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Flashcards in Influence Of Others Deck (30):
1

Co actor

Another individual performing the same task

2

Audience

Group of people watching the individual performs task

3

Social facilitation

Increased performance that occurs in the presence of co actors or an audience

4

autokinetic effect

Causes us to imagine movement that never occurred

5

Norm formation

If someone guessed a high number, the other subjects responses would converge to a larger number

6

Asch's experiment

75% of subjects conformed to an incorrect answer at least once

7

Normative function

Role of others in setting norms or standards of conduct

8

Comparative function

Role of others in providing information about an ambiguous situation

9

Risky shift

Individuals answer is more riskier that when the group comes together to make a decision

10

Group polarization

Group decision making strengthens the original inclinations of the individual group members

11

Groupthink

Group decision environment where group cohesiveness becomes so strong that it tends to override realistic expectations (mob mentality

12

How to prevent groupthink

Be impartial
Have a devils advocate
Subdivide the group
Provide a second chance

13

Thought process during emergencies

Have to decide if it's an emergency
Have to decide if they need to respond to emergency

14

Collective ignorance

Seeing other people not responding and concluding it's not an emergency

15

Diffusion of responsibility

When we are deciding whether or not to act, we determine that someone else in the group is more qualified

16

Social loafing

Individuals are less motivated when working in a group than alone

17

Sunk cost trap

Unrecoverable investments of resources leading to further investments

18

Ben franklin effect

Ask a person who has negative feelings towards you for a favour

19

Naive realism

You believe you see reality as it really is

20

Cognitive dissonance

Inconsistency between attitudes and behaviours

21

Over justification effects

Overjustification with rewards means an attitude change won't take place, can lead people to change their behaviours

22

Deindividuation

In a group situation the loss of sense of personal responsibility and restraint

23

Persuasiveness

High credibility
Physical attractiveness
Those similar to you
Speech style: concise straightforward and eye contact

24

Foot in the door effect

Gradual escalation of demands increases obedience

25

Low ball technique

Escalation of terms of an agreement after someone has already agreed to comply

26

Door in the face

Starting off by asking something completely unreasonable and then scale back your request

27

Persuasion in advertising

appeal to individuals needs
Using subtle techniques to catch our attention
Desire to own luxury items

28

Altruism

Unselfish regard for the welfare of others

29

Relational aggression

Attempt to make others dislike someon

30

Hostile aggression

Behaviours that are directly confrontational