FBS Unit 3 Vocab

Central Route to Persuasion

Persuasion that employs direct, relevant, logical messages

Fixed Action Patterns (FAPs)

Sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they are elicited

Foot in the Door

Obtaining a small, initial commitment

Gradually Escalating Commitments

A pattern of small, progressively escalating demands is less likely to be rejected than a single large demand made all at once

Heuristics

Mental shortcuts that enable people to make decisions and solve problems quickly and efficiently

Peripheral Route to Persuasion

Persuasion that relies on superficial cues that have little to do with logic

Psychological Reactance

A reaction to people, rules, requirements, or offerings that are perceived to limit freedoms

Social Proof

The mental shortcut based on the assumption that, if everyone is doing it, it must be right

The Norm of Reciprocity

The normative pressure to repay, in equitable value, what another person has given to us

The Rule of Scarcity

People tend to perceive things as more attractive when their availability is limited or when they stand to lose the opportunity to acquire them on favorable terms

The Triad of Trust

We are most vulnerable to persuasion when the source is perceived as an authority, as honest and likable

Trigger Features

Specific, sometimes minute, aspects of a situation that activate fixed action patterns

Group

A set of individuals who have direct interactions with each other over a period of time and share a common fate, identity, or set of goals -can consist of people who have joint membership in a social category based on sex, race, or other attributes

Collectives

People engaging in a common activity but having little direct interaction with eacch other

Roles

people's set of expected behaviors -can be formal: having titles (i.e. student and teacher) -can be informal: less obvious but still powerful

Instrumental Role

to help the group achieve its tasks

Expressive Role

to provide emotional support and maintain morale

Norms

Rules of conduct for members -can be formal: written rules for the behavior expected from their members (i.e. Fraternities and sororities) -can be informal: more subtle (i.e. asking what they should wear) -provide individuals with a sense of what it means to be a good group member

Loyal Deviance

Defy a group norm if they think the norm is bad for the group

Group Cohesiveness

the forces exerted on a group that push its members closer together -members tend to feel commitment to the group task, feel positively toward the other group members, feel group pride, and engage in many - and often intense - interactions in the group

Task Cohesion

the degree to which group members work together to achieve common goals and objectives (attraction to the task)

Interpersonal Cohesion

Team members' liking or attraction to other team members (attraction to each other)

Tight Cultures

have strong norms and little tolerance for behavior that deviates from the norm

Loose Cultures

have relatively weaker norms and greater tolerance for deviant behavior

Collectivism

emphasizing interdependence, cooperation, and social harmony

Individualism

emphasizing independence, autonomy, and self-reliance

The Zajonc Solution

a three-step process -1. the presence of others creates general physiological arousal, which energizes behavior -2. increased arousal enhances an individual's tendency to perform the dominant response -3. the quality of an individual's performance varies according to the type of task

Conspecifics

members of their own species

Dominant Response

reaction elicited most quickly and easily by a given stimulus

Easy Task

a task that is simple or well-learned

Difficult Task

a task that is complex or unfamiliar

Social Facilitation

A process whereby the presence of others enhances performance on easy tasks but impairs performance on difficult tasks

Mere Presence

The proposition that the mere presence of others is sufficient to produce social facilitation effects

Evaluation Apprehension Theory

A theory that the presence of others will produce social facilitation effects only when those others are seen as potential evaluators

Distraction-Conflict Theory

A theory that the presence of others will produce social facilitation effects only when those others distract from the task and create attentional conflict

Social Loafing

A group-produced reduction in individual output on tasks where contributions are pooled

Cyberloafing

personal nonwork use of online technology (i.e. online shopping, watching videos)

Collective Effort Model

The theory that individuals will exert effort on a collective task to the degree that they think their individual efforts will be important, relevant, and meaningful for achieving outcomes that they value

Deindividuation

The loss of a person's sense of individuality and the reduction of normal constraints against deviant behavior

Accountability Cues

affect the individual's cost-reward calculations -when it is low, those who commit deviant acts are less likely to be caught and punished, and people may deliberately choose to engage in gratifying but usually inhibited behaviors

Attentional Cues

focus a person's attention away from the self -the individual attends less to internal standards of conduct, reacts more to the immediate situation, and is less sensitive to long-term consequences of behavior

Social Identity Model of Deindividuation Effects (SIDE)

A model of group behavior that explains deindividuation effects as the result of a shift from personal identity to social identity

Process Loss

the reduction in group performance due to obstacles created by group processes, such as problems of coordination and movement

Additive Task

the group product is the sum of all the members' contributions (i.e. making noise at a pep rally)

Conjunctive Task

the group product is determined by the individual with the poorest performance (i.e. mountain-climbing teams) - group performance tends to be worse than the performance of a single average individual

Disjunctive Task

the group product is (or can be) determined by the performance of the individual with the best performance (i.e. trying to solve a problem or develop a strategy)

Process Gain

the increase in group performance so that the group outperforms the individuals who make up the group (known as synergy in the business world)

Brainstorming

a technique that attempts to increase the production of creative ideas by encouraging group members to speak freely without criticizing their own or others' contributions

Group Polarization

The exaggeration of initial tendencies in the thinking of group members through group discussion

Persuasive Argument Theory

the greater the number and persuasiveness of the arguments to which group members are exposed, the more extreme their attitudes become

Groupthink

a group decision-making style characterized by an excessive tendency among group members to seek concurrence

Groupthink Three Characteristics

1. because highly cohesive groups are more likely to reject members with deviant opinions, they would be more susceptible to groupthink

2. group structure is important - groups that are composed of people from similar backgrounds, isolated from other people, directed by a strong leader, and lacking in systematic procedures for making and reviewing decisions should be particularly likely to fall prey to groupthink

3. stressful situations can provoke groupthink - under stress, urgency can overrule accuracy, and the reassuring support of other group members becomes highly desirable

Prevent Groupthink

-groups should consult widely with outsiders to avoid isolation -leaders should explicitly encourage criticism and not take a strong stand early in the group discussion -subgroups should separately discuss the same issue (playing devil's advocate) to establish a strong norm of critical review

Communication Network

defines who can speak with whom based on a group's structure

Biased Sampling

the tendency for groups to spend more time discussing shared information (information already known by all or most group members) than unshared information (information known by only one or a few group members)

Transactive Memory

a shared system for remembering information that enables multiple people to remember information together more efficiently than they could do so alone

Effective Transactive Memory Elements

-groups must develop a division of knowledge -group members must be able to communicate and remember this information in the group -everyone must know who knows what -group members must be able to trust each other's specialized knowledge -group members need to coordinate their efforts so that they can work together on a task smoothly and efficiently

Group Support Systems

specialized interactive computer programs that are used to guide group meetings, collaborative work, and decision-making processes

Cultural Metacognition

multicultural groups perform better if their members or leaders have a relatively high awareness of their own and others' cultural assumptions

Collective Intelligence

the general ability of a group to perform well across a wide range of different tasks

Factors of Collective Intelligence

-having group members who tend to be strong in social perceptiveness (they can judge and are sensitive to each other's emotions) -allowing the various group members to take turns participating in the discussion (rather than having one or a few people dominate) -having a higher proportion of women (particularly because they tend to be higher in social perceptiveness than men

Social Dilemma

a situation in which a self-interested choice by everyone will create the worst outcome for everyone

Prisoner's Dilemma

a type of dilemma in which one party must make either cooperative or competitive moves in relation to another party -the dilemma is typically designed so that the competitive move appears to be in one's self interest, but if both sides make this move, both suffer more than if both had cooperated

Resource Dilemmas

social dilemmas involving how two or more people will share a limited resource

Prosocial/Cooperative Orientation

people who seek to maximize joint gains or achieve equal outcomes

Individualist Orientation

people who seek to maximize their own gain

Competitive Orientation

people who seek to maximize their own gain relative to that of others

Fixed-Pie Syndrome

the belief that whatever one person won, the other one lost

Integrative Agreement

a negotiated resolution to a conflict in which all parties obtain outcomes that are superior to what they would have obtained from an equal division of the contested resources

Apartheid

a political system with policies that promote segregation of the basis of race -the word means "apartness" in Afrikaans, and the system was in use in South Africa from the 1950s through the 1990s

Bigotry

an unreasonable opinion or prejudice against a category of people

Collective memory

knowledge that is shared amove members of a group about the historical experiences of that group

Collective self-worth

the idea that a person's self-worth is influenced by the treatment of and perceptions about a group to which that person belongs

Color-blind race ideaology

a belief that racism is a past - rather than a current - phenomenon -the idea that the best way to eliminate discrimination is to ignore categorical differences between people and their experiences

Critical Race Theory (CRT)

a critical framework that emerged as an intervention in the 1970s to explain how racism and other tools of oppression shape law and society -building on pioneering work of activists and legal scholars, it influenced social scientists in fields outside of legal studies including education, sociology, public health, and psychology -framework provides a foundation for understanding racism as systemic, the ideologies that reinforce and maintain racist structures, and the value of perspectives and theories grounded in the experiences of oppressed and marginalized peoples

Discrimination

unjust or prejudicial treatment of a category of people, or of an individual based on their belonging to a category of people

Epistemological Violence

a form of scientific or academic racism in which observers interpret empirical data in ways that problematize or suggest the inferiority of racial and cultural others, even when the data allow for equally viable alternative interpretations

Interest-convergence

the tendency for white (or dominant group) engagement in racial progress to emerge when it aligns with the interests of the dominant group

Intersectionality

the idea that social identities can overlap -for instance: a person could be "Canadian", "indigenous", and "a woman"

Marginalized

to treat a person or group as socially inferior, peripheral, or unimportant

Marley Hypothesis

these lines from "Buffalo Soldier" by Bob Marley and the Wailers provide a brief statement of it: the suggestion that White denial of racism reflects a collectively cultivated ignorance of the role that racism has played in the US society throughout its history

Phenotypes

observable traits, such as hair or eye color, that are result of genetic and environmental interactions

Prejudice

having a bias or opinion about a person based on assumptions rather than actual experience

Racism

a system of advantage and disadvantage based on social, historical, and cultural constructions of race and ethnicity

Social Construct

something that is not found in objective reality but it, instead, the result of a common shared understanding -social constructs are defined and given meaning by a particular society

Stereotyping

holding a generalized belief about an entire group of people, and often making a flawed generalization about an individual based solely on that person's membership in a group

Systemic Approaches

approaches to understanding racism that emphasize the roles that societal factors - historical, cultural, legal, political, and economic - have played in organizing who is at the top or bottom of a society's racial hierarchy

Defensive Motivations

focuses on how acknowledging racism or other forms of oppression can pose a threat to one's identity or worldview

Foundations of Knowledge

focuses on the cultural information that forms people's judgments