Psych exam 3

Minority Influence

the case where a minority of group members influence the behavior or beliefs of the majority

Injunction norms

people’s perceptions of what behaviors are approved or disapproved of by others

Foot-in-the-door technique

social influence strategy in which getting people to agree first to a small request makes them more likely to agree later to a second larger request

Informational social influence

relying on other people as a source of information to guide our behavior, which leads to conformity because we believe that other’s interpretation of an ambiguous situation is correct

social norms

the implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members

conformity

a change in one’s behavior due to the real or imagined influence of other people

normative social influence

going along with what other people do to be liked and accepted by them, which leads to public conformity with the group’s beliefs and behaviors but not always private acceptance of them

descriptive norms

people’s perceptions of how people actually behave in given situations, regardless of whether the behavior is approved or disapproved of by others

social impact theroy

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

Propaganda

a deliberate, systematic attempt to advance a cause by manipulating mass attitudes and behaviors, often through misleading or emotionally charged information

public compliance

conforming to other people’s behavior publicly without necessarily believing in what the other people are doing or saying

Obedience

a change in one’s behavior due to the direct influence of an authority figure

Private acceptance

Conforming to other people’s behavior out of a genuine belief that what they are doing or saying is right

Idiosyncrasy credits

the tolerance a person earns, over time, by conforming to group norms; if enough credits are earned, the person can, on occasion, deviate from the group without retribution

Door-in-the-face technique

social influence strategy in which first asking people for a large request that they will probably refuse makes them more likely to agree later to a second, smaller request

social facilitation

when people are in the presence of others and their individual performance can be evaluated, the tendency to perform better on simple tasks and worse on complex tasks

groupthink

a kind of decision process in which maintaining group cohesiveness and solidarity is more important than considering the facts in a realistic manner

relationship-oriented leaders

leaders who are concerned more with workers’ feelings and relationships

tit-for-tat strategy

a means of encouraging cooperation by at first acting cooperatively but then always responding the way your opponent did (cooperatively or competitively) on the previous trail

group polarization

the tendency for groups to make decisions that are more extreme than the initial inclination or their members

contingency theory of leadership

the idea that the effectiveness of a leader depends both on how task- or relationship-oriented the leader is and on the amount of control the leader has over the group

task-oriented leaders

leaders who are concerned more with getting the job done than with workers’ feelings and relationships

integrative solution

a solution to a conflict whereby the parties make trade-offs on issues, with each side conceding the most on issues that are unimportant to it but important to other side

great person theory

the idea that certain key personality traits make a person a good leader, regardless of the situation

transformational leaders

leaders who inspire followers to focus on common, long-term goals

group cohesiveness

qualities of a group that bind members together and promote liking between them

transactive memory

the combined memory of a group that is more efficient than the memory of the individual members

negotiation

a form of communication between opposing sides in a conflict in which offers and counteroffers are made, and a solution occurs only when both parties agree

social loafing

when people are in the presence of others and their individual performance cannot be evaluated, the tendency to perform worse on simple or unimportant tasks but better on complex or important tasks

transactional leaders

leaders who set clear, short-term goals and reward people who meet them

social roles

share expectations in a group about how particular people are supposed to behave

deindividuation

the loosening of normal constraints on behavior when people can’t be identified (such as when they are in a crowd)

Process loss

any aspect of group interaction that inhibits good problem solving

group

two or more people who interact and are interdependent in the sense that their needs and goals cause them to influence each other

social dilemma

a conflict in which the most beneficial action for an individual will, if chosen by most people, have harmful effects on everyone

passionate love

an intense longing we feel for a person, accompanied by physiological arousal

attachment styles

the expectations people develop about relationships with others based on the relationship they had with their primary caregiver when they were infants

propinquity effect

the finding that the more we see and interact with people, the more likely they are to become our friends

comparison level for alternatives

peoples expectations about the level of rewards and costs they would receive in alternative relationship

mere exposure effect

the finding that the more exposure we have to a stimulus, the more apt we are to like it

halo effect

a cognitive bias by which we tend to assume that an individual with one positive characteristic also possesses other (even unrelated) positive characteristics

exchange relationships

relationships governed by the need for equity (ex, for an equal ratio of rewards and costs)

companionate love

the feelings of intimacy and affection we have for someone that are not accompanied by passion or physiological arousal

investment model

the theory that people’s commitment to a relationship depends not only on their satisfaction with the relationship, but also on how much they have invested in the relationship that would be lost by ending it

equity theory

the idea that people are happiest with relationships in which the rewards and costs experienced by both parties are roughly equal

communal relationships

relationships in which people’s primary concern is being responsive to the other person’s needs

avoidant attachment style

an attachment style characterized by difficulty developing intimate relationships because previous attempts to be intimate have been rebuffed

comparison level

people’s expectations about the level of rewards and costs they are likely to receive in a particular relationship

anxious/ambivalent attachment style

an attachment style characterized by a concern that others will not reciprocate one’s desire for intimacy, resulting in higher-than-average levels of anxiety

secure attachment style

an attachment style characterized by trust, a lack of concern with being abandoned, and the view that one is worthy and well liked

social exchange theory

the idea that people’s feelings about a relationship depend on their perceptions of its rewards and costs, the kind of relationship they deserve, and their chances for having a better relationship with someone else