AP Psych Unit 9

less leads to more effect

the weaker the reasons for engaging in an opposing behavior, the stronger the pressure for changing attitudes (and vice versa)

social trap

a situation in which the conflicting parties, by each rationally pursuing their self-interest, become caught in mutually destructive behavior a situation where short term gains are repeatedly put ahead of long term dangers ex) deforestation, environmental concern, social security

Asch's conformity study

adjusting our behavior or thinking to coincide with a group standard, compared line is equal to the standard line, 5 others say the wrong answer so the student doesn't disagree ex) capital of fake country-- conform to group answer

Zimbardo's Stanford Prison Experiment

an experiment in which people were assigned to be guards or prisoners- studied how drastically behaviors can change under certain influences

halo effect

being surrounded by something or someone desirable adds to your own desirability ex) when one assumes that a good-looking person in a photograph is also an overall good person

internal locus of control

belief that you do exert control over the events of your life believe you are in charge of fate/actions fundamental attribution error

external locus of control

belief that you have no control over the events of your life believe the world acts against you

cognitive dissonance

conflict or anxiety resulting from inconsistency between one's beliefs and one's actions dissonance is an unpleasant state, so we seek to reduce it Leon Festinger 1957 ex) knows smoking is unhealthy but smokes anyway solution: 1. smoking is unhealthy so I don't smoke anymore 2. the research on smoking is inconclusive, so I still smoke

empty love

decision and commitment

central route persuasion

focusing on arguments, facts, and logic to arrive at a decision to change behavior ex) environmental movement

social loafing

individuals who do less when others are around ex) tug of war/group projects

liking

intimacy

companionate love

intimacy and commitment

consummate love

intimacy, passion, commitment

diffusion of responsibility

reduction in feelings of personal responsibility in the presence of others; the more people, the less responsible ex) kitty genovese murder

peripheral route persuasion

relies on environmental factors other than the argument/facts to change behavior ex) celebrity endorsements, flashy designs, sexual appeal, humor, distraction

groupthink

the desire for harmony overrides critical thinking and alternative solutions to a problem Irring Janis ex) Bay of Pigs invasion

Milgrim's obedience experiment

The study to see if people were likely to obey an authority figure in a white lab coat claiming to be a scientist. The "teachers" gave an electric shock to "learners" when they have a wrong answer.

that's not all technique

a sales technique in which the persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision

situational attribution

attributing behavior to external causes; luck, factors beyond control, environmental factors

dispositional attribution

attributing behavior to internal causes; traits, intentions, motives

social facilitation

individuals who perform better in pressurized group situations vs alone ex) elite athletes perform better in crowded stadium

infatuation

passion

fatuous love

passion and commitment

romantic love

passion and intimacy

sternberg's triangle

passion, intimacy, commitment

deindividuation

people lose their identities and moral responsibilities in groups ex) riots

discrimination

phenomenon of treating a person differently from other persons based on group membership and an individual's possession of certain characteristics such as age, class, gender, race, religion, and sexuality

components of attraction

proximity, physical attractiveness, and similarity

superordinate goals

shared goals that override differences among people and require their cooperation ex) HSM- troy and the team have to get over their different interests in order to win the state championships at basketball

door in the face technique

starting with a large request and then gradually working down to a smaller request to make offer appear very reasonable ex) used car salesman

foot in the door technique

starting with a small request and then gradually working up to a larger request ex) paying for new features on a car

just-world bias

strong desire or need to believe that the world is an orderly, predictable, and just place, where people get what they deserve bad things happen to bad people people who have a strong tendency to believe in a just world also tend to be more religious/authoritarian/ conservative/likely to admire political leaders & existing social institutions/more likely to have negative attitudes toward underprivileged groups ex) victim blaming in Ft. Lauderdale rape case (dressed provocatively)

self-serving bias

tendency to attribute our own success to dispositional causes and our failures to situational causes to a greater extent than is actually justified to protect and enhance our self-esteem ex) "I did well on the test because I studied hard" ex) "I did poorly on the test because it was too hard, so it's not my fault"

mere exposure effect

the more frequently we are exposed to various stimuli, the more we tend to like that stimuli

bystander effect

the tendency for any given bystander to be less likely to give aid if other bystanders are present ex) kitty genovese murder

fundamental attribution error

the tendency to attribute others' behavior to dispositional causes to a greater extent than is actually justified we can't immediately see others' background causes less common in collectivist cultures (East Asia)

ingratiation

using flattery, name-dropping, self-promotion, or self-deprecation to convince another to change behavior

group polarization

views become more extreme if they are shared by a group ex) political rallies, hate group meetings