chapter 14 psych

balance theory

Heider's theory that people prefer harmony and consistency in their views of the world ( if he likes goes to the gym and she does =)

schemas

Mental representations or frameworks of the world, recognize, categorize and recall info related to social stimuli, reconstruct memory

which of the following is TRUE of factors that determine changes in attitudes

The communicator's expertise and trustworthiness are related to the impact of a message.

ABC

affect, behavior, cognition

obedience

affirmative response to a demand, usually from an authority figure, psychologist became interested after WW2

compliance =

affirmative response to a rewuest

peripheral route example

anti-smoking advertisements that rely on celebrity spokespeople advocating for reduction in cigarette use

central route to persuasion

based on content of argument

peripheral route

based on cues

belief disconfirmation

behaviors are inconsistent to belief, "this is my cheat day"

cognitive dissonance

inconsistencies in thoughts, beliefs, and behaviors creates feelings of discomfort that motivate us to change our attitudes

characteristic of relationships

interdependence, commitment

according to sternberg, the ___ component of love includes feelings of closeness and connectedness

intimacy

The use of group membership to provide social respect produces an unfortunate outcome because we are likely to

start thinking that our own group is better than groups to which we don't belong.

social psychology

study of how our thoughts feelings and actions are affected by the real or imagined presence of others

which of the following is TRUE of conformity

subtle or even unspoken social pressure results in conformity

self serving bias

tendency to attribute our own success to person and failures to situation

Fundamental Attribution Error

tendency to over attribute others behavior to dispositional factors, ultimate attribution error

social cognition

the cognitive processes by which people understand and make sense of others and themselves

dispositional attribution

(person) attributing behavior to the person's disposition and traits

situational attribution

(situation) attributing behavior to the environment

central route persuasion example

A car sales man approached a man and told him the stats of the brand new roadster and told him about its benefits prompting the man to buy it.

which alternative below correctly defines a social influence concept

Compliance - a change in behavior or attitudes in response to direct social pressure

when changing attitudes we consider the

Source (who), Message(what), Target(you)

triangular theory

Sternberg's idea about the three components of love - intimacy, passion, and commitment

reducing dissonance

change attitudes, beliefs, behaviors - justify behavior, belief, cognition -acquiring new information- reduce importance of attitude- ignore conflicting information

conformity

changing behavior to match others, usually through real/ imagined pressure, mostly indirect or implied

decision making and effort

choosing one over another makes you uncomfortable, inconsistency

components of prejudice

cognitive (stereotyping) affective, behavioral (discrimination)

the mental conflict that occurs when a person holds two contradictory attitudes or thoughts is knows as

cognitive dissonance

fatuous love = passion + commitment

commitment based on passion but without time for intimacy to develop - shallow relationship such as a whirlwind courtship

empty love = commitment alone

decision to love another without intimacy or passion

learning prejudice

direct or observational (bad experiences, makes assumptions)

Neil was selected for his college baseball team because of his racial origin. Which of the following is illustrated in this scenario?

discrimination

Fiona receives an email from her manager, Robert, asking her to meet and discuss a past project. Unfortunately, Fiona is struggling to complete a project that is due that afternoon and replies stating that she is too busy to meet that day. Robert is not pleased with Fiona's refusal to meet him and tells another coworker that he thinks Fiona is very arrogant. Robert is making a(n) _________ attribution of Fiona.

dispositional

in determining the causes of others' behavior, we overemphasize ____ factors; that is the _____

dispositional, fundamental attribution error

Suan, a 10-year-old, asks his mother for $15 to buy a new toy car. He knows that his mother will refuse. When she does refuse, he happily convinces her to give him $3 to buy his favorite chocolate milkshake. In the context of the specific techniques that represent attempts to gain compliance, Suan is most likely using the ________ technique in this scenario.

door-in-the-face

attitudes

evaluations of a person, behavior, belief, guide social interactions and predict behavior, influence social perception/memories

stereotypes

false assumptions that all members of a group share the same characteristics , often automatic and unconscious

door-in-the-face phenomenon

following an unreasonably large request with a smaller one

As a sales executive, Samuel usually tries to attract customers by convincing them to buy small electronic items, such as speakers or a DVD player. When he captures his customers attention he persuades them to buy larger more expensive items such as a television or a home theater system. In the context of the specific techniques that represent attempts to gain compliance, Samuel is most likely using the _____ in this scenario

foot in the door technique

forced compliance

forced to do something

impressions are

formed quickly, slow to change, often accurate

example of persuasion

friend wants to go to restating, been there before, don't like it, convinced to go, how much do i trust this friend?

Sharon is selected as the captain of her school's softball team because of her excellent playing skills. However, she has not displayed good team management skills and has not been very cooperative with her teammates. These facts are ignored while making her the captain. Which of the following biases is illustrated in this instance?

halo effect

social psychology is scientific study of

how people's thoughts, feelings, and behaviors are influenced by other people

conformity example

line test, even when they know it's wrong scared to speak up

companionate love = intimacy + commitment

long term committed friendship such as a marriage in which the passion has faded

Romantic Love = Intimacy + Passion

lovers physically and emotionally attracted to each other but without commitment, as in a summer romance

foot-in-the-door phenomenon

making small requests that progressively lead to larger ones

factors influencing conformity

motivation, social desirability, self esteem, rewards/punishment

according to sternberg, the ____ component of love includes the motivational drives relating to sex, physical closeness, and romance

passion

infatuation = passion alone

passionate, obsessive love at first sight without intimacy or commitment

___ occurs when people are persuaded on the basis of factors unrelated to the nature or quality of the content of a persuasive message

peripheral route processing

halo effect

positive impressions in one area generalize to other areas

prejudice

positive or negative attitudes toward people in certain groups

_____ refers to a negative (or positive) evaluation of a particular group and its members.

prejudice

Persuasion

process of changing attitudes

attribution

process of explaining why people do the things they do including ourselves

which of the following is TRUE of the factors that initially attract two people to each other

proximity leads to liking

Sets of cognitions about people and social experiences are called _____.

schemas

cognitive processes prejudice

schemas, heuristics

if we do well on a test, we say, "I got an A!". If we do poorly, we say, "she gave me an F." This best illustrates

self serving bias

personality prejudice

social dominance orientation( how much we believed hierarchy's exist) ; authoritarianism (traditional)

social influence

social groups and in socials exert pressure on an individual, either deliberately or unintentionally

____ is the process by which communal groups and individuals exert pressure on an individual either deliberately or unintentionally

social influence

mere exposure effect

the phenomenon that repeated exposure to novel stimuli increases liking of them

social perception

the process of interpreting information about others, draw inferences about them, and mentally represent them

Liking = Intimacy Alone

true friendship without passion or long term commitment

impressions

we often assume a lot about people based on very little info