Studied by 141 Peopleattitudes
Tags & Description
attitudes
our relatively enduring evaluation of something, where the something is called the attitude object
what three things is the attitude made up of
affect, behavior, and cognition
affect
emotional content; how do we feel about thsi thing
Behavior
do you regularly engage in that behavior you have an attitude about
Cognition
what do we think about, how often do you think about it, and how are you thinking about it
Attitude strength
the importance of an attitude
systematic desensitization
extinguishing a behavior
The principle of attitude consistency
Affect, Behavior, and cognition: If they are all the same (positive or strong emotion) you have a stronger attitude about the attitudinal object
Self monitoring
Individual differences in the tendency to attend to social cues and to adjust ones behavior to one's social environment
High self-monitors
Tend to attempt to blend into the social situation in order to be liked
Low self-monitors
Less like to try and blend in with a group
Effective communicators are often...
attractive, similar, trustworthy, likeable, experts, speak quickly, and/or go against self-interest.
attractive persuaders
these persuaders create a positive association with item of persuasion and boosts our moods = more likely to be persuaded
similar persuaders
persuasion is more likely if people with similar opinions and values persuade us
trust worthy persuaders
persuasion is more likely if you trust the person
likeable persuaders
often people who are perceived as likeable and attractive to us
expert persuaders
people perceived to be trustworthy because they know a lot about the product their selling
persuaders that speak quickly
communicators who present their messages well by speaking confidently, quickly, and in a straight-forward way are perceived as experts more than those who hesitate or speak slowly
persuaders that go against self-interests
they appear LESS trustworthy "if their statements seem to be influenced by external causes"
the sleeper affect
attitude change that occurs over time when we remember the content but not the source
spontaneous message processing
we focus on whatever is the most obvious or enjoyable, without much attention to the message itself
thoughtful message processing
when we think about how the message relates to our own beliefs and goals and involves our careful consideration of whether the persuasion attempt is valid or invalid
Forewarning
giving people a chance to develop a resistance to persuasion
giving you time to think of a counter-argument
inoculation
involves building up defenses against persuasion by mildly attacking the attitude position
Psychological reactance
strong emotional response that we experience when we feel that our freedom of choice is being taken away
self-perception
occurs when we use our own behavior as a guide to help us determine our own thoughts and feelings
insufficient justification
when the social situation actually causes our behavior, but we do not realize that the social situation was the cause
over justification
when we view our behavior as caused by the situation, leading us to discount the extent to which our behavior was actually caused by our own interests in it
Cognitive dissonance
the discomfort that occurs when we behave in ways that we see as innapropriate
the anterior cingulate cortex
activated when experiencing cognitive dissonance and pain
post-decisional dissonance
the feeling of regret that may occur after we make an important decision
foot-in-the-door technique
a persuasion method where we first get the target to accept a minor request, and then we ask for a larger request
the door-in-the-face technique
when you ask for something large and then decrease the requests
low-ball technique
a sales person gets a customers commitment to a price of a car, and then raises the price
bait-and-switch technique
someone advertises a product at a very low price, and you got to buy the product you wanted but its sold out so you are now likely to buy a more expensive product
Attributions
the process of assigning causes to behaviors
person perception
the process of learning about other people
non verbal behavior
any type of communication that doesn't involve speaking
central traits
characteristics that have a very strong influence on our impressions of others
primacy effect
the tendency for info that we learn first to be weighted more heavily than info we learn later
recency effect
info that comes later is given more weight, although much less common than primacy effect
halo effect
the influence of a global positive evaluation of a person on perceptions of their specific traits
casual attribution
process of trying to determine the cause of people's behavior
personal/internal/dispositional attribution
when we decide that the behavior was caused primarily by the person
situation/external attribution
when we decide that the behavior was caused primarily by the situation, something in the environment or in the experience
fundamental attribution error
when we tend to overestimate the role of person factors and overlook the impact of situations
correspondence bias
when we attribute behaviors to people's internal characteristics, even in heavily constrained situations
actor-observer bias
we tend to make more personal attributions for the behavior of others than we do for ourselves and make more situational attributions for our own behavior than for the behavior of others
trait ascription bias
a tendency for people to view their own personality, beliefs, and behaviors as more variable than those of others
self-serving attributions
attributions that help us meet our desire to see ourselves positively
self-serving bias
the tendency to attribute our successes to ourselves and our failures to others
group-serving bias/ultimate attribution error
a tendency to make internal attributions about our ingroups' successes, and external attributions about their setbacks, and to make the opposite pattern of attributions about our outgroups
group-attribution erro
tendency to make attributional generalizations bout entire outgroups based on a very small number of observations of individual members
just-world hypothesis
a tendency to make attributions based on the belief that the world is fundamentally just
defensive attribution
peoples attributions about victims are motivated by both harm avoidance and blame avoidance
attributional style
the type of attributions that we tend to make for the events that occur to us
stable attributions
those that we think will be relatively permanent (dispositional)
unstable attributions
are expected to change overtime (situational)
global attributions
those that we feel apply broadly
specific attributions
those causes that we see as more unique to particular events
negative attribution error
is the tendency to explain negative events by referring to their own internal, stable, and global qualities
learned helplessness
continually making external, stable, and global attributions for their behavior
positive attributional style
a tendency to explain the negative events to external, unstable, and specific qualities
unrealistic optimism
overly positive about the likelihood that negative things will occur to us and that we'll be able to effectively cope with them if they do
self-handicapping
occurs when we make statements or engage in behaviors that help us create a convenient external attribution for potential failure
social influence
the influence of other people on our everyday life
conformaty
changing our beliefs, opinions and behaviors because of our perception of others
the change in beliefs, opinions, and behaviors as a result of our perceptions about what other people believe or do
spontaneous conformity
a tendency to follow the behavior of others, often without awareness
subtle
to imitate other people around you
informational conformity/social influence
change in our opinions or behavior when we conform to people whom we believe have accurate info
social comparison
we compare ourselves to others and conform to their beliefs and behaviors
the process of comparing our opinions with those of others to gain an accurate appraisal of the validity of an opinion or behavior
normative conformity
when we express opinions or behave in ways that help us to be accepted by others
public conformaty
a superficial change in behavior
soloman asch
creator of the standard and test card
majority influence
when the beliefs held by the larger number of individuals in the current social group prevail
minority influence
a smaller number of individuals are able to influence the opinions or behaviors of the group
social impact
the increase in the amount of conformity that is produced by adding new members to the majority group
social power
the ability of a person to create conformity even when the people being influenced may attempt to resist those changes
power
refers to the process of social influence itself
those who have power are those who are most able to influence others
obediance
form of social influence in which one person simply orders one or more others to preform some actions
zimbardo
a mock prison of 23 student volunteers
2 groups of prisoners, arrested, and guards
setting designed to look like a real prison
reward power
when one person is able to influence others by providing them with positive outcomes
coercive power
power based on the ability to create negative outcomes for others
legitimate power
power vested in those who are appointed or elected to positions of authority; the authority can change sol norms