Brain and Behavior Flashcards
Learning is…
Relatively permanent change in behavior as a consequence of behavior.
Cognitive Learning is…
Learning aimed at obtaining knowledge and insights
Operant Conditioning is based in…
Reinforcement and Punishment
People copy other people’s behavior when…
They are role models, when we are aware of it or when you can memorize it
Gestallt believes…
We give meaning to all stimuli, observe and make them into unity
Three things that influence attention are…
Foreknowledge, context, expectations, familiarity or feelings
Two types of reference groups are…
Normative // direct interaction, Comparative // indirect interaction.
Peripheral route persuasion is…
Attitude change without conscious processing.
Central route persuasion is…
Conscious processing of arguments in the message.
Four main ways of learning are…
Classical conditioning, operant conditioning, mere exposure and social learning.
Key points in the mere exposure theory are…
More exposure equals a better attitude, familiar is preferred over unfamiliar and wear-in / wear-out
Three methods of influencing are…
Informational, instrumental and value expressive
Define Cialdini’s Authority…
We are inclined to automatically obey authority.
Define Cialdini’s Unity…
A shared identity that both the influencer and influence are part of.
Define Cialdini’s Reciprocity…
We try to compensate proportionally to what another person has given us.
