Peripheral route persuasion
Produces fast results as people respond to incidental cues (like celebrity endorsements) and make snap judgements.
Central route persuasion
Uses evidence and arguments to influence favorable thoughts, leading to more thoughtful and deep changes in behavior.
Foot-in-the-door phenomenon
Tendency for people who first agree with a small request to comply later with a larger one.
Conformity
Adjusting one's behavior/thinking to match other people or a group.
Pyramid of Hate
A conceptual framework that illustrates the progression of hate from biased attitudes to acts of violence.
Social Situations Reflection
An examination of how different social contexts influence behavior and thought processes.
Milgram Experiment
An experiment that measured willingness to obey authority figures, even when it involved harming others.
Stereotyping
Lumping together all people of a particular group based on generalized beliefs.
Informational social influence
Assumption that the group is smarter than the individual; we conform because we want to be accurate.
Normative social influence
Wanting to fit in so we conform to avoid rejection and gain approval.
Compliance
Change in behavior without a change in opinion (going with the group).
Identification
Adopting group's views because the individual values the group membership, often temporarily.
Internalization
Change in behavior and opinion (aka true conformity).
Chameleon effect
Another term for automatic mimicry; helps empathize by mirroring others' visible emotions.
Groupthink
People's desire for harmony in a group leads to suppressing or self-censoring dissension.
Solomon Asch Experiment (1951)
An experiment that studied conformity by having subjects compare line lengths in groups.
Conformity components
Factors that increase the likelihood of conformity, such as feeling incompetent or being in a group of 3+ people.
Prior commitment
Having made a prior commitment to any response decreases the likelihood of conformity.
Group agreement
Conformity is more likely when everyone in the group agrees.
Obedience
Obeying person has to accept that it is legitimate for the command to be made of them.
Obedience explanations
We obey because of social pressures and influences in the environment, including fear.
Obedience vs Compliance
Similar to compliance, but the person giving instructions has to be in authority.
Stanley Milgram Experiment (1961)
An experiment that studied obedience to authority figures.
Social influence theory
Proposes that social pressure to behave or think in certain ways can be normative or informational.
Foot-in-the-door technique
A persuasion technique that involves getting a person to agree to a large request by first setting them up with a smaller request.
Door-in-the-face technique
A persuasion technique that involves making a large request that is expected to be refused, followed by a smaller request.
Altruism
The selfless concern for the well-being of others.
Social facilitation
improved performance on simple or well-learned tasks in the presence of others
Social inhibition
what you find difficult may be even moreso with an audience
Social loafing
tendency for people in a group to put in less effort when pooling efforts toward attaining a common goal
In-groups
groups that we are a part of and favor
Out-groups
groups we do not belong and we often place negative qualities (a form of 'other'-ing)
Deindividuation
process where people lose their sense of socialized individual identity and resort to unsocialized and anti-social behavior
Group polarization
like-minded people share ideas resulting in a more extreme position for every individual
Groupthink
individuals self-censor their own beliefs to preserve harmony in the group
False consensus effect
people often overestimate the levels to which others agree with them
Social traps
when individuals do not unite and act in their own self-interest to the detriment of the group
Industrial-organizational (I/O) psychologists
study how people perform in the workplace
Social exchange theory
social behavior based on weighing costs/benefits of our actions
Reciprocity norm
expect people will help us if we help them
Social responsibility norm
people help those needing help even if costs outweigh benefits
Bystander effect
situational and attentional variables predict whether someone is likely to help another person