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Definition
| Find that people show favoritism towards in group members even when group membership is randomly determined. |
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| Realistic conflict theory |
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Definition
| Idea that competition over scarce resources leads to intergroup hostility and conflict |
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| Finding that groups are more extreme and hostile than individuals |
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| Being obvious or standing out |
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| Individuals plan to perform the behavior in question |
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| Perceived behavior control |
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Definition
| Individuals beliefs about whether he/she can actually perform the behavior in question |
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Definition
| Looking to others for cues about how to behave while they are looking at you |
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| Based n commitment, one first gets person to comply with seemingly low cost request and only later reveals the hidden cost |
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| Captures people's attention as by making novel request (Homeless guy asking for 17 cents as upposed to asking for money in general) |
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| Disrupt-then-frame technique |
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Definition
| One disrupts critical thinking by introducing an unexpected element then reframes the message in a positive light (I'm selling "halfcakes", you don't know what that is, which gets your attention. I tell you it is a "cupcake" which you understand.) |
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Definition
"Boomerang effect"
Doing exactly the opposite of what one is being persuaded to do |
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| Negative state relief hypothesis |
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Definition
| Idea that people help others in order to relieve their own distress |
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Definition
| Cooperative learning technique for reducing feelings of prejudice |
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| Cognitive dissonance theory |
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Definition
| Inconsistencies produce psychological discomfort leading people to rationalize their behavior or change their attitudes |
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Definition
| Problem of inconsistency between attitudes (a) and behaviors (b) |
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Definition
| Outwardly going along with the group but maintaining private inner belief that the group is wrong |
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| People perceived as credible sources because they are arguing against their own previously held attitudes and behaviors. |
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Definition
| Whether you get the message (pay attention to, understand) |
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Definition
| Whether you "accept the message" |
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Term
| Elaboration likelihood model |
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Definition
| Theory that posits two routs to persuasion via either conscious or automatic processing |
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Definition
| When members of a society respect and follow its rules |
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Definition
| Idea that everyone gets the same amount regardless of what he/she contributes |
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Definition
| Idea that each person receives benefits in proportion to what he/she contributes |
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| Empathy-specific punishment |
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Definition
| Idea that empathy triggers fear of social punishment that can be avoided by helping |
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Definition
| Idea that empathy triggers need for social reward gained by helping |
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Definition
| Idea that empathy motivates altruistic behavior |
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Term
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Definition
| when helper seeks to increase another's welfare and expects nothing in return |
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Term
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Definition
| When helper seeks to increase his/her own welfare by helping |
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Definition
| Situation in which one person's gain is another person's loss |
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Definition
| Interaction in which both participants can win (or lose) |
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Definition
| Rout to persuasion that involves simple cue such as attractiveness of source |
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Definition
| Route to persuasion that involves careful and thoughtful consideration of the content of the message (conscious) |
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Term
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Definition
| Finding that over time, people separate the message from the messenger (Read an article about Biology from a Bio professor. Over time you'll remember the message and not the messenger) (You'll fall asleep trying to remember names of people!) |
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Term
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Definition
| Individual who delivers a message |
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Term
| Fast-approaching deadline technique |
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Definition
| Based on scarcity, one tells people an item or price is only available for a limited time. |
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Definition
| Based on scarcity, there's only a certain number of the item |
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Definition
| Based on reciprocity, one first makes an inflated request, but before a person can answer, the deal is sweetened by adding a discount or bonus |
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| Door-in-the-face technique |
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Definition
| Based on reciprocity, one starts with inflated request and the retreats to smaller request. (Car salesmen do this) |
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Term
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Definition
| based on consistency, one assigns label to individual and then requests a favor that is consistent with label |
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Term
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Definition
| based on commitment, one draws people in with attractive offer that is unavailable and then switches them to be less attractive |
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Definition
| influence technique based on commitment in which one starts with small request in order to gain acceptance for larger request |
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Definition
| going along with crowd because you think the crowd knows more than you do |
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Definition
| going along with the crowd in order to be liked and accepted |
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| act of comparing oneself to people who are worse off |
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Definition
| view that people live in social worlds based on certain beliefs about reality |
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Definition
| finding that once beliefs form, they are resistant to change |
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Definition
| cognitive dissonance experienced after making a difficult choice |
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Definition
| finding that when people work hard/make sacrifices, they will try to convine themselves it is worth it |
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Term
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Definition
| idea that relationships among one person (p), other person (o) and an attitude object (x) may be either balanced or unbalanced |
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Definition
| global evaluations toward some object or issue |
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Definition
| pieces of information about something; fact or opinion |
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Definition
| idea that regular interaction between members of different groups reduces prejudice |
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Definition
| characteristics of individuals that are considered socially unacceptable |
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Definition
| rejection of those who associate with stigmatized others |
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Term
| outgroup homogeneity bias |
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Definition
| assumption that outgroup members are more similar to ne another than ingroup members are to one another |
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Definition
| process of sorting people into groups based on characteristics they have in common |
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Definition
| categories that people use for individuals who do not fit general stereotype |
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Definition
| unequal treatment of different people based on the groups |
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Definition
| simultaneously holding egalitarian values and negative feelings toward minorities |
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Definition
| prejudiced attitudes toward a particular race |
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| negative feeling toward an individual based solely on his or her membership in particular group |
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