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attribution theory
the theory that we explain someone's behavior by crediting either the situation or the person's disposition
fundamental attribution error
the tendency for observers, when analyzing another's behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition
peripheral route persuasion
occurs when people are influenced by incidental cues, such as a speaker's attractiveness
central route persuasion
occurs when interested people focus on the arguments and respond with favorable thoughts
cognitive dissonance theory
the theory that we act to reduce the discomfort (dissonance) we feel when two of our thoughts (cognitions) are inconsistent. For example, when our awareness of our attitudes and of our actions clash, we can reduce the resulting dissonance by changing our attitudes
normative social influence
influence resulting from a person's desire to gain approval or avoid disapproval
informational social influence
influence resulting from one's willingness to accept others' opinions about reality
group polarization
the enhancement of a group's prevailing inclinations through discussion within the group
groupthink
the mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives
prejudice
an unjustifiable (and usually negative) attitude toward a group and its members. generally involves stereotyped beliefs, negative feelings, and a predisposition to discriminatory action.
discrimination
unjustifiable negative behavior toward a group and its members
just-world phenomenon
the tendency for people to believe the world is just and that people therefore get what they deserve and deserve what they get
scapegoat theory
the theory that prejudice offers an outlet for anger by providing someone to blame
other-race effect
the tendency to recall faces of one's own race more accurately than faces of other races
frustration-aggression principle
the principle that frustration- the blocking of an attempt to achieve some goal- creates anger which can generate aggression
mere exposure effect
the phenomenon that repeated exposure to novel stimuli increases liking of them
bystander effect
the tendency for any given bystander to be less likely to give aid if other bystanders are present
social exchange theory
the theory that our social behavior is an exchange process, the aim of which is to maximize benefits and minimize costs
reciprocity norm
an expectation that people will help, not hurt, those who have helped them
social-responsibility norm
an expectation that people will help those needing their help
mirror-image perceptions
mutual views often held by conflicting people, as when each side sees itself as ethical and peaceful and views the other side as evil and aggressive
self-fulfilling prophecy
a belief that leads to its own fulfillment
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