Social psychology Flashcards

Question

elaboration likelihood model of persuasion

Answer 1

Suggests two routes to persuasion: the central and the peripheral

Answer 2

Think of Kahneman's System 2: we evaluate arguments by closely following them and generating counter-arguments. Strong arguments are more likely to work this way. We use this route when we care about the thing being discussed.

Answer 3

Think of Kahneman's System 1: We judge an argument based on easier cues, rather than its merit. Example: who said it and how they said it. We use this route when we don't care much or can't pay close attention.

Answer 4

Came up with the inoculation theory of persuasion

Answer 5

Cultural truisms are seldom questioned, so people don't have practice defending them. This makes them vulnerable to attack. Persuading someone away from a cultural truism could be easier than one might guess.

Answer 6

People can hold beliefs even after they are shown to be false. For example, if someone is asked to justify the belief that chocolate causes acne, then discovers that chocolate does not cause acne, they are likely to continue to believe it anyway.

Answer 7

If you try too hard to persuade someone, they may believe the opposite of your position.

Answer 8

Three principles: 1. People prefer to evaluate themselves by objective means, but compare themselves to others when that isn't possible. 2. People compare themselves with others who are similar. 3. When a discrepancy in opinions or abilities is found, people try to line up with the group. The need to evaluate oneself is linked to the need to affiliate with others.

Answer 9

Discovered that people feeling greater anxiety are more likely to seek contact with others - especially other anxious people.

Answer 10

We like those who like us and dislike those who dislike us.

Answer 11

Came up with the gain-loss principle, which is an expansion on the reciprocity hypothesis.

Answer 12

We will like someone even more if their liking for US has increased over time. The reverse is true when someone dislikes us more over time.

Answer 13

Assumes that people weigh the costs and rewards of interacting with others

Answer 14

When interacting with others, we weigh the costs and rewards not only for ourselves, but also for the other person. A relationship in which one person gets more out of it is uncomfortable.

Answer 15

"Opposites attract" - People choose relationships so that they mutually satisfy each other's needs.

Answer 16

Proponent of the mere exposure hypothesis, which states that people like things more once they have been exposed to them - even if they weren't aware of it. Also studied social facilitation

Answer 17

Helping behavior which intends to benefit others at a cost to oneself.

Answer 18

Famous for bystander intervention research

Answer 19

Diffusion of responsibility - they all assumed someone else would help. The more people present, the less likely that any particular individual will help. Social influence - they saw no one else acting, and that must mean nothing is wrong.

Answer 20

a situation in which a majority of group members privately reject a norm, but go along with it because they assume, incorrectly, that most others accept it. No one believes, but everyone thinks that everyone else believes.

Answer 21

An attempt to explain the relationship between empathy and helping behavior. Posits that people feel either distress or empathy when seeing someone in need, and either can motivate them to help. Research suggests that empathy, rather than distress, is more likely to motivate helping behavior: someone who is distressed can also relieve that feeling by fleeing the situation.

Answer 22

learning through direct observation

Answer 23

Conducted by Albert Bandura Children observed adults either playing peacefully or aggressing toward a big Bobo doll. The children were then made to feel frustrated and left in the room with the doll. Those who observed aggression toward the doll were more likely to mistreat it.

Answer 24

Researcher who did the obedience study with electric shocks in the 60s.

Answer 25

Studied conformity using the autokinetic effect Conducted the Robber's Cave experiment, together with Carolyn Wood Sherif

Answer 26

If you stare at a point of light in a dark room, the point appears to move. Muzaver Sherif used it to study conformity. He had subjects estimate how much a point of light moved (it was, of course, an illusion). He then brought subjects together and had them make a group estimate. People's estimates conformed to the group.

Answer 27

Known for studies on conformity. He put participants in a room with confederates and asked them to judge the lengths of lines. Even when confederates gave an obviously wrong answer, the subjects conformed to it at least once 75% of the time.

Answer 28

yielding to group pressure (when there is no specific demand to do so)

Answer 29

At Yale, each of 40 subjects administered at least 300V (well after the confederate receiving "shocks" screamed in agony and asked to be freed). 65% continued to administer the voltages marked XXX. Thus, they were all willing to harm someone at the experimenter's command, and 65% were completely obedient. Milgram himself was surprised at the results and used them to explain what happened in Nazi Germany. When the experiment was done in a run-down building, he found the same results. When Milgram had two confederates defy the orders, 90% of subjects followed their lead. When the participants did not directly administer shocks, 37 of 40 went until the end.

Answer 30

a change in behavior that occurs as a result of situational or interpersonal pressure.

Answer 31

compliance with a small request increases readiness to comply with a larger one

Answer 32

people who refuse a large initial request are more likely to comply with a smaller one

Answer 33

studied self-concept among black and white children using the doll preference task

Answer 34

Used to study self-concept among ethnically diverse children. In the original version, kids are shown a black and a white doll and asked questions about how they feel about the doll. Originally, everyone preferred the white doll. However, follow-up experiments have shown that black children have a more positive self-perception than this would suggest.

Answer 35

Developed by Albert Bandura.

Answer 36

Developed by Albert Bandura, part of his social cognitive theory. Self-efficacy an individual's belief in his ability to organize and execute a particular pattern of behavior. When it is stronger, people exert more effort on challenging tasks.

Answer 37

First impressions are more important than subsequent impressions. This phenomenon crops up in diverse circumstances.

Answer 38

The most recent information we have about someone is more important in forming our impressions. This phenomenon crops up in diverse circumstances.

Answer 39

the tendency for people to infer the causes of others' behavior. We can infer dispositional or situational causes. We tend to prefer dispositional ones (fundamental attribution error).

Answer 40

Developed balance theory, attribution theory

Answer 41

The tendency to allow a general impression about someone influence more specific evaluations. Can be positive or negative. Example: I like Jill, therefore she must be a hard worker.

Answer 42

Studied the tendency of individuals to believe in a just world

Answer 43

Studied the influence of group norms. He found that young women at a (women's) college in 1936 became more liberal each year, despite mostly coming from Republican families.

Answer 44

Suggested that there are cultural norms that govern how far away we stand from the people we're speaking to. These vary between countries.

Answer 45

The study of how individuals space themselves in relation to others (e.g. how far apart to stand when talking).

Answer 46

Argued that the presence of others increases arousal, which in turn enhances "dominant" responses. (see social facilitation) Dominant here means "most likely to happen." A new dancer - prone to mistakes - will make more mistakes around others. An expert dancer, on the other hand, will show enhanced performance.

Answer 47

People tend to work less hard in a group than individually.

Answer 48

Studied anonymity in social environments. He found that people are more likely to be antisocial when anonymous. Conducted the Stanford Prison Experiment, in which reflective glasses and uniform clothing made the guards somewhat anonymous.

Answer 49

The guards, who were instructed to maintain law and order without physical violence, became crueler as the experiment continued. One prisoner had to be released before 36 hours because of a mental breakdown. More prisoners had breakdowns and the experiment was ended after six days. This was all explained by deindividuation - the roles that the participants took on superceded their individual identities.

Answer 50

a loss of self-awareness and individual identity

Answer 51

Studied group decision-making, and how it goes wrong. Came up with the idea of groupthink.

Answer 52

the tendency of groups to strive for consensus and ignore discordant information. Can lead to very bad decisions.

Answer 53

Group decisions are riskier than the average of individual choices. Probably a version of group polarization - groups tend to develop extreme opinions in general, compared to the average of individuals.

Answer 54

Risky shift particularly occurs in situations in which riskiness is culturally valued, e.g. business situations

Answer 55

Studied risky shift. Found that it does not always occur; sometimes groups became more cautious than individuals.

Answer 56

group discussion tends to enhance a group's initial tendencies, e.g. toward risk or caution.

Answer 57

Studied different leadership styles in boys' after-school programs. Laissez-faire produced the worst results. Also: B = f(P, E)

Answer 58

A problem in which two people have to choose whether to compete or cooperate. If they both cooperate, they maximize the positive outcome for everyone. But if one competes and the other does not, the "selfish" person gets an even more positive outcome, and the cooperator is disadvantaged. If they both compete, they get the worst outcome.

Answer 59

By Muzafer Sherif. Two groups of boys went to camp and had a week each to bond. Then, they learned of each other and had to compete. Hostilities arose between the groups, but were later eliminated by cooperation towards a superordinate goal.

Answer 60

Goals best obtained through inter-group cooperation

Answer 61

During training, the presence of others impairs performance. After mastery, the presence of others enhances performance.

Social psychology Flashcards

(85 cards)