Chapter 14 Terms
Deindividualization
the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity
Groupthink
the mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives
selective avoidance
A tendency to direct attention away from information that challenges existing attitudes. Such avoidance increases resistance to persuasion.
selective exposure
The process by which individuals screen out messages that do not conform to their own biases.
romantic love
an intense, positive emotion that involves sexual attraction, feelings of caring, and the belief that one is in love
dispositional attribution
attributing behavior to the person's disposition and traits
attitude-discrepant behavior
behavior inconsistent with an attitude that may have the effect of modifying an attitude
evaluation apprehension
concern for how others are evaluating us
Stereotyping
creating an oversimplified image of a particular group of people, usually by assuming that all members of the group are alike
Psychodynamic
expert based subconscious
Discrimination
in classical conditioning, the learned ability to distinguish between a conditioned stimulus and stimuli that do not signal an unconditioned stimulus
triangular model of love
intimacy, passion, commitment
prejudice
preconceived opinion that is not based on reason or actual experience
social decision schemes
simple rules used to determine final group decisions
social facilitation
stronger responses on simple or well-learned tasks in the presence of others
fear appeals
suggest to the consumer that he or she can avoid some negative experience through the purchase and use of a product or service, a change in behavior, or a reduction in the use of a product
self-serving bias
a readiness to perceive oneself favorably
attraction
feeling of being drawn toward another and desiring the company of a person
attitude
feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events
intimacy
partners share innermost feelings
passion
strong feeling or emotion
primacy effect
tendency to remember words at the beginning of a list especially well
recency effect
tendency to remember words at the end of a list especially well
commitment
the decision to maintain a relationship
social influence
the effect that the words, actions, or mere presence of other people have on our thoughts, feelings, attitudes, or behavior
social psychology
the scientific study of how we think about, influence, and relate to one another
altruism
unselfish regard for the welfare of others
foot-in-the-door technique
asking for a small commitment and, after gaining compliance, asking for a bigger commitment
Diffusion of responsibility
assuming someone else will take care of the problem when others are present
A-B problem
the issue of how well we can predict behavior on the basis of attitudes
consummate love
the ideal form of love within Sternberg's model, which combines passion, intimacy, and commitment
attribution
the process of explaining one's own behavior and the behavior of others
social perception
the study of how we form impressions of and make inferences about other people
bystander effect
the tendency for any given bystander to be less likely to give aid if other bystanders are present
fundamental attribution error
the tendency for observers, when analyzing another's behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition
actor-observer effect
the tendency to make situational attributions for our own behaviors while making dispositional attributions for the identical behavior of others
effort justification
the tendency to reduce dissonance by justifying the time, effort, or money devoted to something that turned out to be unpleasant or disappointing
cognitive dissonance theory
the theory that we act to reduce the discomfort we feel when two of our thoughts are inconsistent
elaboration likelihood model
theory identifying two ways to persuade: a central route and a peripheral route
