4.3 Psychology of Social Situations

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42 Terms

1

Peripheral route persuasion

Produces fast results as people respond to incidental cues (like celebrity endorsements) and make snap judgements.

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2

Central route persuasion

Uses evidence and arguments to influence favorable thoughts, leading to more thoughtful and deep changes in behavior.

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3

Foot-in-the-door phenomenon

Tendency for people who first agree with a small request to comply later with a larger one.

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4

Conformity

Adjusting one's behavior/thinking to match other people or a group.

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5

Pyramid of Hate

A conceptual framework that illustrates the progression of hate from biased attitudes to acts of violence.

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6

Social Situations Reflection

An examination of how different social contexts influence behavior and thought processes.

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7

Milgram Experiment

An experiment that measured willingness to obey authority figures, even when it involved harming others.

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8

Stereotyping

Lumping together all people of a particular group based on generalized beliefs.

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9

Informational social influence

Assumption that the group is smarter than the individual; we conform because we want to be accurate.

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10

Normative social influence

Wanting to fit in so we conform to avoid rejection and gain approval.

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11

Compliance

Change in behavior without a change in opinion (going with the group).

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12

Identification

Adopting group's views because the individual values the group membership, often temporarily.

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13

Internalization

Change in behavior and opinion (aka true conformity).

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14

Chameleon effect

Another term for automatic mimicry; helps empathize by mirroring others' visible emotions.

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15

Groupthink

People's desire for harmony in a group leads to suppressing or self-censoring dissension.

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16

Solomon Asch Experiment (1951)

An experiment that studied conformity by having subjects compare line lengths in groups.

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17

Conformity components

Factors that increase the likelihood of conformity, such as feeling incompetent or being in a group of 3+ people.

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18

Prior commitment

Having made a prior commitment to any response decreases the likelihood of conformity.

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19

Group agreement

Conformity is more likely when everyone in the group agrees.

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20

Obedience

Obeying person has to accept that it is legitimate for the command to be made of them.

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21

Obedience explanations

We obey because of social pressures and influences in the environment, including fear.

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22

Obedience vs Compliance

Similar to compliance, but the person giving instructions has to be in authority.

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23

Stanley Milgram Experiment (1961)

An experiment that studied obedience to authority figures.

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24

Social influence theory

Proposes that social pressure to behave or think in certain ways can be normative or informational.

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25

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.

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26

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.

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27

Altruism

The selfless concern for the well-being of others.

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28

Social facilitation

improved performance on simple or well-learned tasks in the presence of others

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29

Social inhibition

what you find difficult may be even moreso with an audience

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30

Social loafing

tendency for people in a group to put in less effort when pooling efforts toward attaining a common goal

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31

In-groups

groups that we are a part of and favor

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32

Out-groups

groups we do not belong and we often place negative qualities (a form of 'other'-ing)

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33

Deindividuation

process where people lose their sense of socialized individual identity and resort to unsocialized and anti-social behavior

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34

Group polarization

like-minded people share ideas resulting in a more extreme position for every individual

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35

Groupthink

individuals self-censor their own beliefs to preserve harmony in the group

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36

False consensus effect

people often overestimate the levels to which others agree with them

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37

Social traps

when individuals do not unite and act in their own self-interest to the detriment of the group

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38

Industrial-organizational (I/O) psychologists

study how people perform in the workplace

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39

Social exchange theory

social behavior based on weighing costs/benefits of our actions

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40

Reciprocity norm

expect people will help us if we help them

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41

Social responsibility norm

people help those needing help even if costs outweigh benefits

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42

Bystander effect

situational and attentional variables predict whether someone is likely to help another person

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