social psychology pt 2 Flashcards
social role
socially defined pattern of behavior that is expected of a person in a given setting or group
social norm
group’s expectations regarding what is appropriate and acceptable for the thoughts and behavior of its members
script
person’s knowledge about the sequence of events in a specific setting
stanford prison experiment
Stanford University conducted an experiment in a mock prison that demonstrated the power of social roles, social norms, and scripts
attitude
evaluations of or feelings toward a person, idea, or object that are typically positive or negative
cognitive dissonance
psychological discomfort that arises from a conflict in a person’s behaviors, attitudes, or beliefs that runs counter to one’s positive self-perception
persuasion
process of changing our attitude toward something based on some form of communication
central route persuasion
logic-driven arguments using data and facts to convince people of an argument’s worthiness
peripheral route persuasion
one person persuades another person; an indirect route that relies on association of peripheral cues (such as positive emotions and celebrity endorsement) to associate positivity with a message
foot-in-the-door technique
persuasion of one person by another person, encouraging a person to agree to a small favor, or to buy a small item, only to later request a larger favor or purchase of a larger item