Social Cognition and Attitudes

why do some salespeople try to start a new interaction by asking for something small from a potential customer

They know getting small acts of cooperation may lead to larger actions in the same direction.

shortly after she gets to her new college, 2500 miles away from home Tomasa goes to the school's activity fair to find groups to join. She immediately signs up to audition for 2 different musical clubs. Her desire to join these groups may help to satisfy her need to......

belong

People naturally use mental "shortcuts" to simplify their social world. These shortcuts are known as:

heuristics

what is the most effective way to protect from being persuaded?

to accept just how vulnerable we are

In Asch's line of study roughly..... of participants gave at least one wrong answer

76%

Mood-congruent memory is occurring in which of the following scenarios?

John is currently sad and can more easily recall a time when he got in trouble for a late assignment.

People are usually motivated in some way when making social judgments and decisions. What often occurs as a result of having directional goals?

People may be skeptical about evidence that goes against their directional goal.

What is a potential positive outcome of the planning fallacy?

People might attempt projects that otherwise might have been avoided had the amount of effort or time needed been understood.

How is it that schemas help people save time as they have new experiences or encounter new people or objects on a daily basis?

We compare new experiences to previously stored schemas and this allows us to put forth less effort to assess those new encounters.

The durability bias occurs when a person overestimates how long their feelings might last. This bias is a type of:

affective forecasting

A(n) __________ is a psychological tendency that is expressed by evaluating a target with a degree of favor or disfavor.

attitude

....... are opinions, feelings, and beliefs that a person holds about another person, a concept, or a group.

attitudes

When being considered for a job opening, people being interviewed often mirror the interviewer's behavior. This can be explained by what concept?

chameleon effect

The area of social psychological that focuses on how people think about others and about the social world is called social __________.

cognition

....... is the tendency to change one's attitude or behavior to match a perceived social norm

conformity

Kelly is at a college party and notices everyone is drinking. She concludes that the majority of students on campus must also drink alcohol frequently. What would we call Kelly's perception of what most people are doing?

descriptive norm

What do we rely on in situations in which there are no clear societal norms?

descriptive norms

The Implicit Association Task (IAT) used in research, which records participants' reaction times to categorizing objects, is measuring what type of attitude?

implicit attitude

If a researcher is studying how people react to command of an authority figure, then he/she are most likely studying what?

obedience

what is the process by which a message induces change in beliefs, attitudes, or behaviors?

persuasion

Tracy enters a car dealership interested in buying a new car. Immediately she is greeted by a salesman offering her water or soda and a cookie. The salesman is likely relying on what social norm to help persuade Tracy to buy a car?

reciprocity

The ________ heuristic is one in which the likelihood of an object belonging to a category is evaluated based on the extent to which the object appears similar to one's mental conceptualization of the category.

representativeness

Which of the following is an example of the planning fallacy?

Gerard believes he can complete a term paper within a one-week time frame. He is surprised when he cannot complete the project as quickly as he anticipated.

Which of the following is a possible outcome when individuals' implicit and explicit attitudes do not match?

They are unaware they hold an actual bias, such as a bias towards an ethnic minority.

Kathy is looking at a stack of books at a local bookstore, when Daina brushes past her, gently pushing Kathy. "Wow, she is very rude," Kathy thinks. This is an example of social _____, when occurs when we make educated guesses about the efforts or motives of another person

attribution

what are the 3 characteristics of a speaker that makes him/her more trustworthy when delivering a persuasive message?

authority, honesty, likability

The ________ heuristic is one in which the frequency or likelihood of an event is evaluated based on how easily examples come to mind.

availability

Which heuristic would you likely use if you were asked, "are there more words in the english language that start with the letter "k" or that have "k" as the third letter in the word?"

availability heuristic

Oscar would like to go to a movie without supervision. To try and get what he wants, he starts by asking his mom if he can go on a trip to the Rollercoaster Park with just his friends. When his mom says no, like he predicted, he goes on to ask if he can at least go to the movies by himself. Oscar's strategy in asking to go to the movies is an example of what persuasion trick?

door in the face

"Oh I know that I'll just be sad forever," Monique cries, after her first boyfriend broke up with her. "I'm never going to love again. My life is RUINED!" Given that she is unlikely to be sad forever, Monique is demonstrating the __________ bias.

durability

Calvin is interested in measuring his school's willingness to do volunteer work around the community. He sends out a self-report survey that asks students to directly fill out their _________ attitudes on the topic.

explicit

Milgram's obedience study demonstrated what factor in participants willing to shock others to an extreme level?

following orders from an authority figure

Sasha is taking her family to Disney World. She predicts she will feel immense happiness seeing her young daughter, Emerald, meet the princesses at the theme park. However, when her daughter Emerald meets the first princess, Sasha does not feel as happy as she thought as would. Sasha's experience is an example of what concept?

impact bias

conformity and obedience are 2 widely researched forms of social...... that have received attention in the field of social psychology

influence

Lulu has never been to the United States and is unsure what behavior is socially appropriate in certain situations. As a result, she conforms by going along with the crowd in order to understand the norm. Which of the following terms BEST describes this example?

informational influence

Kari visited the doctor recently who told her she needed to start eating better or she is at risk for a heart attack within the next few years. Kari is very motivated to view herself in a positive light and doesn't like the news the doctor gave her. She wonders if the doctor's tests could have been inaccurate. Kari's uncertainty over her health results from the doctor is an example of what?

motivated skepicism

When a bartender offers you a free taste, you feel obligated to purchase the drink. This is an example of:

reciprocity

Javari is teaching a psychology class and tells his students, "Kenna is 31, single, outspoken, and bright. She majored in philosophy in college. As a student, Kenna was deeply concerned with discrimination and other social issues." When Javari asked his class if it was more likely that Kenna was A) a bank teller or B) a bank teller AND a feminist, most people in his class chose option B. Javari explained that their answer was incorrect because their _____________ heuristic led them astray.

representativeness

What is the area of social psychology that focuses on how people think about others and about the social world?

social cognition

The fact that none of us are alone in the world - that we are all affected by others and, in turn, affect others - is the emphasis of the study of.....

social psychology

Elsa purchased concert tickets about two months ago. Today is the concert but it's raining out, meaning Elsa would have to purchase an umbrella and rain boots if she still wants to go. Why is Elsa still likely to be persuaded to attend the concert?

sunk cost

Obedience, even when it is destructive, is more likely when:

the consequences are remote an authority figure is giving a command there is ambiguity in the situation all of the above are correct

Jessica thinks the guy who cut her off on the freeway is a jerk. When she needs to exist herself, she cuts off the driver next to her as she switches lanes. She does not believe that she, herself, is a jerk; instead she thinks the situation led to her behavior. This is an example of:

the fundamental attribution error

Listening to your friend's advice for the best place to get ice cream over an ad that states the same place as the best ice cream shop in town is based on what technique?

word of mouth