Ch. 9-11

Question 1

Motivation

Answer 1

The process by which activities are started, directed, and continued so that physical or psychological needs or wants are met

Question 2

Extrinsic motivation

Answer 2

A person performs an action because it leads to an outcome that is separate from or external to the person
Pursuit of an activity for external reward

Question 3

Intrinsic motivation

Answer 3

A person performs an action because the act is fun, challenging, or satisfying in an internal manner

Question 4

What energizes and directs behavior?

Answer 4

Motivation

Question 5

Instincts

Answer 5

The biologically determined and innate patterns of behavior that exist in both people and animals

Question 6

Drive

Answer 6

A psychological tension and physical arousal; arises when there is a need that motivates the organism to act in order to fulfill the need and reduce the tension
Such as food and water

Question 7

Homeostasis

Answer 7

The tendency of the body to maintain a steady state/balance

Question 8

Primary drives

Answer 8

The needs of the body such as hunger

Question 9

Drive-Reduction Theory

Answer 9

Assumes that behavior arises from physiological needs that cause internal drives to push the organism to satisfy the need and reduce tension and arousal

Question 10

What does achievement involve?

Answer 10

A strong desire to succeed

Question 11

The need for achievement

Answer 11

nAch

Question 12

Arousal Theory

Answer 12

Theory of motivation in which people are said to have an optimal (best or ideal) level of tension that they seek to maintain by increasing or decreasing stimulation
Has to do with what types of levels of tension (a specific one

Question 13

Yerkes-Dodson Law

Answer 13

A law stating that performance is related to arousal; moderate levels of arousal lead to better performance than do levels of arousal lead to better performance than do levels of arousal that are too low or too high

Question 14

Types of things a sensation seeker does

Answer 14

(Look up)

Question 15

Incentives

Answer 15

Things that attract or lure people into action

Question 16

Social psychology

Answer 16

Looks at behavior and mental processes but also includes the social world in which we exist, as we are surrounded by others to whom we are connected and by whom we are influenced in many ways

Question 17

What did Solomon Asch’s experiment study?

Answer 17

Conformity

Question 18

How does compliance differ from conformity?

Answer 18

Compliance is a response to a direct request, conformity is a response to indirect social pressure

Question 19

Groupthink

Answer 19

When people place more importance on maintaining group cohesiveness than on assessing the facts if the problem with which the group is concerned

Question 20

Causes of groupthink

Answer 20

(Look up)

Question 21

Compliance

Answer 21

Changing one’s behavior as a result of other people directing or asking for the change

Question 22

Foot-in-the-door effect

Answer 22

Asking for a small commitment and, after gaining compliance, asking for a bigger commitment

Question 23

Situation: friend asks for a ride to the airport, you agree. Ten they tell you you have to leave early and its far away. Which technique is this?

Answer 23

Foot-in-the-door technique

Question 24

Asking for a large commitment and the, after being refused, asking for a smaller commitment. For example, a kid asking his dad for a new PlayStation. When the dad says no, the kid asks for just one new game, and the dad agrees. What technique is this?

Answer 24

Door-in-the-face technique

Question 25

Getting a commitment from a person and then raising the cost of that commitment. What technique is this and what type of salesmen use it?

Answer 25

Lowball technique, car salesmen

Question 26

What did Milgram discover in his test of obedience to authority figures?

Answer 26

People will easily obey an authority figure and do harm to other people

Question 27

If 100 people replicated Milgram's experiment, how would they respond?

Answer 27

The majority would administer the 450 watts as instructed

Question 28

Attitudes

Answer 28

A tendency to have positive or negative judgements toward s certain person, object, idea, or situation

Question 29

3 major components of attitude

Answer 29

Feelings, behaviors, and thinking

Question 30

Attitude formation is the result of a number of influences, all of these influences are types of...?

Answer 30

Learning

Question 31

Persuasion

Answer 31

The process by which one person tries to change the belief, opinion, position, or course of action of another person through argument, pleading, or explanation

Question 32

Relationship between expertise and persuasion

Answer 32

Greater expertise leads to greater persuasion

Question 33

Humanistic perspective of personality

Answer 33

Was a direct reaction against psychoanalytic and behaviorist perceptively

Question 34

Freud thought his patients' disorders resulted from conflicts related to...

Answer 34

Sex

Question 35

Freud believed the _________ was the most important determining factor in human behavior

Answer 35

Unconscious mind

Question 36

In a scenario with an iceberg, the part of the iceberg sticking out of the water would be what part of the personality?

Answer 36

Ego

Question 37

What's the primitive part of the personality?

Answer 37

The id

Question 38

(Figure out how to word)

Answer 38

....

Question 39

The job of the _____ is to find practical ways for the _____ to get its pleasure without offending the _______.

Answer 39

Ego, id, superego

Question 40

According to Freud, what is the moral part of personality?

Answer 40

Superego

Question 41

Skinner and Watson believed that personality was a result of what?

Answer 41

classical and operant conditioning and observational learning

Question 42

What do Maslow's and Roger's theories have in common?

Answer 42

They believed that each human being is free to chose their own destiny

Question 43

According to Rogers, anxiety and neurotic behavior occur when...?

Answer 43

There is a mismatch between the real self and the ideal self

Question 44

Rogers emphasized accepting people for what they are. What is this called?

Answer 44

Unconditional positive regard

Question 45

Rogers believed people questioned themselves and have a poor self concept when they recieve what?

Answer 45

Conditional positive regard

Question 46

What do humanistic and psychoanalytic theories have in common?

Answer 46

They are both difficult to test

Question 47

What criticism can you legitimately make about humanistic theory?

Answer 47

It paints too rosy a picture of humanity

Question 48

Personality trait

Answer 48

(Look up)

Question 49

Cattell and Allport were both...?

Answer 49

Prominent trait theorists