Chapter 13: Social Psychology Flashcards
(43 cards)
sociometer theory
self-esteem derives primarily from our perception of other’s attitudes toward us
big-fish-in-small-pond effect
change of reference group can dramatically affect self-esteem
positive illusory bias
overestimation of abilities
norm of reciprocity
tendency to comply with people who have done things for us
norm of obedience
obeying legitimate authorities
altruistic punishment
punishing someone who contributed less
in-group favouritism; out-group discrimination
increased willingness to help members of own group; decreased willingness to help members of another group
attitude
belief/opinion that has an evaluative component
attribution
inference about the cause of a person’s behavioural action or set of actions
cognitive dissonance theory
people seek to relieve the disconfort associated with the awareness of inconsistency between two or more of one’s own cognitions/beliefs (Festinger’s theory)
explicit attitudes
conscious attitudes; attitudes that people are aware of holding and can state verbally
explicit stereotypes
stereotypes that people hold consciously
foot-in-the-door technique
technique for gaining compliance in which one first asks for some relatively small contribution of favor before asking for a larger one; complying with the first request predisposes the person to comply with the second
fundamental attribution error/ actor-observer-discrepancy
tendency for people to attribute an action to the individual’s personality and to ignore the constraints that the role or situation places on how the person can/must act
group polarization
tendency for a group of people who already share a particular opinion to hold that opinion more strongly after discussing the issue among themselves
groupthink
model of thinking in which members of a group are more concerned with group cohesiveness and unanimity that with realistic appraisal of the actions being considered
implicit assotiation test
test of a person’s automatic, unconscious mental assotiations, designed to assess implicit streotypes or other implicit attitudes
implicit attitudes
attitudes that are manifested in a pesron’s behaviour or automatic mental associations, even though the person may not be conscious of holding those attitudes
implicit stereotypes
sterotypes that automatically, unconsciously influence people’s judgements and actions toward others
impression management
the entire set of ways by which people either consciously or unconsciously attempt to influence other people’s impressions of them
informational influence
class of social influence that derives from the use of other’s behaviour or opinion as information in forming one’s own judgement about the objective nature of an event/situation
in-groups
groups to which we belong
insufficient-justification effect
change in attitude that serves to sutify an action that seems unjustified in the light of the prevously held attitude
low-ball technique
sales trick in which the salesperson suggests a low price for the item being sold, and then, when the potential customer has agreed to buy it at that price, pretends to discover that the item cannot be sold for that price
