Social Psych Exam #2

Compliance

buy this or do this, requests, your choice

Langer 1978 Experiment

even when your reason for asking for something is lame people are more likely to comply just b/c they were given any reason

Reciprocity

when someone gives something to you, it is the norm to reciprocate

“Thats not all” technique

 if you buy this, you get this, and thats not all: also this, and then also this!.

“Door in the face” technique

 requestor begins with large request, then retreats to smaller one (which turns out to be the one they desired all along)

“Foot in the door” technique

asks for a very small request that someone would definitely say yes to, then follow that with a larger related request

“Low ball” technique

offering a deal, then after they said yes, come back and make the deal seem less attractive 

Deadline technique

limited time to take advantage of some offer to obtain some items

Social proof

this has been proved to be desirable because a lot of people like it

Conformity

follow what other people are doing, not b/c ur being asked, a change in one’s behavior due to the real or imagined influence of other peopl

Obedience

commanded to do something, given an order 

Explicit requests

upfront & direct 

Implicit requests

 part of a more subtle & more elaborate manipulation

Triad of Trust

Authority (not talking about obedience rn, ex. Im a doctor you should buy this medicine), likability, and Honesty

The Maven

charismatic enough that you'd probably listen to their opinion on most topics, even if they aren't a specific expert 

Reactance

Trustworthiness on authority depends on if the authority relies on your goals

Testimonials and endorsements

testimonials are statements that rely on authenticity, peer relatability, given by past costumers or everyday consumers and endorsements are statements delivered by celebrities or recognized authorities where that relies on their power, influence, etc.

Pluralistic Ignorance

u feel like ur different than the rest of the group, but your not, everyone thinks this

Bystander Effect

individuals are less likely to help someone if someone else is present 

Diffusion of Responsibility

you know its a emergency you just think someone else will handle it 

Egoistic motivation

You do something because of some kind of selfishness, it does not need to be pure selfishness, but there is something that you get out of it somehow

Negative state relief model

Egoistic people do prosocial behaviors so they feel less bad about something going on in their life

Arousal: cost-reward model

egoistic, when you see someone in distress it evokes a negative arousal that we want to counteract so we help them

Kinship selection

you choose to help someone ur related to

Empathy-altruism model

sometimes we just put ourselves in their point of view, and then we help them

Informational social influence

 the behavior of others serve as a source of info,we believe other people’s interpretation of the situation is more accurate then ours

Private acceptance

if you are conforming due to information social influence, you actually believe it is the right answer

Autokinetic Effect

For example: Pitch-black room except for one point of light. If u look at that one point for a long time, pretty soon the dot will begin to move; it appears to be wavering back and forth 

Sherif 1936

is the light moving? there was no right answer. people by themselves- their own answer. people with others- based their answer off the group

Normative social influence

people conform to be liked and accepted, ex. train surfing

Asch Line Test

what is the length of the line? over time, the confederates answered with the wrong length, and participants would follow what the confederates said

Social norms

implicit or explicit reasons a group has for acceptable behaviors, values, beliefs etc.

Public compliance

complying with group beliefs and behaviors but does not have private acceptance with it (do not believe it yourself privately)

Social contagion

People start doing it like a virus, everyone follows everyone, different from normative and informational, it just catches on ex. students packing up

Minority influence

if minority has consistent behavior then they can cause an influence/change in majorities 

Depersonalization

that you are not an individual, that you become a group ex. Mob mentality

Milgram Experiment on Obedience

People would do extreme acts when told to by an authority figure. 

the participant had to shock the confederate based on wrong answers.

Prosocial behavior

any intentional behavior with the goal that would benefit someone

Cost-reward model for prosocial behavior

reward outweighs cost, would reward be enough for me to do this? 

Empathy-altruism hypothesis-

batson (1991) selfless giving. Empathy allows u to do altruistic acts. 

Negative state relief hypothesis

If people are in a negative mood, it can also increase helping b/c they want to feel better

Cialdini et al 1973

Mimicry and Prosocial Behavior

If u mirror someone u are more likely to be helped by them

Aggression

intentional behavior aimed at doing harm or causing pain to another person, does not need to be physical

Hostile (emotional) aggression

aggressive based off feelings of anger and want to harm that person

Instrumental aggression

aggression that happens b/c u want some other goal, and the person ends up getting hurt in the process

Relative deprivation

the environment is making me feel deprived, i see i have less than others and this can lead to negative emotions which can lead to aggression ex. Race riots 

Sternberg’s Triangular Theory of Love

Just intimacy- liking, like a friend 

Just passion- infatuation 

Just commitment- empty love, relative u dont really like but ur committed to cause they are family

Intimacy + Passion- romantic love

Passion + Commitment- fatuous love 

Intimacy + Commitment - companionate love, like a best friend 

All three- consummate love

Excitation transfer

have a certain amount of arousal, but not based on that person, its based on something else but u think that person caused it

Perceived social support

what support you think you are going to get people who receive this experience increased well-being.

Halo effect

overall positive view on someone (maybe they are attractive) makes you judge their unrelated traits as positive

Sociosexual orientation

the beliefs and behaviors that describe your feelings and attitudes about sex

Ekman’s Universal Emotions

 basic emotions that are not societally learned or culturally , instinctual and inborn learned, anger, disgust, joy, fear, sadness, surprise, and new one (7) contempt  

James-Lange Theory of Emotion

arousal then emotion, ur heat beats faster and u feel an emotion b/c of that, body changes first

Cannon-Bard Theory of Emotion

arousal with emotion, they happen at the same time

Schachter and Singer’s Two Factory Theory of Emotion

2 factors: arousal, then cognition. They equal emotion. A cognition that identifies the arousal as emotion

Zajonc vs. Lazarus

Zajonc- emotion does not require cognition 

Lazarus- emotions do require cognitive appraisal

Misattribution of arousal

attribute the cause to something that is not actually the cause

Arousal polarizes, White et al 1981

Polarazing- making something more extreme for how u would react, does not matter if its a positive or negative reaction, so if its unattractive they find them even less attractive

Schwarz & Clore (1983)

called people in chicago. asked about how they were or about the weather then how they were,  when they didn't recognize the situation they automatically just thought they were in a good or bad mood but when they could attribute it to the weather, they thought of what their mood was outside of weather

Affective forecasting

when u predict how u are going to feel in a future event. Tend to believe we will be affected more and longer then we will be 

Hedonic treadmill

our feelings tend to quickly go back to a baseline after major events, proves affective forecasting wrong

Facial-Feedback Hypothesis

if u make ur face make a certain expression, you will feel emotion. Relates to james-lange theory  Strepper & Strack (1993) - pencil

Deindividuation

when people are apart of a group, they lose their sense of identity

People feel less accountable for their own actions as it it just the actions of the group

Loss of personal values or morals

Adaptation

after an event, we return back to a baseline state 

We are bad at affective forecasting due to this

arousal

The activation of the Sympathetic Nervous System

Functional distance

shared spaces increases attraction, proximity to someone, correlated to physical distance