Chapter 7 Flashcards
What are attributions?
judgements about causes of our or other people’s behaviors and outcomes, affect our behavior and emotions
What is Heider Attribution Theory?
personal attribution: behavior caused by characteristics
situational attribution: aspects of situation influence behavior
What is a fundamental attribution error?
underestimate situational factors
overestimate personal factors
applies to other people’s behavior not our own (time matters)
self-serving bias: personal attributions for successes, situational attributions for failures
What is the relationship between culture and attributions?
individualistic cultures: more personal attributions
collectivist cultures: more responsibility for failures
What are first impressions?
tend to be most alert to information received first
What are stereotypes?
powerful type of schema, generalized belief about group or category
What are self-fulfilling prophecies?
expectations affect behavior toward others, causing expected behaviors that confirm expectations
What are attitudes?
positive or negative evaluative reactions toward a stimulus
What is cognitive dissonance theory?
strive for consistency in cognitions
two inconsistent cognitions: cognitive dissonance
What is counter attitudinal behavior?
inconsistent with one’s attitude
produces dissonance if freely chosen
What is persuasion?
communicator, message, audience
communicator credibility: similarity, celebrities, expertise, and trustworthiness
the message should be two-sided
the central role of persuasion: think carefully about argument and find arguments compelling
peripheral route to persuasion: influenced by other factors than message
What is social influence?
the mere presence of others
enhance or hinder performance
depends upon the task
What are social norms?
shared expectations about how people should think, feel, behave
What are social roles?
consists of a set of norms for how people behave by position
What is conformity and obedience?
adjustment of behaviors, attitudes, and beliefs to a group standard
informational social influence
normative social influence
want the rewards for conforming and don’t want to be rejected
What are factors that affect conformity?
group size
presence of a dissenter
type of culture
gender
minority influence: be consistent over time
What is destructive obedience?
remoteness of victim
closeness and legitimacy of authority figure
cog in a wheel
personal characteristics
What are detecting compliance techniques?
compliance techniques
norm of reciprocity: expectation that when others treat us well, we should respond in kind
What is door-in-the-face-technique?
make a large request, then makes a smaller request
What is foot-in-the-door-technique?
persuader obtains a small request, then later presents a larger request
What is social loafing?
“failing to pull you weight”, expend less individual effort when working in group
What is the collective effort model?
- Individual performance is not being monitored
- Goal or task has little value
- Goal is less important
- Task is simple and person’s effort is redundant
What is group polarization?
“average” opinion of group becomes more extreme
What are causes of group polarization?
normative and informational social influence
