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
