we want to gain approval (sensitive to social norms)
2
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Informational social influence
we want to be seen as having the correct answer (sensitivity to being wrong)
3
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Chameleon effect
life's natural (unconscious) tendencies to mimic another
4
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Mood linkage
used to describe emotions
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Social Norms
understood rules for accepted and expected behavior
6
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Dispositional Attribution
we assume that a person's behavior results from who they are (stable personality traits)
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Situational Attribution
a person's behavior results from the situation they're in
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Fundamental attribution error
the tendency to attribute people's behavior to their disposition and we underestimate the impact of the situation
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Central route persuasion
attempting to convince someone of something using specific, detailed arguments about the thing itself
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Peripheral Route Persuasion
attempting to convince someone of something using incidental cues sometimes unrelated to the thing (ex celebrity endorsement)
11
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Foot-in-the-door phenomenon
if a person first agrees to a small request they're more likely to agree to a second larger request
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Door-in-the-face phenomenon
starting with an unreasonable request to then scale it back to what you're actually looking for
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Role-playing (impact on attitudes/behavior)
in a new situation you feel, at first, as if you are acting a role role- a set of expectations about a social position, defining how those in the position ought to behave
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Conditions that impact Conformity
1) We feel incompetent or insecure 2) large group 3) group is unanimous 4) we admire an individual in the group 5) answer is visual 6) from a culture that values social norms
15
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Cognitive Dissonance theory
Leon Festinger when our thoughts/beliefs and behaviors are inconsistent with one another, we feel uncomfortable
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Just world phenomenon
the belief that people "get what they deserve"
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Self-fulfilling prophecy
when we are convinced that a situation will have a particular outcome, we (usually unconsciously) direct our behavior towards that outcome
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Self-disclosure
revealing intimate aspects of oneself to others
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Spotlight Effect
we assume that people are paying more attention to our behavior than they actually are (especially embarrassing or uncomfortable situations)
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Hindsight Bias
the tendency to think "I knew it all along" even if we didn't actually predict the event that happened
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Confirmation Bias
once we have formed an opinion about a person or thing, we only look at evidence that supports that opinion
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Belief Perseverance
we stick to our beliefs, even when presented with evidence that they might be incorrect
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Slef-serving Bias
tendency to interpret situation in a way that benefits ourselves
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Social Loafing
the tendency for people in a group to exert less effort when pooling their efforts toward attaining a common goal than when individually accountable
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Deindividuation
the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity (ex violence)
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Group Polarization
the enhancement of a group's prevailing inclinations through discussion within the group
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Groupthink
the mode of thinking that occurs when the desire for harmony in a decision making group overrides a realistic appraisal of alternatives
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Bystander effect/diffusion of responsibility
any one given bystander is less likely to give help if other bystanders are present
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Aggression
any physical or verbal behavior intended to hurt or destroy