Scientific study of how we think about, influence, and relate to one another
New cards
2
Social Categorization
organize people into groups based on common characteristics (age, gender, race, occupation, etc)
New cards
3
Implicit Personality Theory
General expectations that we build around a person after we know something of their central traits
New cards
4
Personal Perception
The different mental processes that we use to form impressions of other people
New cards
5
Attribution Theory
How we explain behavior (Fritz Heider)
New cards
6
Dispositional Rationale
Crediting behavior to someone’s stable enduring (personality) traits (Internal)
New cards
7
Situational Rationale
Crediting someone’s behavior to the situation they are in (External)
New cards
8
Fundamental Attribution Error (FAE)
The tendency to overestimate one’s dispositional rationale while underestimating one’s situational rationale when explaining someone else’s behavior
New cards
9
Actor-Observer Bias
The tendency to blame situational factors for your own behavior, but attributing dispositional factors to the behavior of others (When comparing yourself to others)
New cards
10
Self-Serving Bias
A readiness to perceive oneself favorably (Individualistic Cultures)
New cards
11
Self-effacing (Modesty) Bias
Tendency to give the group credit for successes while blaming oneself for failures (Collectivist Cultures)
New cards
12
Saliency Bias
Tendency to focus on the single most noticeable factor when explaining the causes of behavior
New cards
13
Attitudes
Feelings (often influenced by our beliefs) that predispose us to respond in a particular way to objects, people, and events
New cards
14
Peripheral Route to Persuasion
Occurs when people are influenced by incidental cues, such as the speaker’s attractiveness, and respond with favorable thoughts
New cards
15
Central Route to Persuasion
Occurs when interested people focus on the arguments made, and respond with favorable thoughts
New cards
16
Rule of Reciprocity
Obligation to return a favor (Door-in-the-face, that’s not all technique)
New cards
17
Door-in-the-face
A large and unreasonable request followed by a smaller request, promoting a sense of false compromise
New cards
18
That’s not all technique
Makes an initial offer, and then improves upon it
New cards
19
Rule of Commitment
Psychological and interpersonal pressure to behave consistently with an earlier commitment (foot-in-the-door, low ball)
New cards
20
Foot-in-the-door
Small request followed by a second larger request, pressuring you to behave consistently
New cards
21
Low Ball
Understating the cost/details of a product, pull out/change offer at the last moment, you feel compelled to stay keep committed
New cards
22
Role
A set of expectations (norms) about a social position, defining how those in the position ought to behave
New cards
23
Power of the Situation
People change the way they act based on the environments they are placed in and the roles they play in those environments
New cards
24
Cognitive Dissonance
The theory that we act to reduce discomfort when we feel two of our thoughts (or thoughts and actions) are inconsistent because it creates internal tension
New cards
25
Norms
Understood rules for accepted and expected behavior
New cards
26
Social Contagion
The spread of ideas, attitudes, or behavior patterns in a group through imitation and conformity
New cards
27
Chameleon Effect
Tendency to unconsciously mimic the minor actions of others
New cards
28
Mood Contagion
Tendency to take on the emotional tones of those around us
New cards
29
Positive Herding
Social networks that serve as contagious pathways for moods
New cards
30
Mirror Neurons
Brain cells that fire when you do an action and when watching someone else do that same action
New cards
31
Conformity
Adjusting our behavior or thinking to coincide with a group standard
New cards
32
Asch
Ran the Line Conformity Experiment
New cards
33
Zimbardo
Ran the Stanford Prison Experiment
New cards
34
Normative Social Influence
Influence resulting from a person’s desire to gain approval or avoid disapproval
New cards
35
Informational Social Influence
Influence resulting from the assumption that others hold more accurate/relevant information than you do
(one’s willingness to accept other’s opinions about reality)
New cards
36
Obedience
Behavior in compliance with a direct command, often one issued by a person in a position of authority
New cards
37
Milgram
Obedience shock experiment
New cards
38
Proximity
One is more likely to be obedient if orders are given by an authority figure close at hand
New cards
39
Prestige/Power
If orders are given by a powerful or trusted institution, they are more likely to be obedient
New cards
40
Depersonalize/Distance
If one is removed from the consequences of their actions, they are more likely to be obedient.
New cards
41
Lack of disobedience
If an entire group is obeying orders, one is much more likely to be obedient than if there are models of defiance
New cards
42
Social Control
The power of the situation
New cards
43
Personal Control
The power of the individual
New cards
44
Minority Influence
The power of 1 or 2 individuals to sway majorities
New cards
45
Reactance
Doing the opposite of what we are expected or pressured to do in order to reassert one’s freedom
New cards
46
Social Facilitation
Improved performance of simple or well-learned tasks when in the presence of others
New cards
47
Social Inhibition
Decreased performance on new or difficult tasks when in the presence of others
New cards
48
Social Striving
The tendency to give more effort when part of a group than when working individually
New cards
49
Social Loafing
The tendency to exert less effort when in a group than when held individually accountable
New cards
50
Deindividuation
The loss of self-awareness & self-restraint which often occurs when in group situation that foster arousal and anonymity
New cards
51
Group Polarization
The radicalization/enhancement of one’s prevailing inclinations through discussion with agreeing parties
New cards
52
Group Think
The mode of thinking that occurs when the desire for harmony in the group overrides a realistic appraisal of alternatives
New cards
53
Cultural Influence
Behaviors, ideals, attitudes, values, and traditions shared by a group of people and transmitted from one generation to the next
New cards
54
Prejudice
An unjustifiable (typically negative) attitude toward a group and its members
New cards
55
Stereotypes
A generalized (sometimes accurate but typically overgeneralized) belief about a group of people
New cards
56
Discrimination
Unjustifiable negative behavior toward a group and its members
New cards
57
Ethnocentrism
Assuming the superiority of one’s own (ethnic) group
New cards
58
Patronization
Low expectations of minorities leading to inflated praise and insufficient criticism
New cards
59
Implicit Prejudice
Unknown negative associations towards another group and its members
New cards
60
Just-World phenomenon
The tendency for people to believe that the world is just and that people get what they deserve and deserve what they get
New cards
61
In-group Bias
People with whom we share a common identity and therefore see as more favorable and diverse
New cards
62
Out-group Bias
Those perceived as different or apart from our “in-group” who we tend to see as homogeneous and unfavorable
New cards
63
Scapegoat Theory
The theory that prejudice offers an outlet for anger by providing someone to blame
New cards
64
Other-race effect
The (unconscious) tendency to recall faces of one’s own race more accurately than faces of other races
New cards
65
Victim Blaming
We tend to blame the victims of misfortunes for having caused their own misfortunes
New cards
66
Aggression
Any physical or verbal behavior intended to harm someone physically or emotionally
New cards
67
Testosterone
Biochemical hormone which leads to increased aggression
New cards
68
Frusturation-Aggression
The idea that blocking of an attempt to achieve some goal creates an anger which can generate aggressive behavior
New cards
69
Aversive Stimuli
Factors like heat, crowds, pain, or smoke which evoke hostility or aggression
New cards
70
Social Script
A culturally modeled guide for how to act in certain scenarios
New cards
71
Mere Exposure Effect
The phenomenon that repeated exposure to someone increases our liking of them
New cards
72
Halo Effect
The positive association between attractiveness and goodness, health, happiness, honesty, and success
New cards
73
Similarity
Similar views among individuals causes the bonds of attraction between them to strengthen
New cards
74
Reward Theory of Attraction
We like those whose behavior is rewarding to us, including those who are both able & willing to help us achieve our goals
New cards
75
Passionate Love
An aroused state of intense positive absorption in another, usually present at the beginning of a romantic relationship
New cards
76
Companionate Love
The deep affection we feel for those with whom our lives are intertwined
New cards
77
Equity
When people receive from a relationship in proportion to what they put into it
New cards
78
Self-disclosure
The act of revealing intimate aspects of ourselves to others
New cards
79
Expectancy Value Theory
People decide to pursure relationships with people by weighing the potential value of a relationship with them against their chances of success
New cards
80
Altruism
An unselfish regard for the welfare of others
New cards
81
Diffusion of Responsibility
With each person added to the responsibility to help, people feel less individually responsible to actually provide assistance
New cards
82
Bystander Effect
The tendency for any given bystander to be less likely to give aid if other bystanders are present
New cards
83
Social Exchange Theory
The theory that our social behavior is an exchange process, the aim of which is to maximize benefits and minimize costs
New cards
84
Reciprocity Norm
The expectation that people will help (not hurt) those who have previously helped them, and that we will in turn help those who have once helped us
New cards
85
Social-Responsibility Norm
The expectation that people will help those who need out help (espcially young children and the elderly)
New cards
86
Conflict
A perceived incompatibility of actions, goal, or ideals
New cards
87
Social Traps
Situations where by pursuing their self-interest rather than the good of the group, conflicting parties become caught in mutually destructive behavior
New cards
88
Mirror-image perceptions
Mutual views held by conflicting parties, when each side sees themselves as ethical and peaceful, but the other side as evil and aggressive
New cards
89
Self-fulfilling prophecies
A belief that leads to its own fulfillment
New cards
90
Superordinate Goals
Shared difficulties that override differences between groups by requiring the cooperation of both parties
New cards
91
Sherif
Ran the Robbers Cave experiment
New cards
92
Autocratic/Authoritarian
Leadership style which involves a controlling leader who provides specific instructions to their group: Most efficient style, but least cooperative & creative
New cards
93
Democratic Leadership
Leadership style in which the leader offers guidance to group members, but allows them to participate and have imput: Most effective, engaging, and cooperative
New cards
94
Laissez-Faire Leadership
Leadership style in which the leader offers little to no guidance and leaves decision making up to the group: Least productive style which puts more demand on the leader
Studied by 29 people
