ch 7-9

Question 1

the process by which a message induces change in belief attitudes or behavior

Answer 1

persuasion

Question 2

occurs when interested people focus on teh arguments and respond iwt hfavorabel thoughts uses clear and concise argument evidence to support it claim avoid emotion ignores biases

Answer 2

central route to persuasion

Question 3

occurs when people are influenced by incidental could such as a speakers attractiveness

Answer 3

peripheral. route to persuasion

Question 4

argue to do small request then comply later with a larger request

Answer 4

foot in the door phenomenon

Question 5

agree to an initial request then will. comply when eh request ups the other

Answer 5

low ball techinique

Question 6

turn down a large request then agree more reasonable request

Answer 6

door in the face techique

Question 7

smoking is bad of r your head you should quit smoking

Answer 7

one sided appeal

Question 8

acknowledged their other side but uses your apparatus primate is more commonly effect then recency

Answer 8

two sided appeal

Question 9

other things being equal information presented firs usually has most influenced

Answer 9

primary effect

Question 10

information proses las tsometimeshas the mark influence

Answer 10

recency effect

Question 11

the way the message is delivered whether factor face in hadwritingonfil someothe way

Answer 11

channel

Question 12

the motivation to think anaulyze

Answer 12

need cognition

Question 13

exposing people to weka attacks upon their attitudes that when stronger attacks scome they will have refutation available

Answer 13

attitude inoculation

Question 14

reason why a persuade message might be wrong

Answer 14

counter arguments

Question 15

two or more people who follow than an few meomets interact with and influence ne another and perceive one antothe as “us

Answer 15

group

Question 16

teh tendency of people to perform simple otask better when other are presents

Answer 16

original meaning social facilitation

Question 17

the strengthen of lieklyprevaltn response in the personce of others

Answer 17

Curren meaning of social facilitation

Question 18

friendly people are likened and unfriendly people dn disliked

Answer 18

social conmformit

Question 19

being alert cetvistaed responsive to still

Answer 19

arosal

Question 20

concern for how others are evaluating us

Answer 20

arosal

Question 21

teh tendency for people ot excter less effort when they their effort toward acumen goal then when tehyare individually accountable

Answer 21

social loafing

Question 22

people who befit form the group but give littler in return

Answer 22

free riders

Question 23

people millwork hard if ethey thing other are inocmpentat

Answer 23

social compensation hypothesis

Question 24

low effort occur because we can “hide” int eh crowd

Answer 24

evaluation potentials

Question 25

a person pay less attetiontothe themselves in a group

Answer 25

self attention

Question 26

presence of other cowries

Answer 26

arosal reduction

Question 27

awareness of ones personality

Answer 27

self awareness

Question 28

group produce enhancement of members

Answer 28

group poralization

Question 29

forming opinions based on other opinions

Answer 29

social comparison

Question 30

a fals impression what other people thing

Answer 30

plurasti unlace

Question 31

when group made decision without critically thinking

Answer 31

group think

Question 32

motivation a group expert disproportionate

Answer 32

leadership

Question 33

3 types of leadership

Answer 33

task leadership social leadership transformational leadership

Question 34

a preconceived negative judgement of a group and its individual members

Answer 34

prejudice

Question 35

prejudicial evaluation are ofter supported by

Answer 35

stereotypes

Question 36

unjustified bejaifior toward a group of its member

Answer 36

discrimination

Question 37

motivation ot have ones group dominate over social groups

Answer 37

social dominance privation

Question 38

maybe especially front to prejudge toned to favor obedience focusing heir acrhcies

Answer 38

authorization personality

Question 39

redirecting of anger and frustration

Answer 39

scape goat theory

Question 40

the theory that prejudice arrises from completion between groups for scarce resources

Answer 40

realistic group conflict thoeory

Question 41

us a group of people who share a serve of belonging a felelg of common identity t

Answer 41

in group

Question 42

them a group that people perceive ad dsictively differefrom former apart form their in group

Answer 42

out group

Question 43

the tendency to favor one own group

Answer 43

in gorp bias

Question 44

they are all teh same we are all different

Answer 44

outgrip homogeneity effect

Question 45

recognition of similar races

Answer 45

own race bias

Question 46

a cognitive bias that describes how people make decisions based on how similar something is to a mental prototype or stereotype

Answer 46

representativeness heuristic

Question 47

ascribing behavior to inner qualities

Answer 47

undermarts attribution error

Question 48

integrating of groups positive traits and explain positive from other groups

Answer 48

group serving bias

Question 49

the tedency to believe to word is just word

Answer 49

just world phenonominom

Question 50

a cognitive bias that influences how people perceive reality by leading them to make quick judgments based on information that is most readily available

Answer 50

availaability heuristic

Question 51

the human tendency to only seek out information that supports one position or idea.

Answer 51

confirmation bias