General Psychology Unit 4

Technique of persuasion in which you make a smaller request at the beginning, saving the biggest demand for last

Foot in the door

The study of how we feel about, think about, and behave toward the other people around us, and how those people influence our thoughts, feelings, and behaviors

Social psychology

A person's knowledge about the sequence of events expected in a specific setting

Scripts

Study regarding the use of the fundamental attribution error

Quizmaster study

The tendency to let the overall impression of an individual color the way in which we feel about their character

Halo effect

The study of human societies, organizations, and institutions

Sociology

Our evaluation (opinions and beliefs) of a person, an idea, or an object

Attitude

Tendency to assume that the behavior of another person is a trait of that person, so we underestimate the power of the situation on the behavior of others

Fundamental attribution error

Pattern of behavior that is expected of a person in a given setting or group

Social roles

The psychological discomfort that arises from holding two or more inconsistent attitudes, behaviors, or cognitions

Cognitive dissonance

Route to persuasion that is logic driven and uses data and facts to convince people of an argument's worthiness

Central

Attributing other people's behavior to internal factors (fundamental attribution error) while attributing our own behavior to situational forces

Actor observer bias

Method to prevent persuasion in which you experience a strong emotional response when you feel your freedom of choice is being taken away when you expect that you should have choice

Psychological Reactance

Attributions that allow us to see ourselves in a favorable light, making internal attributions for our successes and external attributions for our failures

Self serving bias

View that behavior is determined by internal factors like the attributes, personality traits, and temperament of a person

Dispositionism

Technique of persuasion in which you make the biggest pitch first, which customer will probably reject, and then make smaller, "concessionary" demand

Door in the face

Technique of persuasion in which you begin by asking for large demand, followed by several seconds' pause where you keep customer from responding, and then offer better deal with lower price or add a bonus product

That's Not All

Route to persuasion that is indirect and uses peripheral cues to associate positivity with the message

Peripheral

Conducted the Stanford Prison Experiment on social roles, norms, and scripts

Philip Zimbardo

We value goals and achievements that we put a lot of effort into

Justification of effort

Explanations of the causes of behaviors or events

Attribution

View that our behavior and actions are determined by our immediate environment and surroundings

Situationism

Method to prevent persuasion in which you remind the person they might someday receive a persuasive message and allow them to practice how they will respond to influence attempts

Forewarning

Conducted an experiment on cognitive dissonance and a tedious task

Leon festinger

Considers the variables of the attitude change approach to determine when attitude change will occur

Elaboration Likelihood Model

The belief that people get the outcomes they deserve

Just world hypothesis

Method to prevent persuasion in which you build up defenses against persuasion by mildly attacking the attitude position

Inoculation

The process of changing our attitude toward something based on some kind of communication

Persuasion

A group's expectation of what is appropriate and acceptable behavior for its members

Social Norms

The change of an individual's behavior to comply with a demand by an authority figure

Obedience

Prejudice and discrimination toward individuals based on their sex

Sexism

A type of social influence in which people conform because they believe the group is competent and has the correct information, particularly when the task or situation is ambiguous

Informational

A type of social influence in which people conform to the group norm to fit in, to feel good, and to be accepted by the group

Normative

Conducted the teacher/learner study on obedience

Stanley Milgram

A preference for our own group over other groups

In-group bias

Common goal that both sides must work on together to complete the task

Superordinate goal

Person's tendency to exert less effort in a group because of reduced accountability for individual effort

Social loafing

An expectation held by a person that alters their behavior in a way that tends to make it true

Self fulfilling prophecy

Students work in groups inclusive of various races and abilities

Jigsaw classroom

Going along with a request or demand, even if you do not agree with the request

Compliance

A group that we identify with or see ourselves as belonging to

Ingroup

Hatred or fear of those who are perceived to break or blur stereotypical gender roles

Transphobia

A negative attitude and feeling toward an individual based solely on one's membership in a particular social group

Prejudice

The act of blaming an out-group when the in-group experiences frustration or is blocked from obtaining a goal

Scapegoating

Prejudice and discrimination toward individuals based solely on their age

Ageism

Conducted experiment at Robber's Cave regarding prejudice and discrimination and ways to eliminate both

Muzafer Sherif

A negative action toward an individual as a result of one's membership in a particular group

Discrimination

Individuals or groups of individuals behave in ways that are not in their best interest

Social trap

The reduction in personal identity and erosion of the sense of personal responsibility when one is part of a group

Deindividuation

We tend to pay attention to information that is consistent with our stereotypic expectations and ignore information that is inconsistent with our expectations

Confirmation bias

The modification of the opinions of members of a group to align with what they believe is the group consensus

Groupthink

Attitudes that exist on a deeper, hidden level that may be unconscious and uncontrollable

Implicit

The strengthening of an original group attitude after the discussion of views within a group

Group polarization

The change in a person's behavior to go along with the group

Conformity

Prejudice and discrimination against an individual based solely on one's membership in a specific racial group

Racism

Conducted an experiment on conformity using confederates and different lengths of lines

Solomon Asch

An umbrella term referring to prejudice and discrimination of individuals based solely on their sexual orientation

Homophobia

A person's conscious and openly shared attitude

Explicit

A specific belief or assumption about individuals based solely on their membership in a group, regardless of their individual characteristics

Stereotype

The influence of the group majority on an individual's judgment

Asch Effect

A group that we don't belong to

Outgroup

Single most influential factor in determining with whom you become friends and with whom you form romantic relationships

Proximity

The give and take in relationships

Reciprocity

In the triangular theory of love, standing by the person in good times and bad

Commitment

In the triangular theory of love, having passion only

Infatuation

Like bullying, but is typically covert, concealed, done in private, in which the bully can remain anonymous

Cyberbullying

Social behavior with the objective of causing harm or pain to someone

Aggression

Repeated negative treatment of another person over time

Bullying

In the triangular theory of love, having intimacy, passion, and commitment

Consummate Love

In the triangular theory of love, having passion and intimacy with no commitment

Romantic Love

Any behavior that is designed to increase another person's welfare, and particularly those actions that do not seem to provide a direct reward to the person who performs them

Altruism

The more we encounter someone or something, the more probable it is that we will start liking the person or thing even if we do not realize we have seen it before

Mere Exposure Effect

The tendency for no one in a group to help because the responsibility to help is spread throughout the group

Diffusion of responsibility

People tend to pick someone they view as their equal in physical attractiveness and social desirability

Matching Hypothesis

Person's feeling of oneness with the emotional state of another

Empathy

In the triangular theory of love, having intimacy and commitment with no passion

Companionate Love

Voluntary behaviors with the intent to help other people

Prosocial

A witness or bystander does not volunteer to help a victim or person in distress, instead, they just watch what is happening

Bystander Effect

Created the triangular theory of love

Robert Sternberg

A type of aggression motivated by achieving a goal and does not necessarily involve intent to cause pain

Instrumental

A type of aggression motivated by feelings of anger with intent to cause pain

Hostile

In the triangular theory of love, having intimacy only

Liking

In the triangular theory of love, the sharing of details and intimate thoughts and emotions

Intimacy

Our attitudes and behaviors are supported by those similar to us

Consensual validation

Based on notion of social relationships as involving exchange of goods

Social exchange theory

The tendency for people to form social networks, including friendships, marriage, business relationships, and many other types of relationships, with others who are similar or equal in status in various social and personal attributes

Homophily

The sharing of personal information

Self disclosure

In the triangular theory of love, having passion and commitment with no intimacy

Fatuous love

In the triangular theory of love, having commitment only

Empty love

When humans are prevented from achieving an important goal, they become frustrated and aggressive

Frustration aggression theory

Woman who was murdered outside her NYC apartment while neighbors watched

Kitty Genovese

In the triangular theory of love, the physical attraction to another person

Passion

A period of extreme fear or discomfort that develops abruptly and reaches a peak within 10 minutes

Panic attack

Legal term meaning a situation in which an individual cannot be held responsible for their actions or is incompetent to manage their own affairs because of mental illness

Insanity

Individual suffers from more than one disorder at same time

Comorbidity

Perspective that assumes disorders are caused by biological, psychological, and social factors

Biopsychosocial

People with an underlying predisposition for a disorder are more likely than others to develop a disorder when faced with adverse environmental or psychological events

Diathesis Stress Model

Used for clinical purposes to examine the general health of populations and to monitor the prevalence of diseases and other health problems internationally (use acronym)

ICD

A consistent tendency to show fear and restraint when presented with unfamiliar people or situations

Behavioural Inhi Bition

Involves apprehension, avoidance, and cautiousness regarding a potential threat, danger, or other negative event

Anxiety