social psychology exam 2 review

attitudes

a positive, negative, or mixed reaction to a person, object, or idea

attitude formation process is often

quick, automatic, and implicit

evaluative conditioning

the process by which we form an attitude toward a neutral stimulus because of its association with a positive or negative person, place, or thing

rebound effect

an attitude can be strengthened by an attack against it from a persuasive message

persuasion

the process by which attitudes are changed

central route to persuasion

people think hard and critically about the contents of a message and our influence by the strength and quality of the arguments

peripheral route to persuasion

people do not think hard or critically about the contents of a message but focus instead on other cues

self validation hypothesis

people not only elaborate on a persuasive communication with positive or negative attitude relevant thoughts but also seek to assess the validity of these thoughts

discounting cue hypothesis

people immediately discount the arguments made by non

self monitoring

regulating own behaviors across situations due to concern for public self presentation

self perception theory

we infer how we feel by observing ourselves and the circumstances of our own behavior

impression management theory

what matters is not a motive to be consistent but rather a motive to appear consistent

self

esteem theories

social Influence

the ways that people are affected by the real and imagined pressures of others

what are the three ways of yielding to influence

obedience, compliance, conformity

what are the three ways of resisting influence

independence, assertiveness, defiance

conformity

tendency of people to change their perceptions, opinions, or behavior in ways that are consistent with social or group norms

normative influence

provides conformity when a person fears the negative social consequences of appearing deviant

ostracism

being ignored and excluded

private conformity

true acceptance or conversion

public conformity

compliance; a more superficial change in Behavior

minority influence

the process by which dissenters produce change within a group

majorities illicit what conformity

public

minorities elicit what conformity

private

norm of reciprocity

dictates that we treat each other as they have treated us

foot in the door technique

an influencer sets the stage for a real request by getting a person to comply with a much smaller request

door in the face technique

an influencer prefaces the real request with one that is so large that it is rejected

lowballing

an influencer secures agreement with a request but then increases the size of the request by revealing hidden costs

that's not all technique

an influencer begins with an inflated request, then decreases its apparent size by offering a discount or bonus

obedience

change in behavior as a result of a direct command from an authoritative figure

social Influence depends on what three factors

the strength, immediacy, and number of sources

group

instead of individuals who have direct interaction with each other over a period of time and share a common fate, identity, or set of goals

collectives

people engaging in a common activity but having little direct interaction with each other

social identity theory

an important part of people's feelings of self

instrumental roles

role to help the group achieve its tasks

expressive roles

provides emotional support and maintains morale

tight culture

strong norms and little tolerance for Behavior the deviates from the norm

loose culture

relatively weaker norms and greater tolerance for deviant Behavior

social facilitation

an improvement in the performance of a task in the presence of others compared to their performance when alone

mere presence

The proposition that it is sufficient to produce social facilitation effects

evaluation apprehension theory

a theory that the presence of others will produce social facilitation effects only when those others are seen as potential evaluators

distraction conflict theory

a theory that the presence of others will produce social facilitation effects only when those others distract from the task and create attentional conflict

social loafing

a group produced reduction in individual output on easy tasks in which contributions are pooled

collective effort model

the theory that individuals will exert effort on a collective task to the degree that they think their individual efforts will be important, relevant, and meaningful for achieving outcomes that they value

social compensation

increasing their efforts on collective tasks to try to compensate for the anticipated social loafing or poor performance of other group members

deindividuation

the loss of a person's sense of individuality and the reduction of normal constraints against deviant behavior

process loss

the reduction in group performance due to obstacles created by group processes

process gain

the increase in group performance so that the group outperforms The individuals who make up the group

brainstorming

a technique that attempts to increase the production of creative ideas by encouraging group members to speak freely without criticizing their own or others contributions

persuasive arguments theory

the greater the number and persuasiveness of the arguments to which group members are exposed, the more extreme their attitudes become

transactive memory

a shared system for remembering information that enables multiple people to remember information together more efficiently than they could do so alone

social dilemma

a situation and which a self

commons dilemma

if people take as much as they want of a limited resource that does not replenish itself, nothing will be left for anyone

public goods dilemma

all of the individuals are supposed to contribute resources to a common pool

cognitive dissonance

the psychological discomfort experienced when a person holds two or more conflicting beliefs, ideas, or values, or when their behavior contradicts their beliefs

how are attitudes formed

through a combination of personal experiences, social influences, and learning

when do attitudes predict behavior

when it is strong, specific, and accessible, and when there are minimal external influences

when is the central route of persuasion more likely to be taken

if they have higher motivation and ability

when is the peripheral route of persuasion more likely to be taken

if they have lower motivation and ability

dual process approach

a cognitive theory proposing that our judgments and behaviors are shaped by two distinct, interacting systems: an automatic and fast system, and a controlled and slow system

why did participants conform in sherif's study

turned to others for guidance

why did participants conform in asch’s study

felt they should agree with others

what are the social benefits of mimicry

promoting affiliation and rapport, increasing liking and trust between people, smoothing social interactions, and fostering group cohesion

why is it not a good idea for groups to have the goal of doing their best

if a group doesn’t make a specific plan, it can fail to utilize the various skills of group members

group cohesion

the bond and attraction among group members

group performance

is the group's ability to achieve its goals