Term
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Definition
The degree to which a concept is active in our consciousness. |
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Definition
| simultaneously experiencing strong contradictory emotions or motivations |
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| Having an evaluative component toward a stimulus that is made up of effetive behavioural, and cognitive information |
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Definition
| Accessibility arising from frequent and recent exposure to a construct that has permanence -- i.e. It is accessible all the time. |
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Definition
| A type of learning by which a neutral stimulus gets paired with a stimuus (UCS) that elicits a response (UCR). Through repeated pairings, the neutral stimulus (CS) by itself elicits the response (CR) of the second stimulus. |
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Term
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Definition
| The anxiety that arises from acting in a way discordant with one's attitudes. This axciety is resolved by adjusting one's attitudes to be in line with the behaviour. |
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Term
| CONDITIONED RESPONSE (CR) |
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Definition
| A learned response to the conditioned stimulus that was previously a neutral stimulus. |
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Term
| CONDITIONED STIMULUS (CS) |
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Definition
| A stimulus that, oly by repeated association with a particular unconditioned stimulus, comes to evoke the response associated with the unconditioned stimulus. |
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Definition
| Attitudes of which one is aware and that one can control. |
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Term
| IMPLICIT ASSOCIATION TEST (IAT) |
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Definition
| A test that measures how easily we associate categories with positive or negative attitudes, including measures in categories ranging from racial and religous attitudes to attitudes about presidents. |
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| attitudes that are automatically formed and activated without our even being aware of it. |
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| The process by which people either consciously or unconsciously attempt to monitor how they appear to others by regulating the information conveyed about themselves in a social interaction, and thus attitude change is more likely when counter-attitudinal behaviour occurs in public. |
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Definition
| The phenomenon whereby objects become better liked with exposure -- we like things more as they become more familiar to us. |
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| The tendency to show a preference for letters in our own name and prefer stimuli that contain those letters. |
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Definition
| Acquiring an attitude or behaviour due to the observation of others exhibiting that attitude or behaviour. |
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Definition
| A type of learning in which the frequency of a behaviour is determined by reinforcement and punishment. |
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| Cognitive dissonance that results from having to reject one appealing choice in favour of another. |
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Definition
| The theory that we are more open to attitudinal change when we have recently been given an opportunity to affirm our core values and identity. |
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Term
| THEORY OF PLANNED BEHAVIOUR |
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Definition
| The theory that attitudes, social norms, and the perceived control of an individual lead to behaviour. |
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Term
| UNCONDITIONED RESPONSE (UCR) |
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Definition
| A response that occurs automatically in reaction to some stimulus without learning taking place. |
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Term
| UNCONDITIONED STIMULUS (UCS) |
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Definition
| A stimulus that elicits a response automatically, without learning taking place. |
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Term
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Definition
| A type of processing that occurs when an individual has the ability and motivation to thoroughly listen to and evaluate a persuasive message. |
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Term
| ELABORATION LIKELIHOOD MODEL (ELM) |
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Definition
| A model of persuasion that proposes two different routes, central and peripheral, that an individual may take when processing a message. The route is impacted by cognitive capacity and individual differences of the perceiver. |
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Definition
| An attempt to provoke fear in the audience in order to persuade them not to do something. |
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| The process of being informed ahead of time that a favoured attitude will be challenged. |
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Definition
| The process of being informed ahead of time that a favoured attitude will be challenged. |
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Definition
| The process of building up resistance to unwanted persuasion. |
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Term
| OUTCOME-RELEVANT INVOLVEMENT |
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Definition
| The degree to which the economic or social outcome promoted in a message is important to the reciever. |
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Definition
| A type of processing that occurs when an individual lacks the ability and motivation to thoroughly listen to and evaluate a persuasive message and is, therefore influenced by external cues such as attractiveness of the speaker. |
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Definition
| The way people communicate in order to influence other people's attitudes and behaviours |
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Definition
| The instinctive reation of individuals to preserve that freedom when feel it is threatened. |
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Definition
| The effect whereby the persuasive impact of a non=credible source increases over time. |
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| The person or persons who deliver the message. |
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Definition
| The degree of attraction or aversion that a person feels toward a specific object, event, or idea. |
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Definition
| The non-conscious mimicry of the postures, mannerisms, facial expressions, and other behaviours of one;s interaction partner, such that one's behaviour passively and unintentionally changes to match that of others in one's current social environment. |
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Definition
| A form of social influence involving direct requests from one person to another. |
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Definition
| A type of social influence in which an individual changes his or her behaviours to stay in line with social norms. |
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Term
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Definition
| How people typically behave in a given group or situation. |
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Term
| DOOR-IN-THE-FACE TECHNIQUE |
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Definition
| A compliance technique in which the requester makes an initial offer that is much larger than the target offer, in the hope that the final offer will have the appearance of the requestor doing a favour for the target person. |
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Term
| FOOT-IN-THE-DOOR TECHNIQUE |
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Definition
| A compliance technique that begins with a small request that, when granted, leads to a larger request. |
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Term
| INFORMATIONAL SOCIAL INFLUENCE |
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Definition
| A type of influence that occurs when one turns to members of one's group to obtain accurate information. |
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Term
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Definition
| Techniques in which we get others to like us so they are more likely to comply with a request. |
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Term
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Definition
| Behaviours of which people typically approve or disapprove in a given group or situation. |
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Definition
| A compliance technique in which a target accepts a "low-cost" offer, only then to be told that there are additional hidden costs. |
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Term
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Definition
| A process in which a small number of people within a group guide a change in the group's attitiude or behaviour. |
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Term
| NORMATIVE SOCIAL INFLUENCE |
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Definition
| A type of influence that occurs when one goes along with a group because one wants to be accepted. |
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Definition
| A form of social influence in which an individual orders another person to do something. |
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Definition
| A type of norm misperception that occurs when each individual in a group privately rejects the norms of the group, but believes that others accept them. |
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Definition
| A type of conformity that occurs when people truly believe the group is right, occurs even in the absense of group members. |
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Term
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Definition
| A type of conformity that occurs when we feel pressured to conform to group norms. When publicly conforming, people pretend to agree with the group, but privately think the group is wrong. |
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Term
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Definition
| A theory which suggest that social influence depends on the strength, immediacy, and number of source persons relative to the target person(s). |
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Term
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Definition
| Patterns of behaviour that are accepted as normal, and to which an individual in expected to conform, in a particular group or culture. |
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Term
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Definition
| Expectations for the ways in which an individual should behave in a given situation. |
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Term
| SYMBOLIC SOCIAL INFLUENCE |
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Definition
| A type of influence that occurs when we change our behaviour according to the mental representation of others and our relationships with them. |
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Term
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Definition
| A compliance technique in which an initial request is followed by adding something that makes the offer more attractive. |
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Term
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Definition
| A means of resolving conflict that involves each side of the dispute making offers, counteroffers, and concessions. |
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Definition
| The belief that we are justified in our own thoughts and actions but that others are biased in their beliefs and behaviours. |
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Definition
| The degree to which a group is connected. |
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Definition
| The tendency for an individual within a group to let go of self-awareness and restraint and do what the group is doing. |
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Term
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Definition
| The perceived incompatibility of actions, goals, or ideas. |
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Term
| DISTRACTION CONFLICT THEORY |
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Definition
| The idea that a person performing a task in front of others experiences a conflict of attention between the audience and the task at hand, thus increasing the motivation to succeed when completing simple tasks. |
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Term
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Definition
| The idea that one's performance will be hindered or heightened due to approval or disapproval from others. |
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Term
GRIT
GRADUATED AND RECIPROCATED INITIATIVES IN TENSION REDUCTION |
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Definition
| A step-by-step formula for de-escalating a conflict that involves unilateral concessions and quick reciprocation by the opposition. |
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Term
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Definition
| Two or more people who are seen as a unity and interact with one another. |
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Term
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Definition
| Rules or expectations regarding desirable behviours that group members strive to follow. |
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Definition
| The tendency for an attitude or belief to become magnified within group after members discuss an issue among themselves. |
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Term
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Definition
| A manner of thinking that happens when the desire for harmony in a decision-making group overrides a realistic evaluation of other solutions. |
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Definition
| Bias that occurs when people assume that the intentions of another person are hostile. |
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Term
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Definition
| The theory that conflict stems from competition for limited resources such as money, land, power or other resources. |
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Definition
| The tendency for people in groups to take greater risks than if the actions were to be taken by individual members alone. |
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Definition
| Rules that guide how the initial distribution of views of each group member influences the final group decision. |
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Term
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Definition
| The enhancement of a well-learned performance when other people are present. |
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Term
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Definition
| Occurs when individuals make less of an effort when attempting to achieve a particular goal as a group then they would if they were attempting to achieve the goal on their own. |
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Term
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Definition
| A leader who believes in a ladder of authority and consider people on lower rungs to be subordinates and therefore required to follow the instructions set forth by their manager, this type of leader rewards good work and works efficiently to solve problems. |
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Term
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Definition
| A leader who believes in inspiring his followers with energy ad devotion, thereby transforming the group and his members. |
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Definition
| Behaviour, either verbal or physical, that is used to intentionally harm another individual. |
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Term
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Definition
| An undesirable experience that may include pain, discomfort, overcrowding, or attack. |
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Term
| COGNITIVE-NEOASSOCIATION THEORY |
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Definition
| A theory which suggests that when a person experiences something with a negative result, such as pain or discomfort, aggressive behaviour can ofteb occur in the wake of that experience. |
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Term
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Definition
| A culture in which strong norms suggest that aggression is a n appropriate response to an insult or threat to one's honour. |
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Definition
| A process through which physiological reactions to violence are reduced as a result of repeated exposure |
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Term
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Definition
| An action or behaviour that is clearly derived from the aggressor and is aimed directly at the target. |
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Term
| EXPRESSIVE VIEW OF AGGRESSION |
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Definition
| A view of aggression as a way to express anger and reduce stress. |
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Term
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Definition
| An action or behaviour that is clearly derived from the aggressor and is aimed directly at the target. |
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Term
| EXPRESSIVE VIEW OF AGGRESSION |
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Definition
| A view of aggression as a way to express anger and reduce stress. |
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Term
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Definition
| A feeling of being upset or annoyed by the inability to reach a goal or perform an activity. |
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Term
| FRUSTRATION AGGRESSION THEORY |
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Definition
| A theory which states that frustration precedes aggression because our motivation for aggression increases when our current behaviour is interrupted or we are prevented from reaching a goal. |
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Term
| GENERAL AGGRESSION MODEL (GAM) |
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Definition
| A theory that builds on the social learning theory and provides a more integrative framework for specific theories of aggression by including situational and personal variables. |
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Term
| HOSTILE (AFFECTIVE) AGGRESSION |
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Definition
| Behaviour that occurs when the primary goal of an action is to make the victim suffer. |
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Definition
| An action or a behaviour that is not clearly derived from the aggressor, and where it is not obvious to the target that he or she has been the victim of aggression. |
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Definition
| A theory in which aggression is an innate and inevitable force. |
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Definition
| Behaviour that occurs when the primary goal of an action is not to make the victim suffer but to attain a non-injurious goal. |
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Term
| INSTRUMENTAL VIEW OF AGGRESSION |
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Definition
| A view of aggression as a way to gain social or material rewards. |
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Definition
| a process in which one person engages in behaviour that is mimicked by another person. |
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Term
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Definition
| An action or process that strengthens a behaviour |
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