Unit 2: Textbook Terms Flashcards Preview

Intro to Social Psychology > Unit 2: Textbook Terms > Flashcards

Flashcards in Unit 2: Textbook Terms Deck (12):
1

sleeper effect

a delayed impact of a message that occurs when an initially discounted message becomes effective, such as we remember the message but forget the reason for discounting it

2

pluristic ignorance

a false impression of what most other people are thinking or feeling or how they are responding

3

lowball technique

a tactic for getting people to agree to something - people who intially agree are more likely to agree when the ante is raised, people who only receive costly offer are less likely to comply

4

door-in-the-face technique

a strategy for gaining concession; after someone turns down a large request, requester counteroffers with a more reasonable request

5

foor-in-the-door phenomenon

the tendency for people have first agreed to a small request to comply later with a larger request

6

primacy effect

information presented first usually has most influence

7

recency effect

information presented last sometimes has most influence (less common than primacy effects)

8

choking

when arousal and self-conscious attention created by a large crowd interferes with well-learned, automatic behaviors

9

transformational leadership

leadership that, enabled by a leader's vision and inspiration, exerts significant influence

10

subtyping

accomodating individuals who deviate from one's stereotype by thinking of them as "exceptions to the rule"

11

just-world phenomenon

the tendency of people to believe that the world is just and that people therefore get what they deserve and deserve what they get

12

terror management

according to "terror management theory" people's self-protective emotional and cognitive responses when confronted with reminders of their mortality