Attribution Theory, Attitudes, and Social Influence

Attribution Theory

Explaining behavior as either due to personality (disposition) or situation. (external factors)

Dispositional Attribution

Blaming behavior on someone's personality. Ex. teacher is just grumpy

Situational Attribution

Blaming behavior on outside circumstances. Ex. teacher is sad because she got cheated on

Explanatory Style

Your general way of explaining events (optimistic or pessimistic).

Actor-Observer Bias

We blame our behavior on situations but others' on personality.

Fundamental Attribution Error

Overestimating personality and underestimating situation when judging others.

Self-Serving Bias

Taking credit for success, blaming failure on others.

External Locus of Control

Belief that outside forces control your life.

Internal Locus of Control

Belief that you control your life.

Mere Exposure Effect

Repeated exposure increases liking.

Self-Fulfilling Prophecy

Expectations cause you or others to act in ways that confirm them.

Person Perception

How we form impressions of others.

Social Comparison

Comparing ourselves to others.

Relative Deprivation

Feeling worse off by comparing yourself to someone better off.

Stereotype

General belief about a group. (similar to heuristics)

Prejudice

Negative attitude toward a group.

Discrimination

Negative treatment toward a group.

Explicit Attitude

Attitudes that people are aware of (conscious).

Implicit Attitude

Unconscious beliefs.

Just-World Phenomenon

Belief that people get what they deserve.

Victim-Blaming

A connection to the Just-World Phenomenon in the aspect that individuals misfortunes are their own fault.

In-Group / Out-Group

Groups we belong to vs. don't.

In-Group Bias

Favoring your own group.

Out-Group Homogeneity Bias

Thinking members of the other group are all the same.

Ethnocentrism

Thinking your culture is better than others from your culture's viewpoint.

Cultural Relativism

Which is when an individual views and judges another culture by its own standards, showing that no culture is "superior."

Belief Perseverance

Clinging to beliefs even when shown they're wrong.

Confirmation Bias

Looking for info that supports your beliefs.

Cognitive Dissonance

Discomfort from holding conflicting thoughts or behaviors.

Social Norms

Expected behaviors in a group.

Social Influence Theory

Behavior changes due to pressure from others.

Normative Influence

Changing to fit in to be liked, accepted, or avoid rejection.

Informational Influence

Changing because you think others know things more accurately.

Persuasion

Trying to change someone's attitude.

Central Route Persuasion

Persuaded by logic and facts. (more time, slow thinking)

Peripheral Route Persuasion

Persuaded by looks, celebrity, or emotion. (emotional appeal, emotional response)

Halo Effect

Thinking attractive people have other good traits.

Foot-in-the-Door

Start small, then ask for more.

Door-in-the-Face

Start big, then ask for what you really want.

Conformity

Changing behavior to match a group.

Obedience

Following orders from authority.

Individualism

Valuing personal goals over group goals.

Collectivism

Valuing group harmony over personal goals.

Multiculturalism

Respecting and celebrating cultural differences.

Group Polarization

Group discussion makes an individual's opinions more extreme.

Groupthink

Group makes poor decisions to stay unified.

Diffusion of Responsibility

People feel less responsible in a group.

Social Loafing

People put in less effort when in a group.

Deindividuation

Losing self-awareness in a group.

Social Facilitation

Performing better on easy tasks with others around.

False Consensus Effect

Thinking others share your beliefs more than they do.

Superordinate Goals

Shared goals that require cooperation.

Social Trap

Short-term selfish choices that hurt everyone long-term.

I/O Psychologist

Helps businesses improve worker productivity.

Burnout

Extreme job stress.

Altruism

Helping others selflessly.

Social Reciprocity Norm

We should help those who help us.

Bystander Effect

People are less likely to help when others are around.

Psychodynamic Theory

Behavior is influenced by unconscious thoughts and childhood.

Unconscious

Thoughts we are unaware of that affect behavior.

Personality

Long-lasting traits and behaviors.

Ego Defense Mechanism

Tricks the ego uses to reduce anxiety.

Ego

The rational part that balances the id and superego.

Denial

Refusing to accept reality.

Displacement

Shifting feelings to a safer target.

Projection

Believing others have your bad traits.

Regression

Acting like a child in stressful times.

Repression

Pushing scary thoughts out of awareness.

Sublimation

Turning bad urges into good actions.

Projective Test

Uses ambiguous images to reveal inner thoughts.

Preconscious

Thoughts you aren't thinking of but can recall.

Humanistic Theory

Focus on personal growth and self-fulfillment.

Unconditional Positive Regard

Love and acceptance no matter what.

Self-Actualization

Reaching your full potential.

Social-Cognitive Theory

Behavior is shaped by environment and thinking.

Reciprocal Determinism

Behavior, thoughts, and environment all influence each other.

Self-Concept

How you see yourself.

Self-Efficacy

Belief in your ability to succeed in doing a specific task.

Self-Esteem

How much you like yourself.

Trait Theory

Personality made up of consistent traits.

Big Five Traits

OCEAN: Openness, Conscientiousness, Extraversion, Agreeableness, Neuroticism.

Agreeableness

Being kind and cooperative.

Openness

Being creative and curious.

Extraversion

Outgoing and energetic.

Conscientiousness

Organized and responsible.

Emotional Stability (Neuroticism)

Low Neuroticism: Calm vs High Neuroticism: Anxious.

Personality Inventory

Questionnaire to measure traits.

Factor Analysis

Statistical method to find clusters of traits.

Motivation

A need or desire that energizes and directs behavior.

Drive-Reduction Theory

The idea that we act to reduce internal tension (drives), like hunger or thirst, and restore homeostasis.

Arousal Theory

We seek an optimal level of excitement or alertness—not too bored, not too overwhelmed.

Homeostasis

The body's tendency to maintain a balanced internal state (like temperature, hunger, etc.).

Yerkes-Dodson Law

Performance is best at moderate arousal—too little = lazy, too much = stressed.

Self-Determination Theory

People are motivated by three needs: autonomy (control), competence (skill), and relatedness (connection).

Intrinsic Motivation

Doing something because you enjoy it or find it meaningful.

Extrinsic Motivation

Doing something for a reward or to avoid punishment.

Incentive Theory

We are pulled by external rewards (like money or praise) to act.

Instincts

Unlearned, fixed behaviors shared by a species (e.g., babies sucking).

Lewin's Motivational Conflict Theory

Explains decision-making when choices involve pros and cons.

Approach-Approach Conflict

Choosing between two good things (e.g., cake or ice cream).