PSYC 461- Test 2

the evolutionary perspective emphasizes…

kinship

the cultural perspective emphasizes human…

diversity

humans are more similar than different due to our shared…

human nature

natural selection

process by which heritable traits that best enable organisms to survive and reproduce in particular environments are passed to ensuing generations

evolutionary psychology

the study of the evolution of cognition and behavior using principles of natural selection

evolutionary psychology highlights our…

shared (universal) human nature

sex

biological categories of male and female

gender

the traits we associate with males and females, influenced by both biology and sociocultural influences

transgender

one whose gender identity (sense of being male or female) differs from his or her biological sex

gender fluid/non-binary

one who identifies as neither male nor female

evolutionary psychologists point out that males should seek..

quantity; spreading genes

evolutionary psychologists point out that females should seek…

quality; someone to protect and nurture offspring

research suggests that men feel attracted to women whose physical features suggest…

fertility

research suggests that teens prefer ______________, and older men prefer ______________

older women; younger women

research suggests that women feel more attracted to men whose….

wealth, power and ambition promise resources

research suggests both men and women desire…

kindness, love, and mutual attraction

both sexes have…

all of the sex hormones, but in differing amounts

females exposed to excess testosterone in the womb exhibit….

more tomboy play behaviors

males raised as females exhibit…

more male-typical play

violent male humans often have…

abnormally high testosterone levels

behaviors also alter…

hormone levels

culture

enduring behaviors, ideas, attitudes, and traditions shared by a lard group of people transmitted from one generation to the next

epigenetics

the study of environmental influence on gene expression without altering DNA

cultural diversity exists both…

between and within nations, and is gradually increased over time

norms

standards for accepted and expected behaviors

if we don’t accept norms we find them…

confining

personal space

an invisible buffer zone we like to maintain around our bodies

peer-transmitted culture

how are traditions preserved across generations?

what percentage of our personality traits are explained by genetics?

40%

universal friendship norms

respect privacy; make eye contact while talking; don’t divulge confidences; honesty

universal trait dimensions

the “Big 5” (stable, outgoing, open, agreeable, and conscientious)

universal social belief dimensions

cynicism, social complexity, reward for application, spirituality, & fate control

universal status norms

addressing people differently based on status; higher status persons “set the pace” in social interactions and relationships.

the processes underlying our varying behaviors are the…

same everywhere

cultural factors shape our ideas about…

how men/women should behave, as well as shaping what happens when those expectations are violated

in 20th century childrens books girls were…

5x more likely to be sown with household objects

in 20th century childrens books boys were…

5x more likely to be shown with production objects

gender role

set of behavior expectations (norms) for males and females

gender roles vary with…

culture

gender roles vary over…

time

__ of our 46 chromosomes are unisex

45

females give more priority to…

close, intimate relationships

girls talk more _____________ and play less __________

intimately; aggressively

girls play in _____________ groups, where as boys play in _____________ groups

smaller; bigger

women describe themselves using more _____________ terms, welcome ___________ help, experience more _____________________ emotions, and are ________ attuned to others’ relationships

relation; more; relationship-linked; more

women converse _____________ on the phone and spend more time sending emails and using social media

longer

males spend significantly more time on….

electronic gaming

men place more value on…

earnings, promotion, challenge, achievement, and power in the workplace

agression

physical or verbal behavior intended to hurt someone

women are a bit more likely to commit ____________ aggression

indirect

men are more likely to engage in ____________ aggression

physical

men are more comfortable with….

“casual sex”

men report having a higher and stronger….

sex drive

environment can activate…

genes (epigenetics)

biology traits influence how the ________________ reacts

environment

conformity

a change in behavior or belief as the result of real or imagined group pressure

compliance

acting in accord with a request despite privately disagreeing

acceptance

both acting and believing in accord with social pressure

obedience

acting in accord with a direct order or command

autokinetic phenomenon

the apparent movement of a stationary point of light

mood linkage

just being around happy people can help us feel happy

chameleon effect

subjects unconsciously imitated subtle, repetitive behaviors of confederates

mass hysteria

including stomach ailments, skin rashes, and shared delusions

what were the deceptions of Milgram’s experiment?

the purpose of the study and the truth

what breeds obedience?

victims distance or depersonalization; people will be more cruel in online posts than face-to-face. closeness and legitimacy of the authority. liberating effects of a disobedient fellow participant; if they heard that another refused they would have more confidence to refuse as well.

similarities between Asch and Milgram

-showed how compliance can take precedence over moral sense

-succeeded in pressuring people to go against their own consciences

-sensitized us to moral conflicts in our own lives

-affirmed two familiar social psychology principles:

-the link between behavior and attitude, and

-the power of the situation

factors that predict conformity **

-group size

-unanimity

-cohesion

-status

-public response

-no prior commitment

-personality

group size

5 people elicit more conformity than 1 or 2

unanimity

observing another’s dissent can increase our own independence

cohesion

the extent to which members of a group are bound together, such as by attraction

-more social power over members

conformity is stronger when taking on a new….

social role

New Role —> Feeling Awkward —> Gradually Absorb The Role —> Role becomes _____________

genuine

normative influence

conformity based on a persons desire to fulfill others’ expectations, often to gain acceptance or avoid rejection

informational influence

conformity occurs when people accept evidence provided by others, often of a desire to be correct

reactance

motive to protect or restore our sense of freedom after someone threatens our freedom

persuasion

the process by which a message induces change in beliefs, attitudes, or behaviors

persuasion can be positive (education) or negative (propaganda) depending on how we…

perceive and believe it

persuasion is everywhere and can not…

be avoided

what are the two paths to persuasion

-Central Route

-Peripheral Route

central route

occurs when interested people focus on the arguments and respond with favorable thoughts

peripheral route

occurs when people are influences by incidental cues such as a speakers attractiveness

central route involves ____________________ processing

explicit or conscious processing which means the attitude change is quick and deliberate

peripheral route involves __________________ processing

implicit or unconscious processing which means the attitude change builds slowly through repeated associations

peripheral route has what kind of attitude change?

superficial and temporary

central route has what kind of attitude change?

more durable

the central route of persuasion is more effective with audience members who are…..

attentive, motivated, and capable of thinking about an issue

the peripheral route is more effective if the speaker is…

articulate, appealing, appearing to have good motives and has several arguments

The 4 Elements of Persuasion

-Who Says It? The Communicator

-What is Said? The Message (content)

-How is it Said? The Channel or Medium

-To Whom is it Said? The Audience

perceived expertise (credibility- Who says it? the communicator)

-begin by saying something the audience agrees with (makes you look smart)

introductions—> credentials, past experience

speaking style (Who says it? The Communicator)

speaking confidently and quickly - - hesitation reduces credibility of witness in courtrooms

-Speaking fluently —- stumbling over words —> message is questioned

perceived trustworthiness (Who says it? The Communicator)

“fake news” spreads fast because we trust the friend who shared it, without checking the original source

- good practices: eye contact; arguing against self-interest; speaking quickly; avoid appearing as if trying to persuade.

sleeper effect

delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it

7 Principals of Persuasion

-authority

-liking

-social proof

-reciprocity

-consistency

-scarcity

-unity

emotional appeals are effective for…

attitudes that were emotion based

good feelings —> ——————————————-

arguments are more convincing

arousing fear —> …….

effective listeners feel vulnerable but can take action to protect themselves

message contexts (what precedes the message?)

-door-in-the-face technique

-foot-in-the-door phenomenon

-lowball technique

door-in-the-face technique

large request —> “NO” —> smaller request

foot-in-the-door phenomenon

small request —> “YES” —> larger request

lowball technique

request —> “YES” —> up the ante/cost