Term
| affinity-seeking strategies |
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Definition
| behaviors designed to increase interpersonal attractiveness |
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| the communication of support and approval |
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| Forming impressions on the basis of whether someone was in control or not of what happened |
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| Information about yourself that you don't know but that others do know |
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| a tendency to maintain balance in your perception of messages or people; because of this process, you tend to see what you expect to see and to be uncomfortable when your perceptions run contrary to expectations |
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| When items (people or messages, for example) are very different from each other, you conclude that they don't belong together; they're too different from each other to be part of the same unit |
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| techniques by which you seek to establish your competence, character, and charisma. Use these to establish your credibility but do so in moderation; too many will make you appear to be bragging |
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Definition
| an attitude and way of behaving in which you're aware of and acknowledge cultural differences. Cultivate cultural sensitivity by learning about other cultures and interacting with people who are culturally different |
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Term
| fundamental attribution error |
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Definition
| the tendency to overvalue and give added weight to the contribution of internal factors (i.e., a person's personality) to behavior, and to undervalue and give less weight to the contribution of external factors (i.e., the situation the person is in or the surrounding events). Avoid the fundamental attribution error, whereby you attribute someone's behavior solely to internal factors while minimizing or ignoring situational forces |
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Definition
| the tendency to generalize a person's virtue or expertise from one area to other areas. Beware of this tendency; it can lead you to misperceive a situation or person |
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Definition
| information about yourself that you know but others don't know |
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Term
| image-confirming strategies |
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Definition
| techniques you use to communicate or to confirm your self-image, the image you want others to see |
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Term
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Definition
| the tendency to disregard outward signs of success and to consider oneself an "impostor," a fake, a fraud, one who doesn't really deserve to be considered successful |
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Definition
| the process by which you perceive another person and ultimately come to some kind of evaluation or interpretation of this person |
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Definition
| the process you go through to communicate the impression you want the other person to have of you. Some writers use the terms self-presentation or identity management |
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Definition
| strategies designed to influence the attitudes or behaviors of others |
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Term
| interpretation-evaluation |
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Definition
| a step in perception that is influenced by experiences, needs, wants, values, and beliefs about the way things are or should be |
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Definition
| the desire to be autonomous, to have the right to do as you wish |
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Definition
| information about yourself that you and others know |
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| a quality of interpersonal effectiveness involving attentiveness, interest, and concern for the other person. Acknowledge the importance of the other person: use focused eye contact and appropriate facial expressions; smile, nod, and lean toward the other person |
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Definition
| the tendency to attribute to one or two characteristics most or even all of what a person does. Avoid overattribution; rarely is any one factor an accurate explanation of complex human behavior |
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Definition
| the process by which you become aware of objects and events through your senses. Increase accuracy in interpersonal perception by identifying the influence of you physical and emotional states, making sure that you're not drawing conclusions from too little information, and checking your perceptions |
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Term
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Definition
| the process of verifying your understanding of some message, situation, or feeling. Increase accuracy in perception by checking your perceptions: (1) describe what you see or hear and the meaning you assign to it and (2) ask the other person if your perceptions are accuarate |
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Definition
| a process that leads you to see what you expect or want to see-for example, seeing people you like as better looking and smarter than people you don't like |
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Definition
| a theory of personality, complete with rules about what characteristics go with what other characteristics, that you maintain and through which you perceive others |
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Definition
| strategies that are often used to make ourselves appear likeable, in terms of negative and positive types |
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Definition
| the desire to be viewed positively by others, to be thought of favorably |
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Definition
| giving more importance to that which occurs first instead of that which occurs last or more recently |
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Term
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Definition
| In the classic study on the effects of _____-_____ in interpersonal perception, college students perceived a person who was described as "intelligent, industrious, impulsive, critical, stubborn, and envious" more positively than a person described as "envious, stubborn, critical, impulsive, industrious, and intelligent" |
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Definition
| Things that are physically close to each other are perceived as a unit |
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| the condition in which you make a prediction of success, act as if it is true, and thereby make it come true (for example, acting toward students as if they'll be successful influences them to become successful); a type of self-fulfilling prophecy |
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Definition
| the perception stage that involves accessing the information stored in memory |
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Definition
| giving more importance to that which occurs last or more recently instead of that which occurs first |
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Definition
| the tendency to judge a person you know to have several negative qualities also to have other negative qualities (that you have not observed); also known as the horns effect |
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Term
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Definition
| Schemata, the plural of _____, may thus be viewed as general ideas about people, about yourself (your qualities, abilities, liabilities), or about social roles (the characteristics of a police officer, professor, multibillionaire CEO) |
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Term
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Definition
| ways of organizing perceptions; mental templates or structures that help you organize the millions of items of information you come into contact with every day as well as those you already have in memory; general ideas about groups of people or individuals, about yourself, or about types of social roles. The word schemata is the plural of schema |
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Term
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Definition
| a type of schema; an organized body of information about some action, event, or procedure. A script provides a general idea of how some event should play out or unfold, the rules governing the events and their sequence |
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Term
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Definition
| the tendency to attend to those things that you want to see or that you expect to see |
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Definition
| the tendency to expose your senses to certain things and not others, to actively seek out information that supports your beliefs and to actively avoid information that contradicts these beliefs |
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Term
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Definition
| the tendency to perceive certain things and not others; includes selective attention and selective exposure |
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Definition
| the degree to which you know yourself. Increase self-awareness by listening to others, increasing your open self, and seeking out information to reduce blind spots |
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Definition
| your self-image, the view you have of who you are. To increase your understanding of self, try to see yourself, as objectively as you can, through the eyes of others; compare yourself to similar (and admired) others; examine the influences of culture; and observe and evaluate your own message behaviors |
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Term
| self-deprecating strategies |
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Definition
| techniques you use to signal your inability to do some task or your incompetence to encourage another to help you out. Avoid these or use in moderation; such strategies and easily backfire and simply make you seem incompetent |
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Definition
| beliefs that create problems; often beliefs that are unrealistic and set goals that are impossible to achieve |
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Definition
| the value (usually, the positive value) you place on yourself; your self-evaluation. Increase your self-esteem by attacking self-destructive beliefs, seeking out nourishing people, working on projects that will result in success, and securing affirmation |
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Definition
| the situation in which you make a prediction or prophecy and fulfill it yourself. For example, expecting a person to be hostile, you act in a hostile manner toward this person and, in doing so, elicit hostile behavior in the person, thus confirming your prophecy that the person will be hostile. Take a second look at your perceptions when they correspond very closely to your initial expectations; the self-fulfilling prophecy may be at work |
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Term
| self-handicapping strategies |
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Definition
| techniques you use to excuse possible failure, for example, setting up barriers or obstacles to make the task impossible so that, when you fail, you won't be blamed or thought ineffective |
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Term
| self-monitoring strategies |
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Definition
| techniques you use to monitor (self-censor) what you say or do carefully |
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Term
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Definition
| a bias that operates in the self-attribution process, leading you to take credit for the positive consequences of your behaviors and to deny responsibility for the negative consequences. Become mindful of giving too much weight to internal factors (when explaining your positives) and too little weight to external factors (when explaining your negatives) |
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Definition
| Things that are physically similar (they look alike) are perceived as belonging together and forming a unit |
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Definition
| information about yourself that neither you nor others know |
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Definition
| Self-concept is the _____ you have of who you are. Sources of self-concept include others' images of you, social comparisons, cultural teachings, and your own interpretations and evaluations |
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Term
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Definition
| Self-awareness is your _____ of yourself- the extent to which you know who you are. A useful way of looking at self-awareness is though the Johari window, which consists of four parts. The open self holds information known to the self and others; the blind self holds information known only to others; the hidden self holds information known only to the self; and the unknown self holds information known to neither the self nor others |
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Term
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Definition
| To increase self-awareness, ask yourself about yourself, listen to others, actively seek information about yourself, see you different selves, and increase your _____ self |
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Definition
| Self-esteem is the _____ you place on yourself-your perceived self-worth |
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Definition
| To increase self-esteem, try attacking your self-destructive beliefs, seeking affirmation, seeking out nourishing people, and working on projects that result in _____ |
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Term
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Definition
| Perception is the process by which you become aware of objects and events in the _____ world |
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Term
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Definition
| _____ occurs in five stages: (1) stimulation, (2) organization, (3) interpretation-evaluation, (4) memory, and (5) recall |
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Term
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Definition
| Seven important processes influence the way you form _____: Self-fulfilling prophecies may influence the behaviors of others; personality theory allows you to conclude that certain characteristics go with certain other characteristics; perceptual accentuation may lead you to perceive what you expect to perceive instead of what is really there; primacy-recency may influence you to give extra importance to what occurs first (a primacy effect) and may lead you to see what conforms to this judgment and to distort or otherwise misperceive what contradicts it; the tendency to seek and expect consistency may influence you to see what is consistent and not to see what is inconsistent; and attributions, through which you try to understand the behaviors of others, are made in part on the basis of your judgment of control. (And, stereotyping, discussed in Chapter 2, provides often inaccurate shortcuts to impression formation.) |
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Term
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Definition
| Among the major errors of _____ are the self-serving bias, overattribution, and the fundamental attribution error |
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Term
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Definition
| To increase your accuracy in impression _____, analyze your impressions and recognize your role in perception, check your impressions, reduce uncertainty; and become culturally sensitive by recognizing the differences between you and others and also the differences among people from other cultures |
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Term
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Definition
| Among the goals and strategies of impression _____ are to be liked (affinity-seeking and politeness strategies), to be believed (credibility strategies that establish your competence, characters, and charisma), to excuse failure (self-handicapping strategies), to secure help (self-deprecating strategies), to hide faults (self-monitoring strategies), to be followed (influencing strategies), and to confirm your self-image (image-confirming strategies) |
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Term
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Definition
| Each of these impression-management strategies can backfire and give others _____ impressions. Also, each of these strategies may be used to reveal your true self or to present a false self and deceive others in the process |
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