Social Psychology and Persuasion Concepts

Flashcards covering key concepts in social psychology and persuasion, including definitions of terms and theories.

Personality

Individual differences in patterns of thinking, feeling, and behaving.

Social Psychology

The study of how people think, feel, and behave in social settings.

Social Cognition

Mental processes used to make sense out of the social environment.

Attribution Theory

How we explain someone else's behavior by crediting it to their disposition or the situation.

Fundamental Attribution Error

Tendency to overestimate personal disposition and underestimate the situation's impact.

Attitudes

Feelings influenced by beliefs that predispose responses to objects, people, and events.

Persuasion

Deliberate effort to change attitudes.

Central Route Persuasion

Focuses on arguments and logical reasoning.

Peripheral Route Persuasion

Influenced by incidental cues such as the speaker's attractiveness or prestige.

Cognitive Dissonance Theory

We act to reduce discomfort when two thoughts are inconsistent.

Foot In-The-Door Phenomenon

First agreeing to a small request then agreeing to a larger one.

Door in the Face Technique

Starting with a large request likely to be denied then following up with a smaller request.

Low Ball Technique

A strategy where an initial offer is made then altered to a higher price after agreement.

That’s Not All Technique

An initial offer is sweetened with an added bonus or incentive before the recipient can respond.