Chapter 13 1/2 Flashcards
(43 cards)
attributions
judgements about the causes of our own and other pals behaviour and outcomes
personal (internal) attributions
infer that people’s behaviour is caused by their characteristics
situational (external) attributions
infer that aspects of the situation cause a behaviour
fundamental attribution error
underestimate the impact of the situation and overestimate the role of personal factors when explaining other peoples behaviour
self-serving bias
making relatively more personal attributions for successes and more situational attributions for failures
self-fulfilling prophecy
occurs usually without conscious awareness, when peoples incorrect expectations lead them to act towards others in a way that brings about the expected behaviours, confirms go impression
attitude
pos or neg evaluation reaction toward a stimulus such as person, action, object, concept
theory of planned behaviour
our intention to engage in a behaviour is strongest when we have a pos attitude toward that behaviour, when subjective norms support our attitudes, and when we believe that the behaviour is under control
theory of cognitive dissonance
ppl strive for consistency in their cognitions
self-perception theory
we make inferences about our own attitudes in much the same way: by observing how we behave
communicator credibility
how believable the communicator is often the key to effective persuasion
central route to persuasion
when ppl think carefully about the message and are influenced because they find the arguments compelling
peripheral route to persuasion
when ppl do not scrutinize the message but are influenced mostly by other factors, such as a speaker’s attractiveness or a message’s emotional appeal
social facilitation
an increased tendency to perform one’s dominant response in the mere presence of other
social norms
shared expectations about how people should think, feel, behave, and they are the cement that binds social systems together
social role
consists of a set of norms that characterizes how ppl in a given social position ought to behave
informational social influence
following opinions and behaviour of other ppl bc we believe they have accurate knowledge and what they are doing is right
normative social influence
may conform to obtain rewards that come from being accepted by other ppl, while at the same time avoiding their rejection
norm of reciprocity
involves the expectation that when others treat us well, we should response in kind
door-in-the-face technique
persuader makes a large request, expects you to reject it, then presents a smaller request
foot-in-the-door technique
persuader gets you to comply w a small request first and later presents a larger request
lowballing
persuader gets you to commit to some action and then before you actually perform the behaviour, they increase the “cost” of that same behaviour
social loafing
tendency for ppl to expend less individual effort when working in a group than when working alone
group polarization
when a group of like0minded ppl discuss and issue, whether face to face or electronically, the “average” opinion of group members tends to be more extreme
