Final Flashcards
Affordance
an opportunity or threat provided by a situation
Attention
process of consciously focusing on aspects of our environment or ourselves
Attitudes
favorable or unfavorable evaluations of a particular person, object, event, or idea
Automaticity
ability of a behavior or cognitive process to operate without conscious guidance once it’s put into motion
Chronically Accessible
state of being easily activated, or primed, for use
Collectivistic Culture
a culture that socializes its members to think of themselves in terms of their relationships and as members of the larger social group and to prioritize the concerns of their relationship partners and groups before their own
Counterfactual Thinking
process of imagining alternative, “might have been” versions of actual events
Descriptive Norm
a norm that defines what behaviors are typically performed or commonly done in a situation
Emotions
relatively intense feelings characterized by physiological arousal and complex cognitions
Exemplar
a mental representation of a specific episode, event, or individual
Goal
- a desired outcome
- something one wishes to achieve or accomplish
Individualistic Culture
a culture that specializes its members to think of themselves as individuals to give priority to their personal goals
Injunctive Norm
a norm that defines what behaviors are typically approved or disapproved
Moods
relatively long-lasting feelings that are diffuse and not directed toward particular targets
Motivation
the force that moves people toward desired outcomes
Motive
a high-level goal fundamental to social survival
Person-situation Fit
the extent to which a person and a situation are compatible
Pluralistic Ignorance
the mistaken impression on the part of group members that, because no one else is acting concerned, there is no cause for alarm
Priming
the process of activating knowledge or goals, of making them ready for use
Reflected Appraisal Process
the process through which people came to know themselves by observing or imagining how others view them
Schema
a mental representation capturing the general characteristics
Scripted Situation
a situation in which certain events are expected to occur in a particular sequence
Self-concept
a mental representation capturing our views and beliefs about ourselves
Self-esteem
our attitude toward ourselves
Self-perception process
the process through which people observe their own behavior to anger internal characteristics such as traits, abilities, and attitudes
Self-presentation
- the process through which we try to control the impressions people form of us
- synonymous with impression management
Self-regulation
-the process through which people select, monitor, and adjust their strategies in an attempt to reach their goals
Social Comparison
the process through which people come to know themselves by comparing their abilities, attitudes, and beliefs with those of others
Socialization
the process whereby a culture teaches its members about its beliefs, customs, habits, and language
Bait-and-switch Technique
gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly arrangement
Compliance
behavior change that occurs as a result of a direct request
Conformity
behavior change designed to match the action of others
Descriptive Norm
a norm that defines what behaviors are typically performed
Disrupt-then-reframe Technique
a tactic that operates to increase compliance by disrupting one’s initial, resistance-laden view of a request and quickly reframing the request in more favorable terms
Door-in-the-face Technique
a technique that increases compliance by beginning with a large favor likely to be rejected and then retreating to a more moderate favor
Expert Power
the capacity to influence other people as a function of a person’s presumed wisdom or knowledge
Foot-in-the-door Technique
a technique that increases compliance with a large request by first getting compliance with a smaller, related request
Injunctive Norm
a norm that defines what behaviors are typically approved or disapproved
Labeling Technique
assigning a label to an individual then requesting a favor that is consistent with the label
Low-ball Technique
gaining a commitment to an arrangement and then raising the cost of carrying out the arrangement
Norm of Reciprocity
the norm that requires that we repay others with the form of behavior they have given us
Obedience
compliance that occurs in response to a directive from an authority figure
Participant Observation
a research approach in which the researcher infiltrates the setting to be studied and observes its workings from within
Personal Commitment
anything that connects an individuals identity more closely to a position or course of actions
Reactance Theory
brehm’s theory that we react against threats to our freedoms by reasserting those freedoms, often by doing the opposite of what we are being pressured to do
Social Influence
a change in overt behavior caused by real or imagined pressure from others
Social Validation
an interpersonal way to locate and validate the correct choice
That’s-not-all Technique
a technique that increases compliance by “sweetening” an offer with additional benefits
Authoritarianism
the tendency to submit to those having greater authority and to denigrate those having less authority
Discrimination
behaviors directed toward people on the basis of their group members
Disidentify
to reduce in one’s mind the relevance of a particular domain
Ingroup Bias
the tendency to benefit members of one’s own groups over members of other groups