Social Psych Test 3

Self Esteem motive

What motive is one of the most powerful determinants of behavior

Cognitive dissonance

Discomfort when 2 cognitions conflict or behavior conflicts with attitude

When challenges our self esteem or important cognitions

When is cognitive dissonance most painful?

Change behavior, change cognitions, add consonant cognitions

What are the 3 ways to reduce cognitive dissonance

Consonant cognition

Adding a new qualifying cognition to belief

Adding consonant cognition

Which dissonance alleviation method is the most popular and used most often

Rationalizing

Human thinking is _____ not rational

Post decision dissonance

Dissonance felt after making a choice, surrounding beliefs about competency and ability to make good choices

Post decision dissonance

Comes from negative thoughts on decided object conflicting with wanting to feel smart/making good choices

Happier

The photograph where students either submitted a final assignment or could change it later showed the more permanent decisions make people _____

Justification of effort

Individuals like something more if worked hard to attain it, especially if did so with their own free will

IKEA effect

Like furniture more when they have to build it themselves

Counterattitudinal behavior

Acting in a way inconsistent with private beliefs and is most common source of cognitive dissonance

External justification

Explain behavior as result of about situation/environment

Internal justification

Reduce dissonance by changing thing about self like the attitude of behavior and saving becomes believing

Internal justification

Fetsger and Carlsmith gave students boring task, and had to convince other “student” that task was fun, if gave 20 dollars, rated as less enjoyable, same as control, and if gave one dollar rated activity as more fun, demonstrating which concept?

Ben Franklin Effect

If do a favor for actual person (not for impersonal thing like department) will like them more

Dehumanize

If commit acts of violence against group, or don’t like them, then will _______ them to reduce dissonance

Insufficient punishment

Dissonance from not having sufficient external justification usually from mild punishment, so devalue forbidden activity with internal justification

Change

After making decisions, attitudes can sharply ______ because of cognitive dissonance

higher

Children with ______ punishment rated forbidden toy as more attractive

lower

Children with _______ punishment rated forbidden toy as less attractive

Hypocrisy induction

make statements that are opposite of behavior and use cognitive dissonance between what is said and what they do to cause behavioral change

collectivist

_____ societies tend to have slightly less cognitive dissonance though still present

Collectivist

______ cultures tends to justify choices when making them by saying that people are watching

Self affirmation theory

People reduce dissonance by focusing on competence in thing that is unrelated to threatened belief

Affirmations

Steele found that if give science majors lab coats before reduced post decision dissonance, showing if give people _____ before, will hold onto it

Self evaluation maintenance theory

Feel dissonance when those close to us outshine us in area central to our self esteem/self concept

Distance self from person, change how relevant task is to self esteem, try to enhance performance/sabatoge others

what are the 3 main ways that we try to reduce dissonance according to self evaluation maintenance theory

Illusory irrevicability

get effect of permanence on dissonance reduction without decision really being permenant

Lowballing

Caldin did study on when someone commits to behavior, if raise cost, then won’t back out, even if wouldn’t have agreed before which is known as _______

after

Caldwin did study when gave participants the description of study, and after agreed told time was 7am, and other was told about time before they agreed, students told about time ____ agreed showed up the most

Decisional stress

When have to make decision, it is stressful, but once decisde less stressful, but if back out is stressed again

recognizing dissonance

What can help people avoid low-balling

examine behavior critically, and break cycle of action and justification

Why does recognizing dissonance help reduce cognitive dissonance

narcisism

Excessive self love and lock of empathy for others

Terror management theory

self esteem is buffer protecting us from scary thoughts about death

Actor

people embrace views that make them fell like effective ____ in meaningful personal world

Self esteem

higher _______ is associated with less fear about death

Narcisists

_____ are less successful and are bad at learning from mistakes

Optimistic

People who are _______ persevere more, are more resilient, and set higher goals

counter attitudinal advocacy

When argue for something that don’t believe, come to believe it

Conformity

Changing ones behavior because of real or imagined social influence

Informational social influecne

Using others as source of information to guide behavior and believe other’s interpretation of ambiguous behavior, because think they are right

Autokenetic effect

What ambiguous effect was used to study informational social influence

Public compliance

conforming publicly without necessarily believing what the other group is doing

More

nolan showed people were ____ likely to conserve if found out that neighbors were conserving too

more

When condition is high importance then people are _____ susceptible to influence for informational social influence

Situation is ambiguous, situation is crisis, others are experts

what are the 3 things are most likely to lead people to conform to informational social influence

Social norms

Implicit/explicit rules group has for behaviors, values, and beliefs

Normative soical influence

Influence from other makes us more likely to conform to be liked/accepted

Decreased

In experiment where participant was 2nd to last and had everyone else say wrong answer, when answers were written instead of spoken, conformity ______

Amygdala

When conform to group while doing a visual processing task, fMRI shows that _____ becomes active

Less

for normative social influence, if situation is more important will conform _____

Berated, exiled

When people don’t follow group norms they are ____ or _______

Informational social influence

sherif did study on autokenetic effect where interpretation was ambiguous

found that if put people together then would come to a consensus after a small number of trials without even talking to each other directly

participants thought that their answer was right originally, but had more confidence in consensus answer showing what concept

Normative social influence

Asch did study where people came into lab for “perception study” and “arrived last” so had to sit in 2nd to last seat

Given series of lines and had to pick which was closest to target

When alone got ~98% correct, but when within group and everyone else said wrong answer, would go along with group even if knew it was wrong demonstrating what

Conformity, acceptance

for normative influence many tend to engage in public _____ without private _____

Compliance

Behavior change as result of direct request

Reciprocity

wHen someone does something for you, will repay actions in kind

duration, circumstances, equivalent

Receprocity is short in _____, governed by _____, repayments will have level of _______

Social impact theory

Likelihood of responding to social influence depends on factors about group

strength, number, and immediacy

What are the 3 main group factors that affect social influence according to social impact theory

Strength of group

HOw important group is to us, more important group, more likely are to conform

Immediacy of group

How close group is to you in space and time, conformity increases closer group members are to us

Number

As size of group increases, normative pressure increases

Diminishing

For group number each person over 3 has _____ returns

Idiosyncrasy credits

Tolerance earned from conforming to group, more credits, more can deviate without consequences

Minority influence

Minority influences beliefs/behavior of majority

have same values over time, minority group must agree with one another

what 2 things are needed for minority influence to work and be consiteint

Consitency

what one factor is most important to minority groups being convincing

Injunctive norms

What we think others would approve or disapprove of

Descriptive norms

perception of way people actually behave in situation regardless of other’s approval

injunctive

Between injunctive and descriptive norms, which tends to be stronger

Injunctive

____ norms are good predictors of behavior when sense of disapproval or approval come up

Boomerang effect

Those who are below norm (doing less of undesired behavior) increase undesired behavior when told about norm because are below it

Descriptive norm and injunctive method

can use _____ and _____ to avoid boomerang effect on those not dong undesired behavior and get conformity on end doing undesired behavior

draws attention

To promote socially beneficial behavior, need something that _____ to injunctive norm

Foot-in-the-door technique

Increase compliance for larger task by making smaller related request first, then asking larger request later

Would feel cognitive dissonance about consistency

Why does the foot in the door technique work

Door-in-the-face technique

Ask people for larger task that they refuse, then ask for smaller (desired) task

Reciprocity and feels less demanding

Why does the door-in-the-face technique work

Propaganda

deliberate attempt to advance cause by manipulating mass attitudes/behaviors with misleading or emotionally charged information

Obedience

Change in behavior because authority figure requested

Obedience to authority

milgram gave shocks to “participant” and real participant acting as teacher continued to up voltage even if “student participant” cried in agony, asked to stop, or went unresponsive because lab assistant told needed to continue, representing what concept

Hard

When people start following one societal norm, it is ____ to switch to another especially when don’t have time to break and think about decisions

justification

______ is one way to reduce post decision dissonance by shifting blame, also makes easier to take next step in behavior even if think wouldn’t do so

participants deceived, not able to give fully informed consent, psychological distress, not fully able to withdraw, inflicted insight

what were the 5 main ethical problems with the Milgram study

Inflicted insight

Participants learned unpleasant things about theirselves, against their will

Stopped at 150 volts, got patients screened for negative outcomes, told patients could leave

When burger redid study under new ethical guidelines, what 3 main changes did he make to make it more ethical

similar

Burger also excluded those who took 2+ psychology classes, and had a more diverse and educated group than Milgram, his findings ended up being ______ to Milgrams original percentage of conformity

Normative pressure, informational social influence

In terms of obeying authority ______ makes it difficult to stop obeying, and _____ makes us want to follow experts instructions

Foot-in-door technique

Freedman and Fraser did experiment where asked people to put large sign on yard, or asked people to put small sign in window then large sign in yard. Those asked to put sign in window first were more likely to put sign in yard demonstrating what concept

Request

To create cognitive dissonance for foot in door technique _______ has to be related

Door-in-the-face technique

Caldini did experiment where asked students to volunteer with troubled youth for 2 years first, would be more likely to agree to do it for 2 hours for 1 day, than if just asked original question demonstrating what

Principle of reciprocal concessions

In negotiations, concessions by 1 party makes pressure for other party to make reciprocal concessions

Agentic state

State where person places responsibility of actions on authority

Disagreeable, personal culpability, obedience

Agentic states leads to a greater likelihood of doing ____ tasks, offers lack of ____ _____, and helps enable ______