Social Psychology 2130 Exam 3
injunctive norms
norms that specify what most others approve or disapprove of
descriptive norms
norms that specify what most people do in a given situation
emotional accuracy
the cognitive component of empathy perceiving others thoughts and feelings accurately
Ingratiation
getting others to like you so that they will be more willing to agree to our requests
reciprocal altruism
helping others with the expectation that they will probably return the favor in the future
unintentional social influence
Instances in which other persons change our behavior without intending to do so
passionate love
An intense and often unrealistic emotional response to another person.
social influence
Efforts by one or more persons to change the behavior, attitudes, or feelings of one or more others
empathy
Emotional reactions that are focused on or oriented toward other people and include feelings of compassion, sympathy, or concern
a prosocial
Jenny, a 5-year-old child, may be MOST likely to exhibit helping behavior after playing ________ video game.
Fearful-avoidant attachment style example
Joanna has very little confidence in herself and her abilities, and she struggles with trusting other people and attaining genuine closeness with them. Which attachment style does Joanna have?
emotional empathy
Sharing the feelings and emotions of others
The associated effect of emotions on attraction
Occurs when another person is present when one's emotional state is aroused by something or someone unrelated to that person
deadline technique
Setting a specific end date for an opportunity, such as a sale or service, in order to increase its desirability.
symbolic social influence
Social influence resulting from mental representation of others or our relationships with them
repeated exposure due to proximity
Suppose Diane and Mark, as first-year students, are assigned dorm rooms right next door to each other. Shortly thereafter, they begin dating, and after college, they wed. The factor that would be MOST responsible for their initial acquaintance is
proximity
The physical closeness between two individuals with respect to where they live, where they sit in a classroom, where they work, etc.
taking another's perspective, sympathizing with another person
Two aspects of empathy are ________ and ________.
that's-not-all technique
When an auto dealer offers you an extra option as a "closer" for a deal, the dealer is using
Deindividuation
a reduced state of self awareness that encourages impulsive behavior
feelings of elation
acts that make you feel inspired, uplifted, and optimistic about human nature
accessible relationship
appears everywhere with little to no variation
synchronous behavior
behavior in which individuals match their actions to those of others
introspection illusion
conformity happens unconsciously, so it escapes our introspection
findings from Stanley Milgram
difficult to resist even if they involve harming another person.
social exclusion
exclusion from a group- or perceiving that we no longer belong
Functional Realtionship
exists in all countries buy in varying degrees
empathic concern
feelings of concern for another's well-being
Modeling
form of unintentional social influence
normative focus theory
influence resulting from a person's desire to gain approval or avoid disapproval
normative social influence
influence resulting from a person's desire to gain approval or avoid disapproval
aversive racism
negative emotional reactions to people of a certain race
unrequited
not reciprocal; not given in payment or returned in kind
informational social influence
other peoples actions and opinions define our social reality, and we use that as a guide for our own actions and opinions
social contagion
spread of behavior, emotions, and ideas
lowball procedure
technique to ensure conformity; strategy to induce a person to agree to something by enticing the individual with a low 'cost' and then add-on to the original product; Example: buy a car with no options, but when you add-on the options you have paid more money
the lure effect
technique where the intended target of a request if first asked to agree to do something she or she finds appealing (ex: survey for compensation)
pluralistic ignorance
tendency for an individual surrounding by a group of strangers to hesitate and do nothing
Reactance
the feeling that our personal freedom is being restricted, and that we should resist strong pressure to conform to maintain our individuality
repeated exposure effect
the more exposure we have to new stimuli, the more we tend to favor it
competitive altruism
this view suggests that one important reason why people help others is that doing so boosts their own status and reputation and, in this way, ultimately brings them large benefits
Conformity
A type of social influence in which people change their attitudes or behaviors to adhere to existing social norms
Crowdfunding
-a process in which entrepreneurs use the money contributed to set up and then run their companies -A form of social behavior in which entrepreneurs describe the products or services their new company will provide and ask people to contribute
preoccupied attachment style
-low self-esteem and high interpersonal trust -want closeness so they readily form relationships unworthy
fearful-avoidant attachment style
-low self-esteem and low interpersonal trust -dont form close relationships or tend to have unhappy ones
love
A combination of emotions, cognitions, and behaviors that often play a crucial role in intimate relationships
Obedience
A form of social influence in which one person simply orders one or more others to perform some action(s)
compliance
A form of social influence involving direct requests from one person to another
defensive helping
A motive for helping behavior that is characterized by reducing the threat posed by outgroups to own ingroup
diffusion of responsibility
A principle suggesting that the greater the number of witnesses to an emergency the less likely victims are to receive help.
door-in-the-face technique
A procedure for gaining compliance in which requesters begin with a large request and then, when this is refused, retreat to a smaller one.
foot-in-the-door technique
A procedure for gaining compliance in which requesters begin with a small request and then, when this is granted, escalate to a larger one.
dismissing attachment style
A style characterized by high self-esteem and low interpersonal trust -feels they deserve a close relationship, but is fearful of mistrust -results in rejection of relationships
low-ball procedure
A technique for gaining compliance in which an offer or deal is changed to make it less attractive to the target person after this person has accepted it.
kin selection theory
A theory suggesting that a key goal for all organisms is getting our genes into the next generation; one way to reach this goal is by helping others who share their genes
prosocial behavior
Actions by individuals that help others with no immediate benefit to the helper
attachment style
The degree of security experienced in interpersonal relationships
Dominance-Submissiveness
The emotional state that reflects the degree to which consumers and employees feel in control and able to act freely within the service environment.
Cohesiveness
The extent to which we are attracted to a social group and want to belong to it.
similarity-dissimilarity effect
The finding that people respond positively to indications that another person is similar to themselves and negatively to indications that another person is dissimilar from themselves
need for affiliation
The motivation to interact with other people in a cooperative way
negative state relief model
The proposal that prosocial behavior is motivated by the bystander's desire to reduce his or her own uncomfortable negative emotions or feelings
empathy-altruism hypothesis
The suggestion that some prosocial acts are motivated solely by the desire to help someone in need
matching hypothesis
The tendency for people in a romantic relationship to be similar to each other in terms of physical attractiveness
empathic joy hypothesis
The view that helpers respond to the needs of a victim because they want to accomplish something, and doing so is rewarding in and of itself