Term
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Definition
| A mental rule of thumb whereby people base a judgement on the ease with which they can bring something to mind |
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Definition
| Thinking that is unconscious, unintentional, involuntary and effortless |
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Definition
| Making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position |
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Term
| Anxious/Ambivalent attachment style |
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Definition
| An attachment style characterized by a concern that others will not reciprocate one's desire for intimacy, resulting in higher than average levels of anxiety |
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Term
| Avoidant attachment style |
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Definition
| An attachment characterized by a suppression of attachment needs because attempts to be intimate have been rebuffed; people with this style find it difficult to develop intimate relationships |
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Definition
| The extent to which schemas and concepts are at the forefront of people's minds and are therefore likely to be used when we are making judgements about the social world |
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Definition
| The desire to help another person even if it involves a cost to the helper |
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Definition
| A type of thinking in which people focus on the properties of objects w/o considering their surrounding context: This type of thinking is common in western cultures |
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Definition
| we tend to attribute our own behavior to external causes, but attribute others behavior to internal causes |
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Definition
| The finding that the greater number of bystanders who witness an emergency, the less likely any one of them is to help |
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Definition
| A form of defensive attribution wherein people assume that bad things happen to bad people and good things happen to good people |
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| Beautiful is good stereotype |
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Definition
| Attractive people assumed to have other positive qualities |
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Definition
| If people commit to an idea or goal, they are more likely to honor that commitment because of establishing that idea or goal as being congruent with their self-image |
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Term
| collective interdependence |
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Definition
| men have more of it, meaning that they focus on their memberships in larger groups, such as the fact they are american or they belong to a fraternity |
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Term
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Definition
| A drive or feeling of discomfort, originally defined as being caused by holding two or more inconsistent cognitions and subsequently defined as being caused by performing an action that is discrepant from one's customary, typically positive self-conception |
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Definition
| during complex learning activities the amount of information and interactions that must be processed simultaneously can either under-load, or overload the finite amount of working memory one possesses |
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Term
| central route to persuasion |
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Definition
| the case whereby people elaborate on a persuasive communication, listening carefully to and thinking about the arguments, as occurs when people have both the ability and motivation to listen carefully to a communication |
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Definition
| The notion that blowing off steam by performing an aggressive act, watching others engage in aggressive behaviors, or engaging in a fantasy of aggression, relieves built up aggressive energies and hence reduces the likelihood of further aggressive behavior |
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Definition
| relationships in which people's primary concern is being responsive to the other person's needs |
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Definition
| The intimacy and affection we feel when we care deeply for a person but do not experience passion or arousal in the person's presence |
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Definition
| people's expectation's about the level of rewards and punishments they are likely to receive in a particular relationship |
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Term
| Comparison level for alternative |
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Definition
| People's expectations about the level of rewards and punishments they would receive in an alternative relationship |
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Term
| consistency, distinctiveness, and consensus information |
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Definition
| Factors in Kelley's covariation model regarding attributions |
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Term
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Definition
| By comparing or contrasting two things you create an artificial scale of measurement with the two things at the extreme ends of the scale |
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Definition
| Thinking that is conscious, intentional, voluntary, and effortful |
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Definition
| Mentally changing some aspect of the past as a way of imaging what might have been |
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Definition
| The loosening of normal constraints on behavior when people can't be identified (such as when they are in a crowd) |
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Definition
| People's perceptions of how people actually behave in given situations, regardless of whether the behavior is approved or disapproved of by others |
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Term
| Diffusion of responsibility |
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Definition
| the phenomenon whereby each bystander's sense of responsibility to help decreases as the number of witnesses increases |
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Definition
| Making a large request, followed by a smaller request (reciprocate by conceding) |
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Term
| Downward counterfactual thinking |
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Definition
| compares the present outcome to a worse outcome |
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Term
| Fear-arousing communication |
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Definition
| Persuasive messages that attempt to change people's attitudes by arousing their fears |
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Definition
| The ability to put oneself in the shoes of another person and to experience events and emotions the way that person experiences them |
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Definition
| The concern about being judged that can cause mild arousal |
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Definition
| Relationships governed by the need for equity |
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Definition
| A reason or an explanation for dissonant personal behavior that resides outside the individual |
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Definition
| Evolutionary, then cultural, then, individual preference |
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Term
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Definition
| Getting someone to agree to something then making a request that coincides with the original statement |
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Term
| Fundamental attribution error |
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Definition
| The tendency to overestimate the extent to which people's behavior is due to internal factors, and to underestimate the role of situational factors |
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Term
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Definition
| The tendency for groups to make decisions that are more extreme than the initial inclinations of its members |
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Definition
| A kind of thinking in which maintaining group cohesiveness and solidarity is more important than considering the facts in a realistic manner |
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Definition
| The tendency for people to exaggerate how much they could have predicted an outcome after knowing that it occured |
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Definition
| A type of thinking in which people focus on the overall context, particularly the ways in which objects relate to each other; this type of thinking is common in East Asian cultures |
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Definition
| Aggression stemming from feelings of anger and aimed at inflicting pain |
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Definition
| The tolerance a person earns, over time, by conforming to group norms; if they earn enough idiosyncrasy credits, the person on occasion can act deviantly without retribution from the group |
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Term
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Definition
| The tendency to see relationships, or correlations, between events that are actually unrelated |
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Term
| Implicit Personality Theory |
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Definition
| A type of schema people use to group various kinds of personality traits together; for example, many people believe that someone who is kind is generous as well |
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Term
| Independent View of the self |
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Definition
| A way of defining oneself in terms of one's own internal thoughts, feelings, and actions and not in terms of the thoughts, feelings, and actions of other people (western cultures) |
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Term
| Interdependent View of the self |
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Definition
| a way of defining oneself in terms of one's relationships to other people and recognizing that one's behavior is often determined by the thoughts, feelings, and actions of other (Asian) |
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Term
| Informational social influence |
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Definition
| The influence of other people that leads us to conform because we see them as a source of information to guide our behavior; we conform because we believe that others' interpretation of an ambiguous situation is more correct than ours and will help us choose an appropriate course of action |
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Term
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Definition
| positive feelings and special treatment for people we have defined as being part of our in-group and negative feelings and unfair treatment for others simply because we have defined them as being in the out group. |
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Definition
| People's perceptions of what behaviors are approved or disapproved of by others |
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Definition
| Aggression as a means to some goal other than causing pain |
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Definition
| The dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity or object, usually resulting in individuals' devaluing the forbidden activity or object |
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Term
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Definition
| The reduction of dissonance by changing something about oneself (e.g one's attitude or behavior) |
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Definition
| The desire to engage in an activity because we enjoy it or find it interesting, not because of external rewards or pressures |
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Term
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Definition
| A classroom setting designed to reduce prejudice and raise the self-esteem of children by placing them in small, desegregated groups and making each child dependent on the other children in the group to learn the course material and do well in the class |
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Definition
| The tendency for individuals to increase their liking for something they have worked hard to attain |
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Definition
| The idea that behaviors that help a genetic relative are favored by natural selection |
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Definition
| An unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a very low cost, subsequently claims it was an error, and then raises the price; frequently, the customer will agree to make the purchase at the inflated price |
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Definition
| Want to make the perfect choice, hard for them to settle |
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Definition
| The finding that the more exposure we have to a stimulus, the more apt we are to like it |
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Term
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Definition
| People in around you that have an effect on performance |
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Definition
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Definition
| a member of a group who serves as an informational filter, providing limited information to the group and, consciously or subconsciously, utilizing a variety of strategies to control dissent and to direct the decision-making process toward a specific, limited range of possibilities, symptom of groupthink |
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Term
| Misattribution of Arousal |
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Definition
| The process whereby people make mistaken inferences about what is causing them to feel the way they do |
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Term
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Definition
| Racism still leaks out, mostly in ambiguous situations, when easily rationalized |
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Term
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Definition
| automatic part of thought suppression. searches for evidence that the unwanted thought is about to intrude on consciousness. |
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Term
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Definition
| The situation that exists when two or more groups need each other and must depend on each other to accomplish a goal that is important to each of them |
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Term
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Definition
| uman beings have an innate drive to reduce negative moods. They can be reduced by engaging in any mood-elevating behavior, including helping behavior |
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Term
| Normative social influence |
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Definition
| The influence of other people that leads us to conform in order to be liked and accepted by them; this type of conformity results in public compliance with the group's beliefs and behaviors but not necessarily private acceptance of those beliefs and behaviors |
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Term
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Definition
| more controlled part of thought suppression, effortful, conscious attempt to distract oneself by finding something else to think about |
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Definition
| The perception that individuals in the out-group are more similar to each other (homogeneous) than they really are, as well as more similar than the members of the in-group are |
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Term
| Over-justification effect |
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Definition
| The tendency for people to view their behavior as caused by compelling extrinsic reasons, making them underestimate the extent to which it was caused by intrinsic reasons |
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Term
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Definition
| An intense longing wel feel for a person, accompanied by physiological arousal; when our love is reciprocated, we feel great fulfillment and ecstasy, but when it is not, we feel sadness and despair |
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Term
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Definition
| The seeming importance of information that is the focus of people's attention |
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Term
| Performance-contingent reward |
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Definition
| Rewards that are based on how well we perform a task |
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Term
| peripheral route to persuasion |
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Definition
| The case whereby people do not elaborate on the arguments in a persuasive communication but are instead swayed by peripheral cues |
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Term
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Definition
| The case in which people think that everyone else is interpreting a situation in a certain way, when in fact they are not |
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Definition
| Dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluing the rejected alternatives |
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Definition
| treating people better because of characteristics like their race, age or ethnicity |
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Term
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Definition
| The idea that when people feel their freedom to perform a certain behavior is threatened, an unpleasant state of reactance is aroused, which they can reduce by performing the threatened behavior |
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Term
| Reasons-generated attitude change |
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Definition
| attitude change resulting from thinking about the reasons for one's attitudes; people assume their attitudes match the reasons that are plausible and easy to verbalize |
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Term
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Definition
| the expectation that helping others will increase the likelihood that they will help us in the future |
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Term
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Definition
| people expect things back when they do something |
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Term
| Relational Interdependence |
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Definition
| Women have more. they focus more on their close relationships, such as how they feel about their spouse or child |
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Term
| Relationship-Oriented Leaders |
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Definition
| A leader who is concerned primarily with workers' feelings and relationships |
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Definition
| the perception that you have less than you deserve, less than what you have been led to expect, or less than what people similar to you have. |
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Term
| Representative Heuristics |
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Definition
| A mental shortcut whereby people classify something according to how similar it is to a typical case |
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Definition
| have fairly high standards, but will accept what is "good enough" |
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Definition
| People want things more when they are scarce |
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Definition
| Mental structures people us to organize their knowledge about the social world around themes or subjects and that influence the information people notice, think about, and remember |
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Term
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Definition
| an attachment style characterized by trust, a lack of concern with being abandoned, and the view that one is worthy and well liked |
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Definition
| The idea that when people focus their attention on themselves, they evaluate and compare their behavior to their internal standards and values |
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Definition
| The case whereby people have an expectation about what another person is like, which influences how they act toward that person, which causes that person to behave consistently with people's original expectations, make the expectations come true |
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Term
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Definition
| the strategy whereby people create obstacles and excuses for themselves so that if they do poorly on a task, they can avoid blaming themselves |
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Definition
| take credit for our successes, and deflect blame for our failures |
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Term
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Definition
| refers to a range of social and emotional traits, including being friendly, polite, good natures, pleasant, and helpful towards others. Prominent in spanish speaking countries |
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Definition
| The idea that people's feelings about a relationship depend of their perceptions of the rewards and costs of the relationship, the kind of relationship they deserve, and their chances for having a better relationship with someone else |
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Definition
| the tendency for people to do better on simple tasks and worse on complex tasks when they are in the presence of others and their individual performance can be evaluated |
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Definition
| the tendency for people to relax when they are in the presence of others and their individual performance cannot be evaluated, such that they do worse on simple task but better on complex tasks |
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Definition
| Rewards that are given for performing a task, regardless of how well the task is done |
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Definition
| A leader who is concerned more with getting the job done than with workers' feelings and relationships |
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Definition
| the attempt to avoid thinking about something we would prefer to forget |
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Term
| Ultimate attribution error |
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Definition
| the tendency to make dispositional attributions about an entire group of people |
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Term
| Upward counterfactual thinking |
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Definition
| more common than downward, when you think of the better outcome of a situation |
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Term
| urban overload hypothesis |
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Definition
| the theory that people living in cities are constantly being bombarded with stimulation and that they keep to themselves to avoid being overwhelmed by it |
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Definition
| The idea that we learn about our own abilities and attitudes by comparing ourselves to other people |
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Definition
| oriented around the self, independent instead of identifying with a group mentality. (western, U.S) |
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Definition
| identifying yourself more with a group then by yourself (asian) |
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