

Punishment

most effective when 1. intense 2. prompt 3. consistent 4. perceived as justified 5. possible to replace bad w/ good

Ana has just moved from Brazil to the United States. She speaks a little English and really wants to make friends in her new home. She joins a few clubs at her school and starts wearing clothing that is popular in the United States. What social psychology principle is Ana exhibiting?

need to belong

Prejudice

neg. attitude towards specific group

Compare and contrast normative social influence and informational social influence and provide examples of each of these types of influence.

normative social influence: Conformity that results from a concern for what other people think of us ex. we should reuse our towels bc everyone else is doing its. informative social influence: Conformity that results from a concern to act in a socially approved manner as determined by how others act. ex. we speak softly in libraries

Compare and contrast aggression and violence.

not all aggression is violent, but violence is aggressive violent is aggression with intent to cause extreme harm physically

Bystander effect

people intervene to help others in need even if a stranger or puts helper at risk

Compare and contrast how pluralistic ignorance and diffusion of responsibility can contribute to a bystander's decision not to help.

pluralistic ignorance: you rely on inaction of others around and conclude no intervention is necessary diffusion of responsibility: "I don't need to get involved , I'm sure someone else will help"

Realistic conflict theory

prejudice and discrimination increase when groups fight over limited space ex. 2 classes have to share field space so they hate each other

Describe the three aspects of the dark triad and how they could affect your work experience.

psychopathy, narcissism, Machiavellianism

Empathy-altruism model

puts self in shoes of victim and it evokes an empathetic concern=helping

Arousal: cost-reward model

seeing a person in need gives viewer bad feelings, so they help to get rid of that negativity(empathetic concern)

Getting a Foot-in-the-Door

slow escalation of commitments

Tom and Jerry are always fighting! Finally they decide to go to mediation to see if a trained therapist can help them figure out a way to get along. The therapist asks Jerry to explain what he sees as the motives and behaviors of his roommate Tom. Jerry starts to describe Tom's motivations and behaviors, which is another was of describing which concept from this chapter? Social attribution Social influence Reciprocity Levels of analysis Stereotyping

social attribution

Compare and contrast the social dominance orientation and right-wing authoritarianism

social dominance: group hierarchies are inevitable and even a great idea -compete for economic resource -in-group=tough competitive -out-group="they are trying to beat us" right-wing authoritarian: values conflict - compete over values -must follow authority -in-group=unite, protect -out group=they have bad values

Prosocial behavior

socially desirable behavior that benefits others

Need to belong

strong impulse to form relationships with others and be accepted by them cliques

Compare and contrast subjective and objective social variables.

subjective variables: personal opinions/feelings objective variables: facts, measurable evidense

Compare and contrast subjective and objective well-being.

subjective well-being: high life satisfaction( positive evaluation), positive feelings (positive emotions), low negative feelings(emotions) objective well-being: health ( injury, disease, mortality)

Describe some ways, both successful and unsuccessful, that we can try to reduce aggression.

successful: solve when young, target general external factors, catharsis= acting aggressively or viewing aggression purges the anger away in harmless channels, release stress and anger through something like relax, calming music, distract self like pet a puppy, kiss a lover unsuccessful: punishment can be bad, external cues like guns of alcohol nearby

Describe how factors such as age, culture, and the behavior of others affect conformity.

teens more likely to conform than adults Asia/group countries=think for the group and conform US/Individualist don't conform as much if everyone else jumps in to do something you will most likely as well

how we make mistakes when determining the cause of a behavior such as fundamental attribution error

tendency to overestimate internal and underestimate situational factors in others ex. I am late because I ran into my long lost cousin, but they must be late because they slept in and don't care

Describe some examples of psychological strategies based on the perception of trustworthiness that are used to persuade others.

testimony and endorsement-celebrities say good things about product education-less about selling you the product than helping you make a better decision word of mouth-more likely to trust a friend about a restaurant, movie, or major purchase maven-hubs of people face-to-face that plant seeds

Social support

the perception or reality that one is cared for by a social network

Discrimination

treating people differently bc of prejudice toward specific group

Describe the research design and results of the Milgram experiments, and consider the ethical implications of this study.

two participants who were a teacher and student. one had to administer questions to student and if gotten wrong had to get "shocked" and increase the voltage for the next one, but the participant really didn't get any shocks. teacher couldn't stop unless he asked 4 times. this tested their obedience and 65% went until the end what are we obeying that ,aye we don't know about?

Social identity theory

view self as part of in group and favor that group ex. "they" are all alike and are diff. from "us"

how we make mistakes when determining the cause of a behavior such as actor-observer bias

with ourselves, we focus on situational factors more ex. excuses such as well my sister had a baby that's why I couldn't study

Relational aggression

women- gossip, rumors, silent treatment