Unit 9 Flashcards
The study of how we influence & relate to one another
Social Psychology
Our tendency to explain behavior by crediting the situation or personality rather than a nuanced interaction between the two
Attribution Theory
Overestimate the impact of one’s disposition or personality, giving little or no credit to the situation
Fundamental Attribution Error
People tended to believe a person’s behavior to act warm or cold was a reflection of their own temperament
Williams College Study
More likely to credit our own personality or ability when the outcome is good, and tend to blame external factors when things go poorly
Self-Serving Bias
Feelings that predispose us to respond in a particular way to objects, people, & events
Attitudes
Tendency of people who have complied with a small request are far more likely to comply with a larger request
Foot-in-the-Door Tendency
Sets of expectations about a social position, defining how those in the position ought to behave
Roles
Recruited young men to act as guards or inmates; things became intense & attitudes changed
Prison Study; Philip Zimbardo
The idea that we act to reduce the conflict (dissonance) between our thoughts & actions
Cognitive Dissonance Theory
Espoused Cognitive Dissonance Theory (CDT); asserts that when we behave in ways we do not believe in or our attitudes make us resistant to, we experience discomfort [Unconsciously seek to reduce discomfort by changing attitudes]
Leon Festinger
A dual process theory describing the change of attitudes
Elaboration Likelihood Model
Occurs when people are influenced by incidental cues [Speaker’s attractiveness or charisma]
Peripheral Route Persuasion
Our tendency to view people who are physically or socially attractive to be good & trustworthy
Halo Effect
Functions on a deeper level, occurs when interested people have positive or sympathetic emotions triggers that may alter their intuition/attitude [Offer arguments that feed on the triggered emotional response]
Central Route Persuasion
