Ch.9

Logic driven, uses facts/date to convince people of in arguments worthiness

Central route

Compliance is gained by getting people to agree to an attractive, less costly request, and then reneging on it

Low-ball technique

Designed a study in which we could observe the extent to which people would obey someone in authority, even to the extent of causing harm to others

Milgram

Indirect route that used his peripheral cues to associate positivity with the message #may not be noticeable

Peripheral route

______ is an unjustified negative attitude toward an individual based on the individuals membership in a group. ______ is an unjustified negative or harmful actions toward a member of the group simply because the person belongs to the group.

Prejudice / Discrimination

_______ leads us to help others now with the expectation those others will return the favor should we need their help in the future.

Reciprocal altruism

... theory contends that behaviors can cause attitudes

Self perception

Our own thoughts when we use our own behavior as a guide to help us determine our own thoughts and feelings

Self perception

When we use our own behavior as a guide to help us determine our own thoughts and feelings

Self perception

Gains compliance by asking for an unreasonable request first, and then scaling it back to a smaller desired request

The door in the face technique

People who have first agreed to one small request him to comply later with a larger request

The foot in the door technique

The central route and peripheral route

Two types of persuasion

... Is the behavior that is intended to harm another individual

Aggression

Internal/external causes, stable/unstable causes, controllable/uncontrollable causes

According to attribution theory, attributions very along which of the following dimensions?

Refer to our relatively enduring evaluations of people and things

Attitude

... Is attention that arises when people realize that their behavior is inconsistent with their attitudes

Cognitive dissonance

Discomfort we experience when we choose to behave in ways that we see as inconsistent to our attitudes #I don't like him, but I pretend that I do; I don't like this feeling of acting fake.

Cognitive dissonance

Studies demonstrating the power of ______ Include those by Asch, and Milgrams work on obedience.

Conformity

The reduction in personal identity and erosion of the sense of personal responsibility when one is part of a group

Deindividuation

Tendency to perform taks better or faster in the presence of others

Social faciliation

A group process the loss that occurs when people do not work as hard in the group as they do when they are working alone

Social loafing

The accepted belief about what we do in particular social situations influence our behavior are ________.

Social norms

Gaines compliance by sweetening the deal before the person can respond to the initial request

That's not all technique