Social Psych Flashcards
(14 cards)
Lowballing
Used most often in car sales, item is initially offered at a low price to get the buyer to commit then the price suddenly increases, but still the buyer stays with the sale
Foot In The Door
Small task then large
Door In The Face
Large request that the subject will most likely say no to, then proceeds with a smaller request
Commitment Should Be
Freely chosen, active, public, effortful
Written commitments, severe initiation
Confirmation Bias (Heuristic)
Search for examples to confirm hypothesis, less likely to remember instances that don’t confirm
Hindsight Bias (Heuristic)
You see the event as predictable after the event has occurred
Availability Heuristic
Mental shortcut that relies on immediate examples that come to a given person’s mind when evaluating a specific topic, concept, method or decision
Representativeness Heuristic
Used when making judgments about the probability of an event under uncertainty
Factors of Likeability
Skilled Receive Favors Share Beliefs Admirable Qualities Nearby Attractive Competent
Conformity
Milgrams Obedience to Authority (titles, clothing)
Asch Line Study: Group conformity
Pluralistic Ignorance
Often think that the majority of group members privately reject a norm when they really don’t
Implicit Association
Strength of a persons mental representations
Mere Exposure Effect
Liking something just because its familiar
Fundamental Attribution Error
Tendency to attribute someones actions to their personality, not the situation
