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PSYCH 2040 > CH. 4/5/6 > Flashcards

CH. 4/5/6 Flashcards

(56 cards)

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1
Q

Attitude

A

our relatively enduring evaluation of something (ABC)- Affect, Behavior, Cognition

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2
Q

Attitude strength

A

the importance of an attitude assed by how quickly it comes to mind (gets stronger with direct interaction with attitude)

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3
Q

Theory of planned behavior

A

outlines important variables that affected the attitude-behavior relationship (stronger attitude leads to more predictable behavior)

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4
Q

Self-monitoring

A

individual differences in the tendency to attend to social cues and to adjust ones behavior to ones social environemnt

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5
Q

High self monitoring

A

attempt to blend in to the social situation to be liked (conformity)

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6
Q

low self monitoring

A

less likely to change behavior to “social standard”

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7
Q

self perception

A

occurs when we use our own behavior as a guide to help determine our own thoughts and feelings

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8
Q

insufficient justification

A

when social situation causes our behavior but we dont realize

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9
Q

overjustification

A

tendency to blame social situation for behavior when its truly yourself

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10
Q

effective communicators

A

good persuaders

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11
Q

sleeper effect

A

attitude change that occurs over time when we remember the content but not the source

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12
Q

spontaneous message processing

A

we focus on whatever is more obvious or enjoyable, without much attempt to itself (peripheral route)

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13
Q

thoughtful message processing

A

how the message relate to our beliefs or goals and involves careful consideration of whether the persuasion attempt is valid or invalid (central route)

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14
Q

inoculation

A

involves building up defenses against persuasion by mildly attacking the attitude position

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15
Q

psychological reactance

A

strong emotional response that we experience when we feel our freedom of choice being taken away

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16
Q

post decisional dissonance

A

feeling of regret that may occur after we make an important decision (buyers remorse)

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17
Q

the low ball

A

advertises something at a low price, they make commitment, then price increases

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18
Q

the bait and switch

A

someone advertises product at low price, you try to buy, sold out, more likely to buy at higher price

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19
Q

attribution

A

the process of assigning causes to behavior

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20
Q

person perception

A

the process of learning about other people

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21
Q

central traits

A

characteristics that have a very strong influence on our impressions of them

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22
Q

halo effect

A

the influence of a global positive evaluation of a person on perceptions of their specific traits (one trait makes overall judgement)

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23
Q

casual attribution

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A

process of trying to determine the causes of someones behavior

24
Q

personal disposition attribution

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A

(internal) when we decide the behavior was caused primarily by the person

25
external attribution
(situation) determine that the behavior was caused primarily by the situation
26
fundamental attribution error
when we tend to overestimate the role of the persons factors and overlook situation (blame person)
27
actor observer bias
when we tend to make more personal attributions for others and situational attributions for ourselves
28
trait ascription bias
tendency to view our own beliefs, personality and behaviors as more variabilities than others
29
self serving bias
attributions that help us meet our desire to ourselves positively (good things to ourselves, bad things to external)
30
group attribution error
tendency to make group attributions based off a small number of members
31
defense attribution
peoples attributions about the victim are motivated by both hard avoidance ("unlikely to happen to me") and blame avoidance ("if it did happen to me, i wouldnt be to blame")
32
need for cognition
tendency to think carefully and fully about our experiences
33
entity theorists
tendency to think peoples traits are stable and incapable of change
34
incremental theorists
personalities change a lot over time and who therefore are more likely to make situational attributions
35
stable attribution
relatively permanent
36
unstable attribution
expected to change over time
37
global attribution
applies broadly
38
local/specific
unique to special events
39
negative attribution
tendency to explain negative events by referring to their own internal, stable and global expectations
40
positive attribution
internal ways of explaining events that are related to high self esteem and tendency to explain the negative events to external, unstable and specific
41
self handicapping
occurs when we make statements or engage in behaviors that help us create a convenient external attribution for potential failure.
42
spontaneous conformity
follow others behavior often without noticing
43
subtle conformity
imitate others around you
44
informational
conform to others beliefs because we think they have accurate information
45
normative conformity
when we express opinions or act in ways that help us be accepted by others
46
public conformity
temporary change of beliefs
47
majority influence
when beliefs held by large numbers in the group prevail
47
majority influence
when beliefs held by large numbers in the group prevail
48
minority influence
smaller number of people in a group are able to influence the group
49
social impact
likelihood of increase in conformity when people are added to a group
50
reward power
when one person is able to influence others by providing them with positive outcomes
51
coercive power
create negative outcomes for people who arent influenced
52
referent power
ability to influence others because they can lead others to identify with them
53
transactional leadership
reward/punishment to get jobs done
54
transformational leadership
change individual and social systems
55
the contingency model
effective leadership depends on the situation at hand

PSYCH 2040 (1 decks)

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