Social Psychology Exam 2

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factors contributing to normative social influence

-how important the person is to you -how physically close you are to the person -the number of people trying to get you to conform

punishment and self persuasion

-if punishment is severe there is a sufficient external justification and doesn't really cause dissonance -when a punishment is less severe, there aren't enough external reasons to justify why you've stopped doing the behavior leading ot dissonance and eventually attitude change

conformity

A change in one's behavior due to the real or imagined influence of other people

Asch's line study

An experiment where participants had to pick which line in a group of lines were of the same length. Sometimes the confederates gave the wrong answer and often the participant conformed. They reasoned that they did not want the others to think that they were dumb.

implicit attitudes

Attitudes that are involuntary, uncontrollable, and at times unconscious

moral dilemmas

Implications for self-esteem, to reduce moral dilemma dissonance people may behave either more ethically or less ethically in the future

attitude accessibility

The strength of the association between an attitude object and a person's evaluation of that object, measured by the speed with which people can report how they feel about the object (attitudes will predict behavior only when highly accessible to people)

milgram studies

This was a social experiment testing how likely a person is to shock another they do not know if the individual in the box answers a question wrong and the "shocker" is pressured by an authority figure.

conclusions of Sherif's study

When faced with an ambiguous situation the participants looked to group for help Informational social influence. they also had private acceptance

reasons generated attitude change

a change in attitude that results from thinking about the reasons for our attitudes

private acceptance

a genuine inner belief that others are right

self persuasion

a long-lasting form of attitude change that results from attempts at self-justification

what are attitudes

a personal positive or negative evaluation or a person, place, idea, or other object that is reflected through our feelings and behaviors

forced compliance

advocating an opinion or attitude that goes against one's private beliefs or attitudes

ways people escape self awareness

alcohol abuse binge eating sexual masochism

affective behavior

an attitude based more on feelings or an emotional reaction (example you feel cool in a sports car so you like sports cars)

Behavioral attitude

an attitude based on observations of of how one behaves toward an attitude object (think of the self perception theory. you chose the hummer because you drove 10 hummers and one prius so you must like the hummer more)

elaboration likelihood model

an explanation of the two ways in which persuasive communications can cause attitude change (peripheral and central)

door in the face technique

asking for a huge favor first and then asking for a smaller second favor to get them to do the small favor

foot-in-the-door technique

asking someone for a small favor then later asking them to do a larger favor (you are evoking cognitive dissonance because they think that oh i did one favor for you i must like you so i will do another one)

peripheral route

associates product with positive or negative cues (playing on your emotion, tapping into your affective attitude)

explicit attitudes

attitudes that we can easily and consciously say out loud

Judging why we feel the way we do

because it is difficult for us to understand why we feel the way we do we generate plausible explanations to explain our behavior (basically we want to know what and why something effects our mood and explain it)

why would we use informational social influence?

because you believe others have more information than you do or because the situation is unclear to you

self affirmation

bolster the self concept, reducing dissonance by adding a cognition about other positive attributes (I'm a smoker, but I work out everyday, so I'm healthy)

example of post-decision dissonance

buying a car: you choose a prius over a hummer and justify your decision by saying that the prius is better for the environment anyway and the hummer would require too much gas

which route of the elaboration likelihood model leads to long lasting changes?

central route

what ways can you reduce dissonance

change behavior justify your behavior by changing one of the dissonant cognitions (changing your attitude) justify your behavior by adding new cognitions

child vs adult self-concept

changes from concrete to subjective social concepts (as you get older you describe yourself how other people see you)

3 components of attitude

cognitive affect (emotions) behavior

downward social comparison

comparing ourselves to people worse than us to achieve higher self-esteem

upward social comparison

comparing yourself to people who are better than you in order to aspire to be like someone better

cognitive

complete opposite of affectively based attitudes, your attitude is based on fact and logic (why did you buy the car cause it is fuel efficient)

social influence

compliance techniques to get people to conform (foot in the door and door in the face technique)

public compliance

conforming to other people's behavior publicly without necessarily believing in what the other people are doing or saying (standing in lines, but you don't like lines)

self-handicapping

creating obstacles and excuses for ourselves, so that if we do poorly on a task, we can avoid blaming ourselves, preserving our self esteem.

Cognitivie Dissonance

discomfort that people feel when two cognitions conflict, or when they behave in ways that are inconsistent with their conception of themselves

post decision dissonance

dissonance aroused after making a decision, which is reduced by enhancing the attractiveness of the decision that was chosen over the alternative

how can we preserve intrinsic motivation

do not provide incentives or extrinsic rewards for things that already have a general intrinsic motivation for (summer reading programs, you begin reading just to get six flags tickets not because you personally want to)

Obedience

doing something because you were directly told by an authority figure

hypocrisy paradigm

evoking dissonance by getting people to engage in (desired) speech acts that contradict undesirable behaviors

Large reward or severe punishment =

external justification and temporary change

Introspection

falls under self knowledge, we are understanding why we are behaving a certain way (includes self awareness theory)

consequence of resisting normative social influence

first people will try to bring you back to conformity by long discussions or teasing comments, then they will reject you and distance themselves

who do you compare yourself to?

initial impulse: to anyone that is around

small reward or small punishment =

internal justification and lasting attitude change

what happens when cognitions conflict

it threatens your self image and produces powerful upsetting dissonance

what conditions are needed to pay attention to the peripheral route?

low effort, you don't really have to be motivated to listen

Induce hypocrisy

make person aware of conflict between attitudes and behavior

You use social perception theory when...

no situational influence on the behavior the behavior was freely chosen

self esteem

one's feelings of high or low self-worth

Do fear-arousing advertisements work?

only really works with a small amount of fear or if information is given on how to reduce the fear

self-concept

overall set of that people have about their personal attributes (how you view yourself)

what happens if too much fear in ads are used?

people become defensive deny the importance of the threat cannot think rationally about the issue

Sherif's study

people in a dark room deciding if a light is moving and how much, they are first asked alone but are then asked two times with a group of people and their answers slowly become closer

subjective norms

people's beliefs about how others they care about will view the behavior in question (if i go to UMSL, what will other people think of me)

theory of planned behavior

people's intentions are the best predictors of their deliberate behaviors (predicts that more specific attitudes better predict behavior)

fear-arousing advertisement

persuasive messages that attempt to change people's attitudes by arousing their fears (example an ad to get you to stop smoking)

external justification

reason for dissonant personal behavior that resides outside the individual to receive some reward or avoid punishment (you lie to your friend and say that their ugly dress is pretty because you don't want to hurt their feelings)

social norms

rules on what is acceptable

Four functions of the self

self knowledge self control impression management self esteem

when attitudes change.. it is often due to

social influence sometimes attitudes change dramatically over a short period of time

counter attitudinal advocacy

stating an opinion out loud that you don't truly believe

task-contingent rewards vs. performance-contingent rewards

task contingent: rewards given for performing a task (completion) performance contingent: rewards given based on how well you perform a task

perceived behavioral control

the ease with which people believe they can perform the behavior (how much control do you have to go to UMSL)

social impact theory

the idea that conforming to social influence depends on the group's importance, immediacy, and the number of people in the group

social comparison theory

the idea that we learn about our own abilities by comparing ourselves to others (when do you engage in social comparison and who do you compare yourself to?)

informational social influence

the influence other people have on us because we want to be right, and we think that others know more than we do about the subject

normative social influence

the need to be accepted

minority influence

the power of one or two individuals to sway majorities

social tuning

the process whereby people adopt another person's attitudes (we adopt others views when we want to get along with them, you are likely to hang around people with similar views as you)

internal justification

the reduction of dissonance by changing something about oneself (attitude or behavior, you tell the truth about your friend's dress because the dress isn't that expensive and your friend won't be hurt if you tell the truth)

Yale Attitude Change Approach

the study of the conditions under which people are most likely to change their attitudes in response to persuasive messages

justification of effort

the tendency for individuals to increase their liking for something they have worked hard to earn (working really hard to get into a math club but then finding out it didn't receive any benefits, you will justify your actions)

over justification effect

the tendency for people to view their behavior as a result of external reasons or rewards making them underestimate the extent to which it was caused by internal reasons (your internal reasons are downplayed by external reasons)

self esteem

the way we maintain positive views of ourselves (believing we understand more than we do)

self control

the way we make plans and execute decisions

impression management

the way we present ourselves to others to get them to see us how we want them to (we like to control the way people see us)

self knowledege

the way we understand who we are and how we organize this information

dissonance reduction

the ways in which we reduce the cognitive dissonance

central route

thoughtful consideration of the evidence (based on facts)

high vs low importance conformity

when in high importance situations (the need to be accurate is more important) people tend to conform, but when in low importance situations, people don't feel the need to conform

when is dissonance the most painful?

when one of the cognitions is about the self (those with high self esteem have more painful reactions)

self perception theory

when our attitudes and feelings are uncertain we look at past behavior to find the answer (when asked do i like classical music, you look back at your past behavior to understand whether or not you do)

self awareness theory

when self aware, we are reminded of our internal standards and values and compare that with our current behaviors (our ideal self and our actual self have to match or we will feel uncomfortable and change our behavior)

when do you engage in social comparison

when there is no objective standard measure against when we experience uncertainty

intrinsic motivation

when you engage in an activity because of enjoyment and interest not because of external pressure (you participated in a study because you generally wanted yo participate not for extra credit)

who said what to whom

who: the source of communication (who is talking) what: what are they saying, what is the quality of the argument whom: who is the audience

acceptance

you are acting and believing in what you are conforming to

compliance

you conform but don't agree or believe in what you are conforming to

extrinsic motivation

you engage in an activity because of external reasons not because of enjoyment or interest (you took this class to get your degree, an external reward)

what conditions are needed to pay attention to the central route?

you have to want to listen and be motivated by the argument


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