Week 15

Question 1

Need to belong theory

Answer 1

Biologically based need for interpersonal connection

Question 2

Social comparison theory

Answer 2

We seek to evaluate our abilities & beliefs by comparing them with those of others

Upwards (superiors) and downard (inferiors) social comparison

Question 3

Fundamental attribution error

Answer 3

When we look at others bahviour, we :

Overestimate the impact of dispositional influences

Underestimate impact of situational influences

When it comes to evaluating our own behaviour, we do the opposite

Question 4

Just a world hypothesis

Answer 4

belief that people get the outcomes they deserve

• based on the belief that the world is a fair place & therefore good
  people experience positive outcomes, and bad people experience
  negative outcomes
• Helps people feel safe

Question 5

Conformity

Answer 5

Tendence of people to alter behaviour as a result of group pressure

Social influences on conformity
* Unanimity
* Difference in the wrong answer
* Size of group (5 or 6 is ideal )

Question 6

Deindividuation

Answer 6

The loss of a persons sense of individuality and the reduction of normal constraints against deviant behaviour

Question 7

Groupthink

Answer 7

A group decision making style characterized by an excessive tendency among group members to seek concurrence

Emphasis on group unanimity at expense of critical thinking

Question 8

Name some symptoms of groupthink + treatment

Answer 8

• Illusion of group’s invulnerability = “We can’t possibly fail!”
• Self-censorship –> “I suspect the group leader’s idea is stupid, but I’d better not say anything”
• Mindguards – “oh, you think you know better than the rest of us?”
• Stereotyping of outgroup = they’re all morons”

Treatment: encourage active dissent, appoint a devil’s advocate, consult independent experts, hold follow up meetings

Question 9

Compliance : Submitting to direct social pressure

Answer 9

Its a behaviour that occurs in response to direct social pressure.

Techniques that are likely to lead to compliance are often used in sales & marketing include

-Foot in the door technique
-Door in the face technique
-Low ball technique

Question 10

Foot in the door
Door in the face

Answer 10

Foot-in-the-door starts with a small request and moves to a larger one

Door-in-the-face starts with big but then backs off

Question 10

Agression is..

Answer 10

Any physical or verbal behavior – or deliberate failure to act – that is intended to harm another person or persons (or any
living thing).

Hostile vs. instrumental aggression

Intention is important!

Question 11

Low ball technique in sales

Answer 11

Starts with low price, then adds on all desirable technique

Question 12

Obedience : following direct orders

Answer 12

Adherence to instructions from those of higher authority

Essential ingredient in daily lives. for example ; stop lights, parking signs

Problematic when people stop asking why they are behaving as others want them to

Question 13

Prosocial behaviour defined

Answer 13

Behaviour that benefits another person

Question 14

Helping : situational influences

Answer 14

People are more likely to help in certain situations
* They cant easily escape
* Victim characteristics
* Good mood
* Positive role models

Question 15

Why does the bystander effect happen

Answer 15

Five steps to helping in an emergency:
* Notice the event
* Understand that it is an emergency
* Take responsibility
* Know how to help
* Help

Question 16

Frustration aggression theory and evolutionary theory

Answer 16

Frustration aggression theory: when humans are preventing from achieving an important goal, they become frustrated & aggressive

Evolutionary theory: aggression serves evolutionary function
* Media influences
* Aggressive cues (e.g., aggressive stimuli like a weapon, an aggressive
person’s name…)
* Arousal
* Alcohol & other drugs
* Temperature

Question 17

culture of honour

Answer 17

A man has the right to kill in order to defend his family and friends

IV: (1) bumped and insulted by a confederate or
(2) passed without incident
DV: testosterone levels, handshake

Question 18

ABC model of attitudes

Answer 18

Affective, behavioural, cognitive

Question 19

What does the dual process model say about persuasion

Answer 19

Dual process model says there are 2 pathways to persuading others
* Central route = focuses on
informational content
* Peripheral route = focuses on surface aspects

Question 20

Peripheral cues

Answer 20

• Perceived credibility
• Attractiveness
• Source expertise
• Humor
• Good ratings
• Endorsement (influencers!!)

Question 21

What determines route selection ?

Answer 21

Mostly motivation & ability, but also the source, the message and the audience

For example…
* Source speaks clearly + important message + motivated audience à central route

• Source speaks very quickly (too quickly to understand) + message is trivial OR too complex / audience is distracted, in a rush, uninterested
  à peripheral route

Question 22

Source credibility

Answer 22

Appearance of expertise and
trustworthiness can encourage peripheral processing of message

Question 23

Message characteristics

two sided messages, anecdotes vs statistical evidence

Answer 23

Two-sided messages are more effective than one-sided

**Anecdotes vs. Statistical evidence:
**
Vivid description of a case can have a stronger influence on attitudes than statistics (even when its not representative)

Question 24

Message characteristics, emotional appeals

Answer 24

* Any type of appeal or persuasive message that tries to arouse a specific emotion * Make the consumer feel good, secure, excited OR fearful, threatened, guilty * Fear appeals effective when they provide the audience with a means to reduce the fear! - Too much fear will evoke a defense mechanism

Question 25

Audience characteristics

Answer 25

Who is most easily persuaded? * Between 18 to 25 in age * Low self-esteem * Normal to low intelligence * Low in NFC * People trying to make a good impression (self-monitoring)

Question 26

cognitive dissonance

Answer 26

Unpleasant mental experience of tension resulting from two conflicting thoughts or beliefs * Motivated to reduce or eliminate it * Measures of performance study

Question 27

prejudice, vs stereotype vs discrmination

Answer 27

Prejudice – a negative attitude and feeling toward an individual based solely on one’s membership in a particular social group. “I hate people who own small white dogs, they make me angry” 2. Stereotype – a specific belief or assumption about individuals based solely on their membership in a group. “people who own small white dogs are arrogant and obnoxious” 3. Discrimination – a negative action toward an individual as a result of one’s membership in a particular group. “I would never hire nor become friends with a person if I knew he or she owned a small white dog”

Question 28

Prejudice (explicit prejudice, implicit prejudice)

Answer 28

A negative evaluation or prejudgement of a group and its members (e.g., racism,sexism, homophobia, ageism, classism, islamophobia, antisemitism…) Explicit prejudice: negative feelings openly admitted – prejudice that individuals are aware of, can openly express biased beliefs (but can be difficult to measure… why?) Implicit prejudice: automatic, unconscious in-group preferences – biases that people hold without being fully aware of them! Shaped by socialization & past experiences, making them harder to control * Measured using tools like Implicit Association Test -

Question 29

Implicit associations test

Answer 29

IAT detects automatic associations between concepts, like linking “bad” with a specific group - Uses reaction time in answering as a proxy for strength of association

Question 30

Dr. Jennifer Eberthardt research on implicit bias & policing

Answer 30

Black faces are more often associated with criminality, influencing police decisions. **Shooter Bias:** Officers are more likely to mistakenly shoot unarmed Black suspects due to unconscious associations between Black individuals and threats. **Racial disparities** – bodycam footage studies **Training and Exposure**: Exposure to counter- stereotypical imagery can reduce bias; awareness of bias can improve police response, but biases often remain at the unconscious level. **Race-Neutral Policies:** "Colorblind" policies can reinforce racial inequalities by failing to address underlying biases. **Impact on Community Trust:** Racial disparities in policing erode trust between law enforcement and communities, undermining effectiveness.

Question 31

Foundations of prejudice

Answer 31

Prejudice is a learned behaviour - stereotypes are learned via parents, school, & mass media! Observational learning approaches: people’s feelings about members of various groups are shaped by behaviour of their parents, other adults, and peers! * 3-year-old children already show preferences for members of own race * Mass media provides information about stereotypes (e.g., Italians as mobsters, Jewish characters as greedy bankers, etc.)

Question 32

Social identity theory

Answer 32

We use group membership as a source of pride & self-worth * Groups we belong to furnish us with a sense of self-respect * Sometimes, to maximize self-esteem, positive aspects of ingroup are inflated, outgroups devalued * View members of outgroups as inferior to ingroup * Results in prejudice toward members of groups which we are **not** a part of

Question 33

Other explanations… social identiy theory

Answer 33

Neither learning nor social identity theory provide full explanation for stereotyping and prejudice * Scarce societal resources hypothesis * when competition exists for jobs, housing, members of majority group may believe that minority groups are hindering their efforts to attain goals, can lead to prejudice * Human cognitive limitations? * Scapegoat hypothesis: claim that prejudice arises from a need to blame other groups for our misfortunes

Question 34

Covert racism

Answer 34

Rainville football broadcast study * Analyzed live broadcasts of professional football games White players were more often: recipients of sympathy, positive focus, play-related praise * Described as perpetrators of aggression and credited with positive cognitive & physical attributes (active, causal agents) * Black players more often described as: being recipients of aggressive & having a negative, nonprofessional record (e.g., problems in college OR w/ police) (passive objects)

Question 35

Reducing consequences of prejudice & discrimination

Answer 35

Increasing contact between the target of stereotyping and the holder of the stereotype. 1 Making positive values and norms against prejudice more conspicuous. 2 Providing information about the objects of stereotyping. 3

Question 36

Robber’s cave study

Answer 36

Purpose: Studied intergroup conflict & cooperation Participants: 22 boys (11 years old) at Robbers Cave State Park, Oklahoma *** Phase 1** – Group Formation: Boys split into two groups (Rattlers & Eagles), bonded separately *** Phase 2** – Conflict: Competition led to hostility, fights, & in-group favoritism *** Phase 3** – Resolution: Superordinate goals (shared problems) reduced tension & united groups Key Findings: competition leads to hostility, working together to achieve a common goal promotes friendship!