Exam 3 Flashcards
(107 cards)
1
Q
What are the two major categories of social influence according to social psychologists?
A
Normative Influence: going along with the crowd to be liked and accepted.
Informational Influence: Going along with the crowd because you think the crowd knows more than you do
2
Q
What were the findings in Asch’s line-judging research on conformity study?
A
Group acceptance is more important than being correct. And groups are quick to reject nonconformists.
* This can lead people to agree with a group even if they think (or know) that the group is wrong.
3
Q
Asch’s line-judging research: How did the number of people influence conforming in group situations?
A
He found that conformity increases as group size increases up to a point, then it levels off
4
Q
What are some of the drawbacks in having too many norms?
A
- Causes bureaucracies “we’ve always done it that way”. So many rules that it paralyzes behavior. Can also lose touch with outside world and become unable to cope with unique aspects of situations.
- Can persist beyond their usefulness
- May be unfair if status differences in group (those with power determine the norm: old-fashioned norms for spouses)
5
Q
Describe normative social influence.
A
Social influence based on the desire to be liked or accepted by other people
6
Q
Describe informational social influence.
A
social influence based on the desire to be correct (i.e., to possess accurate perceptions of the social world)
7
Q
What is associated with public compliance?
A
Normative social influence.
Outwardly going along with the group but maintaining a private, inner belief that the group is probably wrong.
8
Q
What is associated with private acceptance?
A
Informational social influence.
Genuine inner belief that others are right
9
Q
Define pluristic ignorance
A
Looking to others for cues about how to behave, while they are looking to you; collective misinterpretation
10
Q
What is autokinetic effect?
A
Illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving.
Muzafer Sherif used it to study the formation of group norms. Which indicated the second type of social influence, informational influence (Going along with the crowd because you think they know more than you)
11
Q
Describe what Muzafer Sherif found in their study
A
As participants heard the estimates provided by others, their individuals answers converged and became more similar. People get valuable info from others, and sometimes, they give more weight to what others think than to what their own eyes and ears tells them. (aka informational influence)
12
Q
What are some of the general techniques of which most social influence rely on?
A
- Commitment and consistency (e.g., foot-in-the-door technique, low-ball technique)
- Reciprocation (e.g., door-in-the-face technique, that’s-not-all technique)
- Scarcity (e.g., the limited-number technique, fast-approaching-deadline technique)
- Capturing and disrupting attention (e.g., pique technique, disrupt-then-reframe technique)
13
Q
Describe and apply: Foot-in-the door technique
A
Influence technique based on commitment. Start with a small request to gain eventual compliance with a larger request
14
Q
Describe and apply: Low-Ball technique
A
Influence technique based on commitment. Start with a seemingly low-cost request and only later reveal hidden additional costs (i.e. concert tickets)
15
Q
Describe and apply: Bait-and-switch technique
A
Influence technique based on commitment. Draw people in with an attractive offer that is not available, and then switch to a less attractive offer that is available. (i.e. you go to the store bc they advertised a product you want. the product you want but its sold out. since you’re already at the store you go shopping anyways)
16
Q
Describe and apply: Labeling technique
A
Influence technique based on consistency. Assign a label to an individual and then request a favor that is consistent with that label (i.e. Telling someone they seem like a helpful type of person then asking them to help you out in some way)
17
Q
Describe and apply: Door-in-the-Face technique
A
Influence technique based on reciprocity. Start with an inflated request, then retreat to a smaller request that appears to be a concession. (i.e. asking someone to volunteer for 2 hours every week for the next 2 years and after being refused asking them to volunteer for 2 hour for a single occasion.)
18
Q
Describe and apply: That’s-not-all technique
A
Influence technique based on reciprocity. Begin with an inflated request, but before the person can
respond, sweeten the deal by offering a bonus or discount. (i.e. in commercials when they say “This magic ball is $20 but if you call us rn you can get it for only $10 today”)
19
Q
Describe and apply: Scarcity principal
A
Rare opportunities are more valuable than plentiful oppurtunities. Even everyday items can become more valuable if they are scarce. (i.e. toilet paper during covid-19)
20
Q
Describe and apply Scarcity principle: Limited-number technique
A
Influence technique based on scarcity, in which one tells people that an item is in short supply. (i.e. when artists sell signed vinyl and only have 100 in stock)
21
Q
Describe and apply Scarcity principle: Fast-approaching-deadline technique
A
Influence technique based on scarcity, in which one tells people an item or a price is only available for a limited time (i.e. amazon prime day)
22
Q
Describe and apply: Pique technique
A
Influence technique in which one captures people’s attention as by making novel request. (i.e. speed limit signs that say 14 mph are going to catch people’s attention more than speed limit signs that have 45 mph because its more novel)
23
Q
Describe and apply: Disrupt-then-reframe technique
A
Influence technique in which one disrupts critical thinking by introducing an unexpected element, then reframes the message in a positive light. (i.e. quoting the price of christmas cards in pennies rather than dollars, followed by “its a bargain!” got more people to buy the christmas cards)
24
Q
What are the components of persuasion?
A
- Who
- Says What
- To Whom
25
Describe the 3 components of persuasion.
* **Who:** the message source (credibility and likability are important elements)
* **Says what:** the message (reason—the cold, hard facts—versus appealing to emotions)
* **To whom:** the audience (what are the characteristics of the members of the audience?
26
What is the sleeper effect?
The finding that, over time, people seperate the message from the messenger.
26
What is Aristotle’s three elements for audience persuasion?
1. Emotional appeal (pathos)
2. Intellectual appeal (logos)
3. Charisma (ethos)
27
Research suggest that which two main factors make a source credible?
**Expertise:** how much a source knows
**Trustworthiness:** whther a source will honestly tell you what they know
28
How does social psychologist define source?
Individual who delivers the message
29
How does source likability persuade someone?
Two important factors that influence whether we like someone are similarity and physical attractiveness. *Similar* sources is more persuasive than dissimilar sources and *physical attractiveness* produces a postive reaction from others.
30
How does the attraction level influence persuasion?
Those who are more attractive are more effective at persuading people than those who are unattractive.
31
What is the halo effect?
The assumption that people with one desirable trait (e.g., attractiveness) also possess many other desirable traits (e.g., intelligence)
32
When is fear an effective persuasion technique?
If people feel vulnerable to the threat
33
Why do public health messages that are fear-based (i.e., pictures on cigarettes cartridges) not always effective?
People were "turned off" by the high-fear messages.
Could also be caused by:
the audience was paralyzed by fear, the audience is susceptable to danger and if the audience is told how to avoid the danger.
34
Describe a convert communicator.
People percieved as credible sources because they are arguing against their own previously held attitudes and behaviors. (they argued againsit their past transgressions)
35
Describe advertisement wear-out.
Inattention and irritation that occurs after an audience has encountered the same advertisement too mant times. (i.e. Progressive insurance comercials became over played for lots of people and people started to get annoyed by Flo)
36
Define receptivity and yielding in terms of persuasion.
Receptivity: whether you "get" (pay attention to, understand) the message
Yielding: whether you "accept" (believe, and especially wheher you change your attitude to agree with) the message
37
Describe and apply the concept of need for cognition.
Tendency to engage in and enjoy effortful thinking, analysis, and solving mental problems. (i.e. people high in need for cognition are more persuaded by strong arguments and are less persuaded by weak arguments than are people low in need for cognition )
38
Describe the elaboration likelihood model (ELM)
Theory that posits two routes to persuasion, via either conscious or automatic processing.
39
ELM: What other model is it compared to and practically identical?
The heuristic/systematic model. One route involves deliberate processing, whereas the other routes involves automatic processing. Both correspond with the duplex mind.
40
ELM: What is the difference between central route and peripheral route processing?
Central route (systematic processing): the route to persuasion that involves careful and thoughtful consideration of the content of the message. (conscious processing)
-i.e "Emma's economic plan makes sense! I'll vote for Emma!"
Peripheral route (heuritic processing): the route to persuasion that involves some simple cue, such as attractiveness of the souce (automatic processing)
-i.e. "Emma seems nice, I'll vote for Emma!"
41
How does the speed of speech generally have an impact on persuasion?
Persuaders should talk fast if their arguments are weak so listeners won't have time to think about the arguments. If their arguments are strong, persuaders should talk more slowly, so listeners can think about and appreciate the arguments.
42
How do social scientists describe the concept of upstream reciprocity?
Passing benefits on to third parties instead of returning benefits to one's benefactors.
43
How is prosocial behavior defined?
Doing something that is good for other people or for society as a whole.
44
What is the rule of law?
When members of a society (including its most powerful leaders) respect and follow its rules. Can annoy us like when we get a speeding ticket but rule of law is usually a huge boost to the quality of life.
45
Describe and apply reciprocity.
The obligation to return in kind what another has done for us. "you scratch my back, I scratch yours". Someone helps you, so you help them back when the time comes.
46
What is the difference between equity and equality?
**Equity:** the idea that each person recieves benefits in proportion to what they contribute. (i.e. person who does the most work gets the highest pay)
**Equality:** the idea that everyone gets the same chance/amount, regardless of what they contribute. (i.e. everyone gets the same pay regardless of amount of effort.)
47
When will monkeys become distressed?
Monkeys will become distressed if not compensated appropriately.
48
What is the difference between under-benefited vs over-benefitted?
* *Under-benefited:* getting less than you deserve
* *Over-benefited:* getting more than you deserve
49
What is the difference between moral reasoning and moral intuitions?
**Moral reasoning:** using logical deductions to make moral judgments based on abstract principles of right and wrong.
**Moral intuitions:** judgments (about whether an action is right or wrong) that occur automatically and rely on emotions and feelings.
50
The prisoner’s dilemma is a paradigm social psychologist use to study people’s tendency to what?
The tendency to **cooperate**. Its a game that forces people to choose between cooperation and competition. Both particpants can win or lose. Or one person's gain is another's loss.
51
Define forgiveness
Ceasing to feel angry toward or seek retribution against someone who has wronged you
52
Overall, which specific groups tend to be especially forgiving?
Religious people, religions generally promote and encourage values that help people live together.
53
Which group(s) are less forgiving?
People who are narcissistic because they are easily offended and generally think they deserve some major compensation before they will consider forgiving.
54
Define obedience
Following orders from an authority figure.
55
What is the main complaint regarding Milgram’s classic study on obedience?
The majority of participants continued to deliver electric shocks when an authority figure instructed them to do so. Provided cautionary evidence that obedience can be abused and can, under extraordinary circumstances, lead to immoral actions.
56
Apply and define concept of kin selection.
evolutionary tendency to help people who have our genes (family members)
i.e. if there is a fire in the hotel you are staying at you're most likely to search for family members than for friends.
57
Apply and define empathy.
reacting to another person’s emotional state by experiencing the same emotional state. (i.e. seeing a person who is sad and feeling that person's sadness)
58
What is the difference between egotistic helping and altruistic helping?
**Egotistic helping:** when a helper seeks to increase their own welfare by helping another. (wanting something in return for helping)
**Altruistic helping:** when a helper seeks to increase another's welfare and expects nothing in return. (expecting nothing in return for helping)
59
Which type of helping is motivated more by empathy?
Altruistic helping. The sharing of feelings makes people want to help the sufferer to feel better
60
When comparing gender differences, females are more likely to help who?
More helpful in family sphere, in close relationships, and in situations that require repeated contact over a long period of time such as volunteering. Females tend to feel more sympathy and empathy for people who need help.
61
In relation to attraction, how does that influence whether someone will receive help or not?
People are more likely to help attractive individuals than unattractive individuals. This hold true for male and female helpers and for male and females in need of help.
62
How does mood affect helpfulness?
Positive feelings can increase helping.
An explanation: people want to maintain a good mood, and acting helpfully towards another person may allow them to sustain their good feelings.
Bad emotions can sometimes increase helping.
An explanation: guilt can motivate helping versus shame or anger makes people unhelpful.
63
Describe the empathy-altruism hypothesis
The idea that empathy motivates people to reduce other people's distress, as by helping or comforting them.
64
Describe and apply the just world hypothesis
The assumption that life is essentially fair, that people generally get what they deserve and deserve what they get.
65
The story of Kitty Genovese’s murder has been closely linked with the study of what?
bystander effect
66
According to social psychology research, what is your best chance of receiving help if you are in an emergency?
Your best bet is to reduce the uncertainties of those around you concerning your condition and respondsibilities.
If you need emergancy help when in a crowd of people. Pick a face out of the crowd. Stare, speak, and point directly at that person. Say, "you. sir , in the red t-shirt, I need help. Call an ambulance now."
67
What are the five steps to help?
1. Notice that something is happening
2. Interpret event as an emergency
3. Take responsibility for providing help
4. Decide how to help
5. Provide help
68
How does social psychologist define aggression?
Any behavior intended to harm another person who is motivated to avoid the harm.
Aggression is a behavior, intentional, victim wants to avoid harm and involves at least two people.
69
What is a real-word example of aggression.
Aggression can be expressed *physically* (hitting, kicking, stabbing, shooting) or *verbally* (yelling, screaming, name calling, swearing).
70
Define and apply: Displaced aggresion
Any behavior that intentionally harms a substitue target rather than the provocateur. (i.e. man is berated by his boss at work but does not retaliate. Once home he yells at family member instead)
71
Define and apply: Direct aggresion
Any behavior that intentionally harms another person who is physically present. (i.e. hitting a person in the face)
72
Define and apply: Indirect aggresion
Any behavior that intentionally harms another person who is physically absent. (i.e. burning their house down while they are away)
73
Define and apply: Bullying
Whats distinguishes bullying?
Persistent aggression by a perpetrator against a victim for the purpose of establishing a power relationship over the victim.
The key feature of bullying over other acts of aggression is its persistent nature---the bullying repeatedly picks on the victim.
74
Define and apply: Relational aggression
(also called social aggression) Behavior that involves intentionally harming another person's social relationships, feelings of acceptance, or inclusion within a group.
(i.e. saying bad things about people behind their backs, withdrawing affection to get what you want, excluding others from your circle of friends, or giving someone the "silent treatment")
75
Define and apply: Cyberbullying
The use of the internet, the perpetrator can be anonymous, especially when using instant messaging. Cyberbullies can harm other regardless of how big and strong they are.
(i.e. sending mean texts, being rude or mean to someone in an online game)
76
Define and apply: Appetitive aggression
Motivated, in part or whole, by an intrinsic enjoyment of the aggressive act. (i.e. people enjoy and even relish violent activities such as hunting, playing contact sports, and playing violent video games.)
77
What is the difference between hostile and instrumental aggression?
Hostile aggresion (reactive aggression): "hot," implusive, angry behavior motivated by a desire to harm someone.
Instrumental aggression (proactive aggression): "cold," premeditated, calculated harmful behavior that is a means to some practical or material end.
78
How is violence similar and different to aggression?
Violence: aggresion that has as its goal extreme physical harm, such as injury or death.
**All violent acts are aggressive acts, but not all aggressive acts are violent.**
79
How has violence changed over time around the world?
The world is less violent now than in the past
80
Define antisocial behavior.
behavior that either damages interpersonal relationships or is culturally undesirable.
81
Define and apply the concept of modeling.
observing and copying or imitating the behavior of others.
A good example would be the bobo doll experiment where children modeled aggressive behavior from adults.
82
What does Sigmund Freud believe about aggression?
Human motivational forces, such as sex and aggression, are based on instincts.
**Instincts:** an innate tendency to seek a particular goal, such as food, water, or sex
**Eros:** drive for sensory and sexual gratification
**Thanatos:** a destructive, death instinct
83
What is the difference between eros and Thanatos, according to Freudian theory?
*Eros* is that humans have a constructive, life insitict meanwhile *thanatos* is the opposite and focuses on human's destructive, death instict
84
How do researchers view Freud theory on aggression?
Konrad Lorenz was influenced by Freudian who described aggression to be like hydraulic pressure inside a closed enviroment. Although empirical evidence supporting the existence of innate, relatively automatic aggressive responses has been demonstrated for many species. However, no such innate aggressive response has been demonstrated in humans. Numerous studies have found no evidence supporting the hydraulic model.
85
Explain Bandura’s Bobo Doll Study
To demonstrate the social learning of aggression, Albert Bandura and his colleagues allowed preschool children to watch an aggressive adult role model, a nonaggressive model, or no model. The aggressive model abused a large, inflated clown called a Bobo doll. The model laid the Bobo doll on its side, sat on it, punched it in the nose, and said, “Sock him in the nose.” The model then beat the doll with a mallet and said, “Hit him down.” The model tossed the doll and said, “Throw him in the air.” The model kicked the doll, saying, “Kick him” and “Pow.” In contrast, the nonaggressive model played with nonviolent toys the entire time, so children in that condition saw no aggressive activity. After 10 minutes, the experimenter entered the room, informed the child that they would now go to another game room, and said good-bye to the model. The other room contained the Bobo doll as well as both aggressive toys, and some nonaggressive toys. The children who had watched the aggressive model showed the highest levels of aggression.
86
What were the overall findings in the Bandura's Bobo Doll Study?
The children who had watched the aggressive model showed the highest levels of aggression.
87
Bandura's Bobo Doll Study:
What did social learning theory and aggression suggest regarding the aggressive models?
According to social learning theory, aggression is not an innate drive but rather a learned behavior.
88
How does culture influence human instinct for aggression?
Aggression is universal, but cultural rules restrict and govern aggression in different ways. The link between culture and violence brings us back to the theme that nature says go and culture says stop. The nonviolent human being, not the violent one, is the product of culture.
89
What do most experts say about the frustration-aggression hypothesis?
Proposal that "occurance of aggressive behavior always presupposes the existence of frustration," and " the existence of frustration always leads to some form of aggression."
90
How do temperatures influence aggression levels in people?
Research evidence is consistent with the belief that violent crimes indicates that hotter tempertures are associated with higher levels of aggression and violence. When individuals experience discomfort from heat, it may lead to heightened irritability and aggressive behaviors, especially in stressful situations.
91
Describe and apply: Hostile attribution bias
the tendency to interpret ambiguous actions by others as aggressive. (i.e. if someone bumps into you, a hostile attribution would be that the person did it on purpose to harm or annoy you)
92
Describe and apply: Hostile perception bias
The tendency to percieve social interactions in general as being aggressive. (i.e. seeing two other ppl having a converstation and inferring they are arguing)
93
Describe and apply: Hostile expectation bias
the tendency to assume that people will react to potential conflicts with aggression. (i.e. if you bump into someone the hotile expectation would be that the person will assume you did that on purpose)
94
How do toddlers and young children differ, when compared to adolescents or adults, in resolving conflicts with aggression?
Toddlers and young children resolve conflicts with aggression due to less developed social cognition, leading to hostile attribution biases and impulsive reactions, while adolescents and adults use more nuanced conflict resolution strategies.
95
What types of aggressive behavior to males and females engage in the most?
Males typically engage in physical aggression, like fighting. Females are more likely to use relational aggression, such as gossip or exclusion.
96
What is the dark tetrad?
The four dark personality traits of narcissism, psychopathy, Machiavellianism, and sadism.
97
Explain and apply all four personality traits.
**Narcisstic** people are easily offened: they think they are special people who deserve special tratment
**Psychopaths** are callous and unemotional individuals who mainly focus on obatining their own goals, regardles if other people are hurt in the process.
**Machiavellianism**, any means justify the ends
**Sadism** is the tendency to derive pleasure, even sexulay pleasure, from hurting others
98
Sexually coercive men tend to have more of what type of personality pattern?
Psychopathy
99
Describe the weapons effect.
increased aggression as a result of the mere presence of a weapon. Weapons can also increase hostile biases, which can increase aggression.
100
How do violent video games and violent television influence children’s aggression levels?
exposing them to violent content, which has been shown to lead to more aggressive behaviors over time. Research shows that playing violent games can make people more aggressive, even if they don't kill anyone.
101
Based on past research, in general, when does alcohol tend to increase aggression in people?
Alcohol tends to increase aggression in people when it reduces inhibitions, narrows attention to provocations, decreases self-awareness, disrupts self-control, and is combined with factors like provocation or frustration. Without these triggering conditions, alcohol's effect on aggression may be minimal.
102
Describe a culture of honor
A society that places high value on individual respect, strength, and virtue, and accepts and justifies violent action in response to threats to one's honor (i.e. think about the movie gladiator)
103
What did Richard Nisbett and Dov Cohen find regarding men in the south?
Nisbett and Cohen found that men from the Southern U.S. were more likely to respond aggressively to insults than their Northern counterparts. This difference is attributed to cultural.
104
Why might an honor killing occur?
Killing another individual who has brought dishonor to the family (i.e. a women who has comintted adultry)
105
What has research found regarding lying in romantic relationships?
Lying in romantic relationships tends to be reciprocal-- if one partner lies, the other also lies.
106
How often do people lie per day?
Most people lie about once per day. However about half of all lies are told by 5% of the population-- so called "habitual liars" or even "pathological liars"
