Chapter_13.Part2

Interpersonal Perception

The process by which individuals come to understand others, involving inferences about their thoughts, feelings, and intentions.

Stereotyping

The process of drawing inferences about individuals based on their category membership.

Behavioral Confirmation

A self-fulfilling prophecy where individuals' expectations about others lead to the confirmation of those expectations.

Implicit Association Test

A test designed to reveal the strength of a person's implicit biases by measuring response times in associating different concepts.

Fundamental Attribution Error

The tendency to attribute others' behaviors to their dispositions while underestimating situational influences.

Actor-Observer Effect

The tendency to attribute one's own actions to situational factors while attributing others' actions to their personality.

Hedonic Motive

The motivation to seek pleasure and avoid pain in social influence.

Norm of Reciprocity

The social expectation that favors will be returned in social interactions.

Central-route Persuasion

A method of persuasion that relies on logical arguments and evidence that appeals to reason.

Cognitive Dissonance

An unpleasant state arising from recognizing inconsistencies among actions, attitudes, or beliefs.

Social Influence

The ability to change or direct another person's behavior through various motivations.

Door-in-the-face technique

A persuasive technique that involves initially making a large request that is expected to be refused, followed by a smaller request.