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| the field of psychology that studies the nature and causes of people's t houghts and behavior in social situations |
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| a mental representation of a person, place, or thing that evokes an emotional response and related behavior |
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| the issue of how well we can predict behavior on the basis of attitudes |
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| a fixed, conventional idea about a group |
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| elaboration liklihood model |
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| the view that persuasive messages are evaluated on the basis of central and peripheral cues |
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| an type of persuasive communication that influences behavior on the basis of around fear instead of rational analysis of issues |
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| diverting one's attention from information that is inconsistent with one's attitudes |
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| seeking and attending to information that is relative to your opinions |
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| foot in the door technique |
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| a method that ensures compliance when a small request is followed by a larger request |
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| cognitive dissonance theory |
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Definition
| the view that we are motivated to make our cognitions or beliefs consistent |
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| attitude-discrepant behavior |
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| behavior that is inconsistent with an attitude that may have the effect of modifying an attitude |
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| in cognitive dissonance --> the tendency to seek justification for strenuous efforts |
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| a subfield in social psychology that studies the ways in which we form and modify impressions of others |
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| the tendency to evaluate people in terms of first impressions |
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| the tendence to evaluate people in terms of the most recent impression |
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| a belief concerning why people behave in a certain way |
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| people draw inferences about the motives and traits of others |
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| dispositional attribution |
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| an assumption that a person's behavior is determined by internal causes such as personal attitudes or goals |
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Definition
| an assumption that a persons behavior is determined by external circumstances such as the social pressure found in a situation |
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| fundamental attribution error |
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| the assumption that others act predominately on the basis of their dispositions, even when there is evidence suggesting the important of their situations |
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| the tendency to attribute our own behavior to situational factors, but other peoples behavior to dispositional factors |
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| successes come from internal factors, and failures from external factors |
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| the area of social psychology that studies the ways in which people influence the thoughts, feelings, and behaviors of others |
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| the process by which a person's performance is increased when other members of a group engage in similar behavior |
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Definition
| concern that others are evaluating our behavior |
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| diffusion of responsibility |
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| the spreading or sharing of responsibility for a decision or behavior within a group |
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| rules for predicting the final outcome of group decision making on the basis of the members' inital positions |
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| taking an extreme position or attitude on an issue |
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| the tendency to make riskier decisions as a member of a group instead of when you are alone |
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| a process when group members are influenced by a dynamic leader, and ignore external realities as they make decisions |
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