chapter 10 Flashcards
(35 cards)
What is social psychology?
The scientific study of how a person’s behavior, thoughts, and feelings are influenced by cognition, mental processes, social groups, and psychology.
Who conducted experiments demonstrating the effects of conformity on behavior?
Solomon Asch.
What phenomenon explains why telemarketers find that those who agree to listen to a pitch are more likely to buy the product?
Foot-in-the-door phenomenon.
What technique is illustrated when Aria agrees to share her notes after initially agreeing to share just one class?
Foot-in-the-door technique.
What term describes compliance with an initial small request followed by compliance with a larger request?
Foot-in-the-door effect.
What is the effect called when people comply with a second, larger request after complying with a small request?
Foot-in-the-door effect.
What is the effect called when people comply with a second, lesser request after refusing a larger one?
Door-in-the-face effect.
What technique do car salespersons use that involves changing terms after an agreement?
Lowball technique.
Why does the foot-in-the-door technique of compliance work?
Honoring an initial small request creates an internal need to maintain consistency by honoring a subsequent larger request.
What persuasion strategy did the teacher use to gain Clancy’s compliance?
door-in-the-face
.
How does the lowball technique of persuasion work?
An initially attractive offer is agreed to; the offer changes for the worse; the revised offer is still honored.
What technique is Dr. Sardonicus using when she changes the conditions after an agreement?
Lowball technique.
What process involves interpreting the actions of others and forming impressions?
Social cognition.
What is a response toward a certain person, idea, object, or situation called?
An attitude.
What do all influences on attitude formation have in common?
They are all forms of learning.
What is the process of using social influence to change attitudes and behavior?
Persuasion.
Which communicator is likely to be the most persuasive?
An attractive person who is an expert.
What is the relationship between expertise and persuasion?
Greater expertise leads to greater persuasion.
What is the term for developing our first knowledge about another person?
Impression formation.
What is the primacy effect in impression formation more commonly known as?
First impression.
What term refers to characteristics believed to be shared by all members of a particular group?
Stereotype.
What is James’s belief about college professors an example of?
A stereotype.
What do we call identifying the source of an action as something external?
Situational attributions.
Which attribution illustrates the fundamental attribution error?
The student is a mean, angry person.
