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Psy 221 > Exam 2 > Flashcards

Exam 2 Flashcards

0
Q

Reciprocity

A

Feeling the obligation to reciprocate to people giving you things. “Oh they lowered this price just for me, I should get it since they did that for me”

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1
Q

6 principles of social influence (cialdini)

A 
Reciprocity
Scarcity
Authority
Consistency & commitment 
Liking 
Consensus
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2
Q

Scarcity

A

People want things that are scarce. They only made a limited amount I should get this.

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3
Q

Consensus

A

Everyone likes this product I must like it too. Having the consensus of others that your making a good decision

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4
Q

Consistency & commitment

A

Getting into a contract and right before you sign they tell you something negative but your less likely to back out because you already feel committed

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5
Q

Compliance

A

Publicly acting in accord with a direct request: trying to get our way
Target is aware they are being manipulated
Just bc you have a reason whether it’s a good reason or not you are still more likely to get compliance of others

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6
Q

External compliance

A

Agreeing with the compliance even though you do not agree with it

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7
Q

Internal compliance

A

Both act and believe in line with the request

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8
Q

Two factors that motivate compliance

A

Consistency motives : we like to feel consistent

Reciprocity motives : more likely to return a good deed

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9
Q

Authority

A

Find answer

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10
Q

Social influence

A 
Exercise of social power to change attitudes or behavior  
Types:
Compliance 
Conformity 
Obedience
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11
Q

Conformity

A

James town (on YouTube) Jim jones

  • conforming to do things you wouldn’t do alone but you are more likely now that you are a part of a group
  • power of situation
  • social pressure
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12
Q

Power of majority

A

Social norms : unwritten rules for expected behavior

Local norms may arise in particular situations
Global norms in a culture or context

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13
Q

Why conform to social norms?

A

Informational social influence-we want to be right

Normative social influence-we want to be liked

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14
Q

Informational social influence

A

Arises when situation is a crisis ,Others are experts
We conform not out of weakness but for information
We use others behavior as a guide

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15
Q

Motivation

A

Process that drives us to maintain a directed behavior or produce an action

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16
Q

Motivational orientation

A

Approach and avoidance
Approach system uses dopamine
Avoidance uses serotonin

17
Q

Motivational orientation promotion

A

Focusing on gains and accomplishments

18
Q

Motivational orientation prevention

A

Focus on non losses and safety

19
Q

What motivates us?

A

Autonomy
Competence
Relatedness
-self determination theory : innate needs for psychological growth and well being

20
Q

Self determination theory

Intrinsic vs extrinsic motivation

A

Meta analysis

  • intrinsic motivation out weighed extrinsic found by giving positive feedback
  • wanting to do things because you like it and because your good at it
21
Q

When do you use self determination theory?

A

Shaping values
Setting up situations that fulfill 3 basic needs
Minimize extrinsic motivation

22
Q

Goal pursuit

A

Desirability vs feasibility

What you want and how easily you can obtain it

23
Q

Active maintenance

A

Keeps representatives of goals active for a critical period of time so goals can be completed such as your body getting ready to workout bc you workout the same time the same days of the week

24
Q

Attention and inhibition

A

Enhanced focus and inhibition distractors

25
Q

Evaluative readiness

A

Increased accessibility of goals heighten implicit attitudes judgements

26
Q

Goal contagion

A

Automatic adoption of a goal upon perceiving another’s goal directed behavior
-especially when goal is important

27
Q

Dissonance

A

Inconsistency is adverse, to avoid this we change our thoughts to be consistent

  • forms attitudes by justification & rationalization
  • change attitudes it’s easier to change attitudes then behavior
  • change behavior due to hypocrisy
28
Q

Attitudes

A

Global evaluations toward some object or issue

29
Q

Explicit attitudes

A

Easily verbalized
Cognitively based
Quick to form and change

30
Q

Implicit attitudes

A

Automatic evaluations
Not easily verbalized
Affectively based
Slow to form and change

31
Q

Mere exposure

A

Tendency to develop more positive feelings toward attitude objects the more we are exposed to them

Why?
-people are cognitive misers the less we have to process the more we like something

32
Q

Classical conditioning

A

Leads to attitude formation

Ex: little Albert being exposed to the bunny while loud noise created the attitude of fear and dislike toward the bunny

33
Q

Self perception

A

Forms our attitudes based on our own behavior
Ex: sorority & fraternity hazing, I must be pledging and doing this hazing because I really like being apart of this group

34
Q

Forbidden toy study
IV: severe warning vs mild warning
DV: weeks later attitude toward toy
Results: ?

A

Dissonance in mild condition ➡️ making additional justification on why they aren’t playing with the toy➡️ negative attitude toward the toy

35
Q

Counter attitudinal advocacy

A

Process by which people are induced to state publicly an opinion that runs counter to their own private opinion , creates dissonance, without justification leads to change in people’s private opinion

36
Q

Central route in persuasion

A

Thoughtful analysis of arguments

Occurs when we are deeply motivated by the relevance or the outcome will effect us

37
Q

Peripheral route in persuasion

A

Involves superficial processing of agreements

Occurs when we are unmotivated by the topic or lack the cognitive resources to process the information

38
Q

Construal level theory

A

Relationship between psychological distance and thinking
Further the distance ➡️ abstract ➡️ higher level construals

Closer the distance ➡️ detailed ➡️ lower level construals

39
Q

Normative social influence

A

Conformity out of desire to gain rewards and avoid punishment
Ex: wearing sperrys to conform to oxfords norms

40
Q

Obedience as a social influence

A

Preforming an action in line with a direct order
Generally assumes hierarchy
Usually for the good of the group
Ex: nazi holocaust, people follow and obey to instructions they believe are good for there group due to influence

Psy 221 (3 decks)

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