Chapter 17: Social Thinking and Behavior

Social Exchange Theory

________: proposes that the course of a relationship is governed by rewards and costs that the partners experience.

Deindividuation

________: a loss of individuality that leads to disinhibited behavior.

Primacy Effect

________: refers to our tendency to attach more importance to the initial information that we learn about a person.

Prejudice

________: refers to a negative attitude toward people based on their membership in a group.

Discrimination

________: refers to overt behavior that involves treating people unfairly based on the group to which they belong.

Realistic Conflict Theory

________: competition for limited resources fosters prejudice.

Fundamental Attribution Error

________: we underestimate the impact of the situation and overestimate the role of personal factors when explaining other peoples behavior.

Norm of Reciprocity

________: involves the expectation that when others treat us well, we should respond in kind.

Self

________- Serving Bias: the tendency to make personal attributions for successes and situational attributions for failures.

Groupthink

________: the tendency of group members to suspend critical thinking because they are striving to seek agreement.

Stereotype

________: which is a generalized belief about a group or category of people.

Attributions

________: judgments about the causes of our own and other peoples behavior and outcomes.

Self Fulfilling

________ Prophecy: occurs when peoples erroneous expectations lead them to act toward others in a way that brings about the expected behaviors, thereby confirming their original impression.

Central Route

________ to Persuasion: occurs when people think carefully about the message and are influenced because they find the arguments compelling.

Communicator Credibility

________: how believable we perceive the communicator to be.

Kin Selection

________: organisms are most likely to help others with whom they share the most genes, namely, their offspring and genetic relatives.

Normative Social Influence

________: conforming to obtain the rewards that come from being accepted by other people while at the same time avoiding their rejection.

Passionate Love

________: involves intense emotion, arousal, and yearning for the partner.

Bystander Effect

________: the presence of multiple bystanders inhibits each persons tendency to help, largely due to social comparison (at step 2) or diffusion of responsibility (at step 3)

Self perception Theory

________: we make inferences about our own attitudes in much the same way: by observing how we behave.

Social Compensation

________: working harder in a group than when alone to compensate for other members lower output.

Attitude

________: is a positive or negative evaluative reaction toward a stimulus, such as a person, action, object, or concept.

Peripheral Route

________ to Persuasion: occurs when people do not scrutinize the message but are influenced mostly by other factors such as a speakers attractiveness or a messages emotional appeal.

Explicit Prejudice

________: which people express publicly.

Mere Exposure Effect

________: repeated exposure to a stimulus typically increases our liking for it.

Triangular Theory of Love

________: proposes that love involves three major components: passion, intimacy, and commitment.

Attributions

judgments about the causes of our own and other peoples behavior and outcomes

Fundamental Attribution Error

we underestimate the impact of the situation and overestimate the role of personal factors when explaining other peoples behavior

Self-Serving Bias

the tendency to make personal attributions for successes and situational attributions for failures

Primacy Effect

refers to our tendency to attach more importance to the initial information that we learn about a person

Stereotype

  which is a generalized belief about a group or category of people

Self-Fulfilling Prophecy

occurs when peoples erroneous expectations lead them to act toward others in a way that brings about the expected behaviors, thereby confirming their original impression

Attitude

is a positive or negative evaluative reaction toward a stimulus, such as a person, action, object, or concept

Theory of Planned Behavior

  our intention to engage in a behavior is strongest when we have a positive attitude toward that behavior, when subjective norms (our perceptions of what other people think we should do) support our attitudes, and when we believe that the behavior is under our control

Theory of Cognitive Dissonance

people strive for consistency in their cognitions

Communicator Credibility

how believable we perceive the communicator to be

Central Route to Persuasion

occurs when people think carefully about the message and are influenced because they find the arguments compelling

Peripheral Route to Persuasion

  occurs when people do not scrutinize the message but are influenced mostly by other factors such as a speakers attractiveness or a messages emotional appeal

Social Norms

are shared expectations about how people should think, feel, and behave

Social Role

consists of a set of norms that characterizes how people in a given social position ought to behave

Informational social influence

following the opinions or behavior of other people because we believe that they have accurate knowledge and that what they are doing is right

Normative Social Influence

conforming to obtain the rewards that come from being accepted by other people while at the same time avoiding their rejection

Norm of Reciprocity

  involves the expectation that when others treat us well, we should respond in kind

Door-in-the-face Technique

a persuader makes a large request, expecting you to reject it (you "slam the door" in the persuaders face), and then presents a smaller request

Foot-in-the-door Technique

a persuader gets you to comply with a small request first (getting the "foot in the door") and later presents a larger request

Social Compensation

working harder in a group than when alone to compensate for other members lower output

Group Polarization

when a group of like-minded people discusses an issue, the "average" opinion of group members tends to become more extreme

Groupthink

the tendency of group members to suspend critical thinking because they are striving to seek agreement

Deindividuation

a loss of individuality that leads to disinhibited behavior

Mere Exposure Effect

repeated exposure to a stimulus typically increases our liking for it

Matching Effect

  we are most likely to have a partner whose level of physical attractiveness is similar to our own

Social Exchange Theory

proposes that the course of a relationship is governed by rewards and costs that the partners experience

Passionate Love

involves intense emotion, arousal, and yearning for the partner

Compassionate Love

involves affection and deep caring about the partners well-being

Prejudice

refers to a negative attitude toward people based on their membership in a group

Discrimination

refers to overt behavior that involves treating people unfairly based on the group to which they belong

Explicit Prejudice

which people express publicly

Implicit Prejudice

is hidden from public view

Realistic Conflict Theory

competition for limited resources fosters prejudice

Equal Status Contact

prejudice between people is most likely to be reduced when they (1) engage in sustained close contact, (2) have equal status, (3) work to achieve a common goal that requires cooperation, and (4) are supported by broader social norms

Kin Selection

organisms are most likely to help others with whom they share the most genes, namely, their offspring and genetic relatives

Empathy-altruism Hypothesis

altruism is produced by empathy-the ability to put oneself in the place of another and to share what that person is experiencing

Bystander Effect

the presence of multiple bystanders inhibits each persons tendency to help, largely due to social comparison (at step 2) or diffusion of responsibility (at step 3)