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48 Cards in this Set
- Front
- Back
attitudes
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the evaluation of ovjects, events, or ideas.
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mere exposure effect
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greater exposure to an item(therefore greater familiarity) causes people to have more positive atittudes about the item
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classical conditioning
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when a neutral stimulus is paired with another object, the the neutral stimulus triggers the same attitude as the paired object
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operant conditioning
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if you are rewarded with good grades each time you study, you will develop a more positive attitude toward studying
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attitude accessibility
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the ease with which memories related to an attitude are retrieved
easily activated attitudes - more stable, predictive of behavior, and resistant to change |
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explicit attitudes
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attitudes that people can report
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implicit attitudes
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attitudes that influence our feelings and behavior at an unconscious level
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IAT
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implicit association test - measures implicit attitudes
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cognitive dissonance
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an uncomfortable mental state due to conflicts between attitudes or between attitudes and behavior
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postdecisional dissonance
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when someone has to decide between two or three alternatives, positive aspects of one are compared to negative aspects of another
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persuasion
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the active and conscious effort to change attitudes through the transmission of a message
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elaboration likelihood model
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a theory of how persuasive messages lead to attitude changes
works via 2 routes: central route, and peripheral route |
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central route
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people pay attention to arguments, consider all the information, and use rational cognitive processes - leads to strong attitudes that last over time and are resistant to change
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peripheral route
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people minimally process the message - leads to more-impulsive action, as when a person decides to purchase a product because a celbrity has endorsed it
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persuasive cues
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source - who delivers the message
content - what the message says receiver - who processes the message |
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nonverbal behavior
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the facial expressions, gestures, mannerisms, and movements by which one communicates with others
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thin slices of behavior
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accurate judgments based on only a few seconds of observation
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gait
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how people walk
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attributions
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people's causal explanations for why events or actions occur
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just world hypothesis
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victims must have done something to justify what happened to them
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personal attributions
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(internal/dispositional attributions) - explanations that refer to things within people (abilities, traits, moods, and effort)
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situational attributions
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(external attributions) - refer to outside events, such as the weather, luck, accidents, or the actions of other people
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fundamental attribution error
(correspondence bias) |
the tendency to overemphasize personal factors and underestimate situational factors in explaining someone else's behavior
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actor/observer discrepancy
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people tend to overestimate personal attributes in explaining someone else's behavior, but underestimate it when explaining their own
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stereotypes
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cognitive schemas that allow for easy, fast pocessing of information about pople based on their membership in certain groups
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subtyping
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when someone does not fit in a stereotype, that person is put in a special category rather than alter the whole stereotype
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self-fulfilling prophecy
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people's tendency to behave in ways that confirm their own or others' expectations
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stereotype threat mechanisms
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-physiological stress affecting prefrontal functioning
-a tendency for people to think about their performances, which can distract them from the tasks -attempts to suppress negative thoughts and emotions, which require a great deal of effort |
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prejudice
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the usually negative affective or attitudinal responses associated with stereotypes
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discrimination
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the inappropriate and unjustified treatment of people based solely on their group membership
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ingroups
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groups to which we belong
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outgroups
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groups to which we do not belong
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outgroup homogeneity effect
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people tend to view outgroup members as less varied than ingroup members
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ingroup favoritism
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the tendency for people to evaluate favorably and privilege members of the ingroup more than members of the outgroup
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superordinate goals
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those that require people to cooperate
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social facilitation
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the mere presence of other people leads to increased arousal
-presence of others leads to arousal -arousal leads people to emit a dominant response -this can in turn enhance or impair performance |
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social loafing
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the tendency for people to work less hard in a group than when working alone
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deindividuation
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a phenomenon of low self-awareness, in which people lose their individuality and fail to attend to personal standards
-happens when people are aroused, anonymous, and when responsibility is diffused |
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risky-shift effect
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groups often make riskier decisions than individuals do
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group polarization
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groups are sometimes more cautious because they tend to enhance the initial attitudes of members who already agree
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social norms
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expected standards of conduct, which influence behavior
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conformity
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the altering of one's opinions or behaviors to match those of others or to match social norms
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autokinetic effect
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stationary point of light appears to move when viewed in a totally dark environment
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factors that diminish conformity
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group size, lack of unanimity
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compliance
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the tendency to agree to do things requested by others
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foot-in-the-door effect
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people will more likely comply with a large and undesirable request if earlier they have agreed to a small request
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door-in-the-face effect
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people will more likely agree to a small request after they have refused a large request
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low-balling strategy
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start with a very low price and then add costs to that
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