Exam #3

Question 1

Social Influence

Answer 1

things we do to try to change people’s behavior

Question 2

Normative Influence

Answer 2

produces public compliance, going along with the crowd to be liked

Question 3

Informational influence

Answer 3

products private acceptance, going along with crowd because you believe crowd knows more than you or you doubt own belief

Question 4

Auto-Kinetic Effect

Answer 4

People stand in dark room, look at light, it will start to look like its moving

Question 5

Methods to change people’s behavior or mind

Answer 5

once people commit, they feel compelled to behave consistently with initial comment

Question 6

Foot-in-the-Door Technique

Answer 6

start with small request follow with larger request

Question 7

Low-ball technique

Answer 7

Get person to agree to a low-cost request, then throw in some extra costs

Question 8

Bait-and-Switch Technique

Answer 8

Make attractive offer to draw them in, oops its not available, offer another option (not as good), people will accept

Question 9

Labelling Technique

Answer 9

give them a label, then give them a request using that label, they will buy it

Question 10

Reciprocation

Answer 10

We did something for you, now do something for us

Question 11

Door-in-the-Face technique

Answer 11

start with an inflated request, retreat to a smaller one that appears to be a concession, not as bad

Question 12

That-Not-All technique

Answer 12

Begin with inflated offer, immediately add to the deal by offering a bonus or discount

Question 13

Scarcity technique

Answer 13

rare opportunities seem more valuable

Question 14

Pique technique

Answer 14

capture attention with an unusual request

Question 15

Disrupt then Reframe

Answer 15

Distract attention with unexpected/confusing info, then reframe message in clear, positive light

Question 16

How to resist Persuasion:

Answer 16

Know someone is trying to persuade you, negative attitude change can do a boomerang effect; leads to do opposite of what they want you to do

Question 17

Maximizing Resources

Answer 17

needed to resist persuasion, don’t be tired or intoxicated, was first commitment a trick? don’t feel obligated to be consistent

Question 18

Defenses against influence

Answer 18

Reciprocity: was gift similar to what I received?; Scarcity: Is it really rare? Something I need?;
Capturing and Disrupting attention: stop and think before action

Question 19

Persuasion

Answer 19

Attempt to change a person’s attitude

Question 20

3 components of Persuasion

Answer 20

Who- source of message
What- actual message
To whom- audience

Question 21

Halo effect

Answer 21

If someone has one positive quality, then they may have other positive effects

Question 22

Repetition

Answer 22

If neutral state, repeated exposure= persuasive message

Question 23

Receptivity

Answer 23

attending to and understanding the message, less intelligent people less likely to be receptive, moderate intelligence easiest to persuade

Question 24

Need for Cognition

Answer 24

Some people like to think and be informed

Question 25

Elaboration likelihood model and Heuristic/Systematic model

Answer 25

proposes automatic and conscious processing are involved in persuasion

Question 26

Central (Systematic Route)

Answer 26

persuasion based on the strength of argument; slower, more deliberate process; longer lasting attitude/behavior

Question 27

Peripheral (Heuristic) Route

Answer 27

Persuasion based on minor cues & heuristics; faster, more automatic process; temporary & superficial attitude/behavior change, determined by if they care enough to think

Question 28

Attitude Inoculation

Answer 28

Exposure to weak arguments that allows for generation of counter arguments; allows better resistance to subsequent arguments

Question 29

Prosocial behavior

Answer 29

doing something good for someone

Question 30

Factors in Prosocial Behavior

Answer 30

Effective rule of law; reciprocal helping; norms that promote fairness

Question 31

Two types of unfairness

Answer 31

Under-benefitted, both animals and humans don't like this; Over-benefitted, only humans don't like this

Question 32

Moral reasoning

Answer 32

decisions based principals of right and wrong

Question 33

Moral intuition

Answer 33

what feels right and wrong

Question 34

Forgiveness

Answer 34

Stop feeling angry and stop seeking retribution from who has wronged you

Question 35

Egoistic helping

Answer 35

expect something in return

Question 36

altruistic helping

Answer 36

expect nothing in return

Question 37

Psychological helping

Answer 37

self-satisfaction

Question 38

Empathy-Altruism Hypothesis

Answer 38

Perceiving others in need, taking perspective of others, empathetic concern, altruistic helping

Question 39

Belief in a Just World

Answer 39

Life is fair and people, generally get what they deserve: victim blaming

Question 40

Bystander effect

Answer 40

People less likely to help when they are in the presence of others

Question 41

Aggression

Answer 41

Behavior intended to harm someone who doesn't want to be harmed

Question 42

Antisocial behavior

Answer 42

Not directed at a specific person; damages interpersonal relationships, culturally undesirable; aggression may be social or antisocial

Question 43

Types of Aggression

Answer 43

Direct vs. Indirect: victim is present vs. absent Displaced: taking t out on someone else Reactive: hot, impulsive, angry Proactive: cold, premeditated Passive: withholding behavior to cause harm

Question 44

Instinct Theories of Aggression

Answer 44

Darwin: Aggression evolved to help animals survive, strongest pass on genes Freud: Human motivation is based on instinct; thanatos-death instinct

Question 45

Frustration-aggression hypothesis

Answer 45

Aggression behavior is always due to frustration; frustration always leads to some form of aggression, theory is overstated

Question 46

Hostile Attribution bias

Answer 46

Ambiguous action by other is perceived as aggressive

Question 47

Hostile perception bias

Answer 47

Perceive any social interaction as being aggressive; not necessarily involving you

Question 48

Hostile expectation bias

Answer 48

assume other people will react to potential conflicts with aggression

Question 49

Weapons effect

Answer 49

presence of weapon can increase aggression; priming

Question 50

Injunctive norm

Answer 50

Specify what most approve or disapprove of- is effective to reduce anti-social behavior

Question 51

Descriptive norm

Answer 51

Specify how most people behave - is not as effective to reduce anti-social behavior

Question 52

Two ingredients to belongingness

Answer 52

regular social contact with others; close, stable, mutually intimate contact

Question 53

High self-monitors

Answer 53

choose friends to maximize similarity

Question 54

Low self-monitors

Answer 54

change self to create closer bonds

Question 55

Matching Hypothesis

Answer 55

people form and maintain relationships with similar physical attractiveness

Question 56

Ingratiation

Answer 56

Things people actively do to try to make others like them

Question 57

Propinquity

Answer 57

We become close to people we are physically close to

Question 58

Socially allergy effect

Answer 58

mildly irritating habits seem worse over time

Question 59

Reactance

Answer 59

Threatened freedoms are more desirable

Question 60

Loneliness

Answer 60

Discrepancy between ideal and perceived social relationships

Question 61

Bad apple effect

Answer 61

one person who breaks the rules may inspire others to do the same

Question 62

Effects of rejection

Answer 62

Depression, eating disorders, suicidal thoughts, interferes with psychological and cognitive, reduced self-control, increased anti-social behavior