social psych quiz 3

reactance

• resistance to perceived social pressure that manifests as nonconformity or disobedience 

obedience

• acting in accordance with a direct order or command

compliance

• the act of conforming to social pressure without believing in the norm behind it

acceptance

•  the act of conforming to social pressure because you believe the norm to be true, correct and or the right thing to do

normative influence

•  the motivation to fin in, have positive social interactions, and avoid ostracization 

informational influence

• Social pressures to conform to others due to unfamiliarity, ambiguity, and or perceived ignorance/incompetence in current situation

social referencing

• the act of looking to others for models of appropriate behavior in situations that we may not understand 

central route processing

• approach to influence that relies on the strength, validity, and logic of the arguments presented in the message

peripheral route processing

• approach to influence that relies on automatic processes, biases, and incidental associations between cues and the message

credibility

• he speaker's believability. It is based on perceived expertise and trustworthiness 

foot in the door

• getting compliance with a small request before resenting the real, larger request reliably increases audience compliance with the larger request.

door int the face

opening with an unreasonably large request before presenting with the real, smaller request reliably increases

lowball

• obtaining compliance to before revealing the hidden costs of compliance

the sleeper effect

• when an initially discounted message becomes effective because we remember the message but forget the reason for discounting it 

attitude inoculation

which explains how individuals can become more resistant to persuasion by being exposed to weak arguments against their existing beliefs.

channel

• the way the message is delivered – whether face-to-face, in writing, on film, or in some other way

lifecycle explanation

 attitudes change as people get older

generational explanation 

• attitudes do not change with age/ older people hold on attitudes adopted when they were young 

positive reinforcement

•  the introduction of a stimulus contingent upon behavior

• any event that increases the probability of future response

negative reinforcement

• the removal  of a stimulus contingent upon behavior 

• any event that increases the probability of future response

positive punishment

• the introduction of a stimulus contingent upon behavior

• any event that decreases the probability of future responses 

negative punishment

• the removal  of a stimulus contingent upon behavior 

• any event that decreases the probability of future responses 

unconditioned stimulus

is a stimulus that naturally and automatically triggers a specific, unlearned response without any prior learning

conditioned stimulus

is a previously neutral stimulus that, after being repeatedly paired with an unconditioned stimulus, acquires the ability to trigger a learned response.

neutral stimulus

A neutral stimulus is a stimulus which initially produces no specific response other than focusing attention.

generalization

• Similarity of responses depended on similarity to conditioned stimulus

discrimation stimulus

• Antecedent that signals the availability of reinforcers

observational learning

• Observational learning: seen in behavior of an observer after seeing another person behave on that same situation

generalized imitation 

• after being reinforced for many imitative responses, one comes to imitate novel unreinforced response automatically