Chapters 20-21

Key Term EXAMPLES

Attitudes

• Beliefs and feelings about objects, people, and events that can affect how people behave in certain situations.

• IF someone feels that texting and driving is dangerous, that will affect their behavior.

Discrimination

• Unfair treatment of individuals because they are members of a particular group

• If people believe that teenagers are lazy and unreliable, they may not be considered for a job

Sales Resistance

• The ability to refuse a request or sales pitch • A person who can talk to the people at the

mall kiosk and say “No” have sales resistance

Primacy Effect

• Tendency for people to form opinions of others on the basis of first impressions

• If you dislike a colleague after two years of working together, based on way they treated you on first day of work

Recency Effect

• Occurs when people change their opinions of others on the basis of recent interactions instead of holding on to their first impressions

• After working with someone who was mean to you for two weeks, you find out they’ve been doing through a divorce. After they tell you what’s been going on, you reevaluate your thoughts on them and things get better.

Self-serving bias

• Tendency to view one’s successes as stemming from internal factors and one’s failures as stemming from external factors

• You take credit for passing your math exam, but blame the teacher for why you failed your French exam

Cognitive Evaluation

• A process in which a person forms beliefs, based on evidence from many sources

• Hearing a news story on TV, thinking about it, and deciding if you agree or disagree with report

Cognitive Anchors

• A persistent belief that develops early in life and shapes the way a person sees and interprets life.

• A person raised Republican or Democrat is likely to remain that way (religion, sports, etc)

Persuasion

• The attempt to influence people’s attitudes and choices through argument, entreaty, or explanation?

• A teenager is trying to get their parents to change their curfew.

Central Route

• A method of persuasion that uses evidence and logical arguments to influence people.

• Trying to convince someone to stop smoking by giving them all the facts about how nicotine affects the body.

Peripheral Route

• Method of persuasion characterized by an emphasis on factors other than the message itself.

• Trying to make someone feel guilty for smoking, saying they’re going to die and leave you all alone.

Two-Sided Argument

• A method of discrediting an opponent by presenting his or her argument and then refuting it.

• IF Subway wanted people to chose them over McDonald’s, they could ADMIT McDonald’s is cheaper, BUT focus on fact that Subway is HEALTHIER.

Emotional Appeal

• A type of persuasive communication that influences behavior on the basis of feelings rather than on an analysis of the issues.

• Publix Thanksgiving commercials or Mother’s Day commercials focusing on eliciting emotions, rather than listing all reasons to shop at the store.

Scapegoat

• A person or group unfairly blamed for the problems of others.

• Hitler blaming the Jews or KKK blaming blacks and immigrants for problems.

Social Perception

• The ways in which people form and modify their impressions of others.

• A person wearing their “best” outfit to an interview because they think it will influence how the person perceives them.

Attribution Theory

• The suggestion that there is a tendency to explain a person’s behavior in terms of the situation OR the person’s personality.

• If someone cuts you off in traffic, you have to decide IF someone’s personality OR their situation caused them to do it.

Fundamental Attribution Error• A bias in social perception characterized by

the tendency to assume that others generally act on the basis of their disposition, even when there is evidence suggesting the importance of the situation.

• IF someone cuts you off in traffic and you think they are an A*%hole, rather than consider that they may be late for a job interview or going to hospital to see sick relative, you may be committing F.A.E.

Actor – Observer Bias

• The tendency to attribute one’s own behavior to situations factors, but to attribute the behavior of others to dispositional factors.

• IF you cut someone off in traffic, you are LATE and can’t help it, but if someone does it to you, they are an A%*hole.

Attraction

• In social psychology, an attitude of liking (positive attraction) or disliking (negative attraction)

• You are drawn or attracted to someone you like or want to be friends with.

Triangular Model of Love

• According to Robert Sternberg, the component of love, which include passion, intimacy, and commitment

• IF you have consummate love, you have all 3 components of the model.

Intimacy

• Feelings of closeness and concern for another person.

• You have intimacy with someone when you share your feelings with each other.

Passion

• An aroused state of intense desire for another person.

• You have passion when you like kissing and hugging your girlfriend or boyfriend.

Commitment

• A pledge or promise between two people to share a life together.

• You have asked your girlfriend or boyfriend to marry you.

Matching Hypothesis

• The view that people tend to choose other people similar to themselves in attractiveness and attitudes in the formation of interpersonal relationships.

• We ask people out that we think are similar to us out of fear of rejection.

Reciprocity

• In interpersonal relationships, the tendency to return feelings and attitudes that are expressed about us.

• We are more open with others who seem open with us.

Social Facilitation

• Improved performance of tasks because of the presence of others.

• A college basketball player may perform better at a game than practice.

• You work out harder in front of others than by yourself.

Social Loafing

• The tendency for people to exert less effort toward completing a task when they are part of a group than we they are performing the test alone. (gets worse as group number increases)

• You and a partner do all the work while a 3rd partner is not doing their share.

Evaluation Apprehension

• Concern that others are judging one’s performance.

• You wear a suit to an interview because you think you are being judged for how you look.

Diffusion of Responsibility

• The sharing of responsibility for a decision or behavior among the members of a group

• When 5 siblings are all planning their mom’s surprise birthday party, feel less responsibility than if they were doing it alone.

Risky Shift

• Then tendency to make riskier decisions as a member of a group than as an individual acting alone.

• A group of teenagers decide to roll (teepee) a house – wouldn’t do that by themselves.

Bystander Effect

• The tendency for a person to be less likely to give aid if other bystanders are present.

• When a lot of people are around, you may not let someone out in traffic thinking someone else will.

Social Decision Schemes

• Rules for predicting the final outcome of group decision-making.

• The number and split of a group matter – First-shift is where 50/50 split and then group that was “shifted TO” is likely to win.

Group Polarization

• The strengthening of a group’s shared attitudes over time.

• IF you are a UGA fan, when you go on UGA tour, you will feel even stronger about UGA because of shared attitude of tour guide.

Authoritarian Leaders

• A leader who makes decisions for the group and tells other group members what to do.

• A friend who tells you what ya’ll are going to do that night.

Laissez – Faire Leaders

• A leader who stands back from decision-making and allows group members to explore and express their own ideas.

• A friend who won’t give input about evening activities and expects others to make decisions.

Democratic Leaders

• Leader who encourages group members to express and discuss their ideas and to make their own decisions.

• Friend who offers suggestions on what to do and let’s group decide.

Conform

• To change one’s attitudes or behavior in accordance with generally accepted standards.

• Didn’t do homework, so when most students raise their hand to teacher’s question, you do too.

Social Norms

• Explicit and implicit rules that reflect social expectations and influence the ways in which people behave in social situations.

• When in travel to Europe, you need to know the social norms, so you know how to behave.

Implicit Norms

• Unspoken, unwritten standard of behavior for a group of people

• Guying stepping aside to let girl go in door before him.

Explicit Norms

• Spoken or written rules of social behavior, such as traffic rules.

• You read the school handbook for the explicit norms.

Foot – in – the – Door Effect

• Tendency for people to comply with a large request after they have agreed to smaller requests.

• If St. Jude got you to donate $6 last year, may get $15 from you this year.

Catharsis

• In Psychology, the release of aggressive energy through action or fantasy.

• Playing football or video games instead of getting in a fight.

Altruism

• Unselfish regard for the welfare of others• Stopping to help an elderly person carry their

groceries to their car.• Firefighters/Police Officers