Download Chapters 20-21

Chapters 20-21
Key Term EXAMPLES
Attitudes
• Beliefs and feelings about objects, people, and
events that can affect how people behave in
certain situations.
• IF someone feels that texting and driving is
dangerous, that will affect their behavior.
Discrimination
• Unfair treatment of individuals because they
are members of a particular group
• If people believe that teenagers are lazy and
unreliable, they may not be considered for a
job
Sales Resistance
• The ability to refuse a request or sales pitch
• A person who can talk to the people at the
mall kiosk and say “No” have sales resistance
Primacy Effect
• Tendency for people to form opinions of
others on the basis of first impressions
• If you dislike a colleague after two years of
working together, based on way they treated
you on first day of work
Recency Effect
• Occurs when people change their opinions of
others on the basis of recent interactions
instead of holding on to their first impressions
• After working with someone who was mean
to you for two weeks, you find out they’ve
been doing through a divorce. After they tell
you what’s been going on, you reevaluate your
thoughts on them and things get better.
Self-serving bias
• Tendency to view one’s successes as stemming
from internal factors and one’s failures as
stemming from external factors
• You take credit for passing your math exam,
but blame the teacher for why you failed your
French exam
Cognitive Evaluation
• A process in which a person forms beliefs,
based on evidence from many sources
• Hearing a news story on TV, thinking about it,
and deciding if you agree or disagree with
report
Cognitive Anchors
• A persistent belief that develops early in life
and shapes the way a person sees and
interprets life.
• A person raised Republican or Democrat is
likely to remain that way (religion, sports, etc)
Persuasion
• The attempt to influence people’s attitudes
and choices through argument, entreaty, or
explanation?
• A teenager is trying to get their parents to
change their curfew.
Central Route
• A method of persuasion that uses evidence
and logical arguments to influence people.
• Trying to convince someone to stop smoking
by giving them all the facts about how
nicotine affects the body.
Peripheral Route
• Method of persuasion characterized by an
emphasis on factors other than the message
itself.
• Trying to make someone feel guilty for
smoking, saying they’re going to die and leave
you all alone.
Two-Sided Argument
• A method of discrediting an opponent by
presenting his or her argument and then
refuting it.
• IF Subway wanted people to chose them over
McDonald’s, they could ADMIT McDonald’s is
cheaper, BUT focus on fact that Subway is
HEALTHIER.
Emotional Appeal
• A type of persuasive communication that
influences behavior on the basis of feelings
rather than on an analysis of the issues.
• Publix Thanksgiving commercials or Mother’s
Day commercials focusing on eliciting
emotions, rather than listing all reasons to
shop at the store.
Scapegoat
• A person or group unfairly blamed for the
problems of others.
• Hitler blaming the Jews or KKK blaming blacks
and immigrants for problems.
Social Perception
• The ways in which people form and modify
their impressions of others.
• A person wearing their “best” outfit to an
interview because they think it will influence
how the person perceives them.
Attribution Theory
• The suggestion that there is a tendency to
explain a person’s behavior in terms of the
situation OR the person’s personality.
• If someone cuts you off in traffic, you have to
decide IF someone’s personality OR their
situation caused them to do it.
Fundamental Attribution Error
• A bias in social perception characterized by
the tendency to assume that others generally
act on the basis of their disposition, even
when there is evidence suggesting the
importance of the situation.
• IF someone cuts you off in traffic and you
think they are an A*%hole, rather than
consider that they may be late for a job
interview or going to hospital to see sick
relative, you may be committing F.A.E.
Actor – Observer Bias
• The tendency to attribute one’s own behavior
to situations factors, but to attribute the
behavior of others to dispositional factors.
• IF you cut someone off in traffic, you are LATE
and can’t help it, but if someone does it to
you, they are an A%*hole.
Attraction
• In social psychology, an attitude of liking
(positive attraction) or disliking (negative
attraction)
• You are drawn or attracted to someone you
like or want to be friends with.
Triangular Model of Love
• According to Robert Sternberg, the
component of love, which include passion,
intimacy, and commitment
• IF you have consummate love, you have all 3
components of the model.
Intimacy
• Feelings of closeness and concern for another
person.
• You have intimacy with someone when you
share your feelings with each other.
Passion
• An aroused state of intense desire for another
person.
• You have passion when you like kissing and
hugging your girlfriend or boyfriend.
Commitment
• A pledge or promise between two people to
share a life together.
• You have asked your girlfriend or boyfriend to
marry you.
Matching Hypothesis
• The view that people tend to choose other
people similar to themselves in attractiveness
and attitudes in the formation of
interpersonal relationships.
• We ask people out that we think are similar to
us out of fear of rejection.
Reciprocity
• In interpersonal relationships, the tendency to
return feelings and attitudes that are
expressed about us.
• We are more open with others who seem
open with us.
Social Facilitation
• Improved performance of tasks because of the
presence of others.
• A college basketball player may perform
better at a game than practice.
• You work out harder in front of others than by
yourself.
Social Loafing
• The tendency for people to exert less effort
toward completing a task when they are part
of a group than we they are performing the
test alone. (gets worse as group number
increases)
• You and a partner do all the work while a 3rd
partner is not doing their share.
Evaluation Apprehension
• Concern that others are judging one’s
performance.
• You wear a suit to an interview because you
think you are being judged for how you look.
Diffusion of Responsibility
• The sharing of responsibility for a decision or
behavior among the members of a group
• When 5 siblings are all planning their mom’s
surprise birthday party, feel less responsibility
than if they were doing it alone.
Risky Shift
• Then tendency to make riskier decisions as a
member of a group than as an individual
acting alone.
• A group of teenagers decide to roll (teepee) a
house – wouldn’t do that by themselves.
Bystander Effect
• The tendency for a person to be less likely to
give aid if other bystanders are present.
• When a lot of people are around, you may not
let someone out in traffic thinking someone
else will.
Social Decision Schemes
• Rules for predicting the final outcome of
group decision-making.
• The number and split of a group matter –
First-shift is where 50/50 split and then group
that was “shifted TO” is likely to win.
Group Polarization
• The strengthening of a group’s shared
attitudes over time.
• IF you are a UGA fan, when you go on UGA
tour, you will feel even stronger about UGA
because of shared attitude of tour guide.
Authoritarian Leaders
• A leader who makes decisions for the group
and tells other group members what to do.
• A friend who tells you what ya’ll are going to
do that night.
Laissez – Faire Leaders
• A leader who stands back from decisionmaking and allows group members to explore
and express their own ideas.
• A friend who won’t give input about evening
activities and expects others to make
decisions.
Democratic Leaders
• Leader who encourages group members to
express and discuss their ideas and to make
their own decisions.
• Friend who offers suggestions on what to do
and let’s group decide.
Conform
• To change one’s attitudes or behavior in
accordance with generally accepted
standards.
• Didn’t do homework, so when most students
raise their hand to teacher’s question, you do
too.
Social Norms
• Explicit and implicit rules that reflect social
expectations and influence the ways in which
people behave in social situations.
• When in travel to Europe, you need to know
the social norms, so you know how to behave.
Implicit Norms
• Unspoken, unwritten standard of behavior for
a group of people
• Guying stepping aside to let girl go in door
before him.
Explicit Norms
• Spoken or written rules of social behavior,
such as traffic rules.
• You read the school handbook for the explicit
norms.
Foot – in – the – Door Effect
• Tendency for people to comply with a large
request after they have agreed to smaller
requests.
• If St. Jude got you to donate $6 last year, may
get $15 from you this year.
Catharsis
• In Psychology, the release of aggressive energy
through action or fantasy.
• Playing football or video games instead of
getting in a fight.
Altruism
• Unselfish regard for the welfare of others
• Stopping to help an elderly person carry their
groceries to their car.
• Firefighters/Police Officers