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Definition
theory that states that we all have a basic need to understand and explain the causes of other people's behavior
Internal- (Sally got an A because she is so smart)
External-(Sally got an A because the teacher likes her) |
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| Fundamental Attribution Error (FAE) |
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Definition
| Toward others: we overestimate internal factors and underestimate external factors |
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| FOOT-IN-THE-DOOR PHENOMENON |
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Definition
| The tendency for people who have first agreed to a small request to comply later with a larger request. |
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| The tendency for people who say no to a huge request, to comply with a smaller one. |
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| is a persuasion and selling technique in which an item or service is offered at a lower price than is actually intended to be charged, after which the price is raised to increase profits. |
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| COGNITIVE DISSONANCE THEORY |
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Definition
| A highly motivating state in which people have conflicting cognitions, especially when their voluntary actions conflict with their attitudes(Leon Festinger) |
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Definition
| when people attribute their successes to internal or personal factors but attribute their failures to situational factors beyond their control |
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| PYGMALION EFFECT(SELF-FULFILLING PROPHECY) |
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Definition
| Refers to the phenomenon in which the greater the expectation placed upon people, often children or students and employees, the better they perform |
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| Adjusting one’s behavior or thinking to coincide with a group standard. |
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| Improved performance of tasks in the presence of others. |
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| The tendency for people in a group to exert less effort when pooling efforts toward a common goal than if they were individually accountable. |
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| Occurs when members lose their sense of personal identity and responsibility and the group “assumes” responsibility for their behavior |
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Definition
| When individuals in a group have similar, though not identical views, their opinions become more extreme. |
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Definition
| decision making by a group |
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Definition
Ingroup: “us”-people with whom one shares a common identity.
Outgroup: “them”-those perceived as different than one’s ingroup. |
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Definition
| The theory that prejudice provides an outlet for anger by providing someone to blame. |
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Term
| The Just-World Phenomenon |
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Definition
| Belief that the world is just, so when bad things happen to people it is because they deserve it. |
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Prejudice: a prejudgement
Stereotypes: a commonly held public belief about specific social groups, or types of individuals |
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| describes the point in time when an ordinary, normal person first crosses the boundary between good and evil to engage in an evil action. |
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| theory states that monitoring and maintaining urban environments in a well-ordered condition may prevent further vandalism as well as an escalation into more serious crime. |
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Definition
| Repeated exposure to something breeds liking. |
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| REWARD THEORY ON ATTRACTION / RECIPROCAL LIKING |
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Definition
| You are more likely to like someone who likes you. |
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Definition
| Birds of the same feather do flock together |
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| Physically attractiveness predicts dating frequency (they date more). |
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| is selfless concern for the welfare of others |
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| This is a very common social norm which says that if I give something to you or help you in any way, then you are obliged to return the favor. |
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| COCKTAIL PARTY PHENOMENON |
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Definition
| The ability to focus one's listening attention on a single talker among a mixture of conversations and background noises, ignoring other conversations. |
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Definition
Diffusion of responsibility- “Others may be more qualified”
“Others will probably intervene” |
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Definition
| are goals that are achieved by the contribution and co-operation of two or more people, with individual goals that are normally in opposition to each other, working together. |
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