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What is social psychology?
the study of how people (and situations) influence behaviors, beliefs, and attitudes
What are schemas?
organized knowledge structures used for understanding and remembering
What are heuristics?
mental shortcuts
What is the planning fallacy?
underestimating how much time it will take to complete a task
What are the positives of the planning fallacy?
can lead people to pursue ambitious projects that turn out to be worthwhile
can make people actually do the project
What are affective forecasting errors?
estimations of future happiness that are not very accurate
What is impact bias?
the tendency for a person to overestimate the intensity of their true feelings
What are two examples of impact bias?
people overestimate how badly they will feel after a negative event
people overestimate how happy they will feel after a positive event
What is durability bias?
the tendency for people to overestimated how long positive and negative events will affect them
What is hot cognition?
mental processes that are influenced by desires and feelings
What is the chameleon effect?
the tendency for individuals to nonconsciously mimic the postures, mannerisms, facial expressions, and other behaviors of oneās interaction partner
What is a stereotype?
our general beliefs about the traits or behaviorisms shared by a group of people
What are attributions?
assigning cause to behaviors
True or False: Attributions can be external or interal.
true
What are external attributions?
behavior is due to situational factors/environmental demands
What are internal attributions?
behavior is due to personal factors
What are dispositional factors?
factors that have to do with the personās stable enduring traits
What are situational attributions?
attributions that have to do with the situation
What is the fundamental attribution error?
overestimating the impact of dispositional influences and underestimating the impact of situational influences on anotherās behavior
What is the self-serving attribution?
we perceive our actions and outcomes in ways that benefit ourselves
What is persuasion?
the process by which a message induces change in beliefs, attitudes, or behaviors
What are the two paths to persuasion?
the central and peripheral route
What are characteristics of the central route?
thoughtful and reflective
long-term
important issues
What are the characteristics of the peripheral route?
automatic and surface-level
short-term
low stakes or when under time pressure
What does effective persuasion require?
trusting the source of communication
What are the characteristics leading to trust?
perceived authority
honesty
likability
What are some persuasion tricks?
reciprocity
social proof
foot-in-the-door
door-in-the-face
and thatās not all
the sunk cost trap
scarcity
psychological reactance
What is reciprocity?
we feel compelled to repay what another person has given us
What is social proof?
the inclination to follow the crowd
What is the foot-in-the-door trick?
an initial difficult-to-refuse small request that leads to progressively larger requests
What is the door-in-the-face trick?
the persuader begins with a large request they expect will be rejected, then follow with a smaller request
What is the āand thatās not allā trick?
instead of starting with a request that will be rejected, it puts the customer on the fence, allowing them to waver, and then offering them a comfortable way off
What is the sunk cost trap?
unrecoverable investments of money and time
What is scarcity?
the degree to which something is limited or may become unavailable
What is psychological reactance?
the tendency to assert our freedom when we feel others are attempting to control us
What is conformity?
the tendency to alter the behavior as a result of group pressure
What is deindividuation?
the tendency of people to engage in unusual behavior when stripped of normal identity
What is important to know about the Zimbardo Standford prison study?
subjects were randomly assigned to the role of a prisoner or guard
subjects engaged in behaviors that fit those roles
guards reacted harshly
prisoners became emotionally disturbed
What are the two reasons why we conform?
normative and informative influences
What is normative influence?
people go along with the crowd because they are concerned about what others think of them
What is informational influence?
people are often a source of information
What are descriptive norms?
the perception of what most people do in a given situation
What is obedience?
responding to an order or command from a person in a position of authority
What is obedience driven by?
the fear of consequences or a sense of duty to obey the authorityās commands
Where does conformity usually exist in?
peer and group settings
What is obedience involved with?
hierarchial relationships
What did Milgramās experiment show?
under the right circumstances, each of us may be capable of acting in some very uncharacteristic and perhaps in some very unsettl
What are the factors influencing obedience?
voice feedback
proximity of āstudentā
proximity of experimenter
passing on orders
prestige of experiment/experimenter
What are the controversies surrounding the Milgram study?
the experiment was conducted in the 1960s, so itās possible that today we are more aware of the dangers of blind obedience
ethically problematic
there are those who did not obey
What is kin selection?
helping relatives is adaptive because it increases the odds of successfully passing on our genes
What is the norm of reciprocity?
people are more likely to help those who have helped them or might be able to help in the future
What is the cultural evolution argument?
prosocial societies are more likely to succeed which leads to the transmission of prosocial behaviors
What is the bystander effect?
the presence of others reduces our helping behaviors
What is pluralistic ignorance?
assumes no one else sees the trouble, so there must not be trouble
What is diffusion of responsibility?
the more people there are, the less each feels responsible for negative consequences of not helping
What are stereotypes?
mental representations or schemas about groups
What are the costs of positive stereotypes?
targets sometimes feel distress
targets may be punished for violating positive stereotypes
women who act competitive and promote themselves in the workplace are professionally penalized
women are punished more harshly for child neglect
targets may be pushed away from certain occupations
people exposed to these positive stereotypes tend to perceive inequalities as more acceptable and feel less motivated to work for social change
What is prejudice?
pre-judging bias against people based on their group membership
What can prejudice lead to?
discrimination
What is discrimination?
differential behavior towards a person or group
What is social dominance orientation?
the belief that group hierarchies are inevitable in all societies and even is a good idea to maintain order and stability
What is right-wing authoritarianism?
endorses respect for obedience and authority in the service of group conformity and focuses on group unity for individual rights
What is the contact hypothesis?
friendly, cooperative interactions between different groups reduces prejudice
What does Robberās Cave study show?
the boys reported more positive attitudes to the outgroup and even called some of them their friends when the two groups had to work together
What can positive interactions do?
reduce negative emotions about people who are different
increase the ability to empathize
decrease prejudice
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