Social

Question 1

Elaboration Likelihood Model

Answer 1

Presents two routes to persuasion; the central route (use of facts and info) and the peripheral route (use of positive association like beauty, fame, and positive emotions.) Used in marketing.

Question 2

Berscheid’s emotion-in relationship model

Answer 2

The honeymoon is over

Question 3

Gain-loss effect

Answer 3

Person A will like person B if person A’s negative views toward the situation gradually change into positive.

Question 4

Byrne’s law of attraction

(Two factors)

Answer 4

The more we have similar attitudes to other people, the more we are attracted to them.

We are attracted to people who provide us with more reinforcement than punishment.

Question 5

Baumeister and Bushman’s mere exposure effect

Answer 5

The tendency for people to come to like things simply because they see or encounter them repeatedly. (“Katie Perry Effect”)

Question 6

Steiner’s 5 Types of Interdependent Group Tasks in the Taxonomy of Tasks Model. List and define:

Answer 6

1. Additive- tasks that allow group members to contribute individual for the greater good of the group (tug of war.)
2. Compensatory-
3. Disjunctive
4. Conjunctive- all members work on the same project. “You’re as strong as your weakest man”
5. Discretionary

Question 7

What is the “internal anchor” in Social Judgment Theory?

Answer 7

A person’s attitude toward an issue prior to hearing a persuasive message about the issue.

Question 8

What is the focus of Elaborating Likelihood Model?

Answer 8

To identify the central (appeals to facts) and peripheral (appeals to emotions) routes used in a persuasive message.

Question 9

What is the focus of Cognitive Dissonance Theory?

Answer 9

The mental discomforts caused by conflicting attitudes.

Question 10

What is the focus of the Attitude Inoculation Hypothesis?

Answer 10

“Injecting” a person with a weak argument against his/her attitude and counterarguments refuting those arguments.

Question 11

What was the purpose of the autokinetic phenomenon study used by Sherif in 1935?

Answer 11

The auto kinetic form was an optical illusion, in which stationary point of life appears to move in a dark room, and it studied conformity to group norms.

Question 12

Social facilitation

Answer 12

Observed phenomenon that people work harder and perform better on tasks in the presence of other people. Is associated with easy and well-learned tasks.

Question 13

What is Schachter social comparison theory about?

Answer 13

The idea is about misery loves miserable company.

Question 14

According to Berscheid’s emotion-in-relationships model, what causes strong emotions in close relationship relationships?

Answer 14

Unexpected behaviors that interrupt us usual behavior routines.

Question 15

Pluralistic Ignorance

Answer 15

When individual members of a group believe that others in their group hold comparably more or less extreme attitudes, beliefs, or behaviors.

Question 16

evaluation apprehension

Answer 16

The fear of negative evaluations from other group members or external members that prevent participants or workers in groups from presenting their more original ideas.

Question 17

Diffusion of responsibility

Answer 17

Refers to the fact that as a number of bystanders increase the personal responsibility that individual bystander feels decreases.

Question 18

Social loafing

Answer 18

Where an individual exerts less effort to meet a goal when working in a group, then they do working individually.

Question 19

In Tajfel and Turner’s social identity theory, what is their explanation for discrimination and prejudice?

Answer 19

That people have a natural tendency to categorize people into groups, to identify with one or more groups, and to favor in-groups and disparage out-groups.

Question 20

What is normative influence?

Answer 20

It occurs when a person conform to the judgments of others to avoid their ridicule or rejection.

Question 21

What is social facilitation?

Answer 21

A social phenomenon in which being in the presence of others improves individual task performance. In other words, people do better on tasks when they are with other people rather than when they are doing a task alone.

Question 22

What did Rhodes and Wood find in their meta-analysis regarding influenceability?

Answer 22

That populations with Moderate levels of self esteem and low levels of intelligence were the most susceptible to influence.

Question 23

According to Steiner taxonomy of tasks, list the five types of group tasks

Answer 23

• Additive: adding together individual contributions of group members to maximize the outcome of the group.
• Compensatory: groups output is the average of each members estimate, judgment, or other input.
• Conjunctive: all group members contribute to complete the project.
• Disjunctive: requires group members to determine a single solution for the entire group.
• Discretionary: Allows members of the group to determine which way they will use and/or combine individual contributions.

Question 24

What is social judgment theory?

Answer 24

Social judgment theory predicts that the greater the person‘s ego involvement in his/her position, the less likely the person is to be persuaded by a message advocating an opposing position.

Question 25

Describe the theory of planned behavior and the three components that affect behavior intention.

Answer 25

The theory states that attitudes influence a persons behavior intention, which intern affects the person‘s behavior.

The three factors that influence behavior are:
-The persons attitude toward the behavior
-what the person thinks others here or she should do a.k.a. “subjective norms”
-the persons confidence, and his ability to perform the behavior a.k.a. “perceived behavior control.”

Question 26

Primacy effect

Answer 26

It’s most likely to occur when the two sides of the argument are presented back to back and there’s an interval of time between the last presentation and the decision-making.

Question 27

Overjustification effect

Answer 27

When people are externally, enforced for engaging in an interestingly rewarding behavior, your intrinsic motivation declines.

When someone who loves reading books is rewarded for reading book. They become less interested in reading books.

Question 28

What did Tanenbaum’s metanalysis research find out about the use of fear arousal and it’s effect on people’s attitudes and behaviors?

Answer 28

Relatively high levels of fear are most effective when negative consequences are described and recommended actions are offered to eliminate the consequences.

Question 29

Tuckman and Jensen’s model of group development. List stages and what they’re about.

Answer 29

Forming Team members are excited about the work but may feel anxious about fitting in.

storming team members may feel frustrated or angry with the teams progress.

norming team members resolve differences between the expectations and the teams experience.

performing Team members feel satisfied with the teams progress and begin to perform at a high-level.

adjourning team members may have concerns about the teams disillusion, but also celebrate the teams achievements.

Question 30

Name and describe the three elements of Heider’s balance theory and the focus of the theory.

Answer 30

P - Person

O - Other person

X - attitude, object or event

Predicts that the relationship among these three elements can either be balanced or unbalanced, and if unbalanced there will be discomfort, which causes the person, or the “P” to be motivated to change.

Question 31

Cognitive dissonance theory

Answer 31

Proposes that people are adverse to inconsistencies within their own mind and will either change the believe, the action, or the perception in order to resolve the dissonance.

Question 32

Social judgment theory

Answer 32

A type of self-persuasion theory

An individuals position on an issue depends on three factors: anchor alternatives, and ego involvement.

This theory has a premise that there is a spectrum of whether one accepts or rejects a new piece of information.

Question 33

What is the “jigsaw classroom” and what is its purpose?

Answer 33

Where students work together in teams to complete an assignment to help reduce intergroup hostility caused by racial and ethnic differences.

Question 34

According to Gibbons and Gerrard’s prototype willingness model, how do they defined “prototype?”

Answer 34

It’s a persons image of the “typical” person who engages in a specific behavior.

Question 35

Base rate fallacy

Answer 35

The tendency to be influenced more by information about an individual case rather than by base rate data.

Question 36

Counterfactual thinking

Answer 36

Human tendency to create possible alternative to life events that have already occurred. It’s often demonstrated in “if only I had …“ statements.

Question 37

Illusory correlation

Answer 37

The tendency for people to perceive a relationship between two unrelated events or traits due to existing biases or expectations. This phenomenon often leads to prejudice and discrimination, false beliefs, as well as decision-making errors.

Question 38

When relying on the anchoring and adjustment heuristic, the “anchor” is what?

Answer 38

The starting point. This phenomenon is often found in price negotiation.

Question 39

What are two qualities that promote the credibility of a person delivering a persuasive message?

Answer 39

Expertise and trustworthiness

Question 40

Social identity theory

Answer 40

individuals experience collective identity based on their membership and a group, such as racial/ethnic and gender identities.