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| actor-observer effect | the tendency to attribute internal causes more often for other people's behavioir and external attributions more often for one's own beavior |
| ambivalent sexism | an overt belief in equal treatment of the sexes joined iwth a lingering, often unstated belief that women should be treated differently |
| attitude | a like or dislike that influences our behavior toward a person or thing |
| attribution | the set of thought proceses we use to assign causes to our ownbehavior adn to the behavior of others |
| autokinetic effect | the illusory perception that a point of light in a darkened room is in motion |
| aversive racism | consciously expressing the idea that all people are equal, but nevertheless unintentionally discriminating against some groups |
| bait-and-switch technique | the procedure of first offering an extremely favorable ideal and then making additional demands after the other person has committed to the deal |
| behavior trap | a situation that almost forces people into self-defeating behaviors |
| bona fide pipeline | a task on which people alternate between looking at different kinds of faces, such as Black and White, and reading words that they need to classify as pleasant or unpleasant, investigators measure whether they respond "pleasant" faster alter one kind of f |
| central route to persuasion | a method of persuasion based on careful evaluation of evidence and logic |
| cognitive dissonance | a state of unpleasant tension that people experience when tehy hold contradictory attitudes, especially if they are displeased with this inconsistency |
| commons dilemma | a situation where people who share a common resourse tend to overuse it and therefore make it unavailable in the long run |
| conformity | maintaining or changing one's behavior to match the behavior or expectations of others |
| consensus information | comparisons of one person's behavior varies from one time to another |
| diffusion of responsibility | the tendency to feel less responsibility for helping whenother perople are around than when we know that no one else can help |
| discrimination | in social behavior unequal treatment of different groups of people |
| distinctiveness | observations of how a person's behavior varies from oen nobject or social partner to another |
| door-in-the-face technique | a method of eliciting compliance by first making an outrageous request and then replying to the refusal with a more reasonable request |
| exchange (or equity) theories | theories maintaining that social relationships are transaactions in which partners exchange goods and services |
| external attribution | an explanation for someone's behavior based on the current situation, including events that presumable would influence almost anyone |
| foot-in-the-door technique | a method of eliciting compliance by first making a modest request and then folloqing it iwth a larger request |
| forewarning effect | the tendency of oa brief preview of a message to decrease its persuasiveness |
| fundamental attribution error | the tendency to make internal attributions for peole's behavior, even when an observer sees evidence for an external influence |
| group polarization | the tendency of a group whose member lean in the same direction on a particular issue to become more extreme in its views after discussing the issue as a group |
| groupthink | a process by which the members of a group suppress their doubts about a grop's poorly thought-out decision for fear of making a bad impression or disrupting the harmony of the group |
| inoculation effect | the tendency of a persuasive |
| internal attribution | an explanation based on someone's individual characterisitics, such as attitudes, personality traits, or abilities |
| mere exposure effect | the tendency to increase our liking for everything and everyone that has become familiar |
| peripheral route to persuasion | a method of persuasion based on such superficial factors as the speaker's appearance and reputation or the sheer number of arguments presented, regardless of their quality |
| pluralistic ignorance | a situation where people say nothing and each person falsely assumes that everyone else has a different, perhaps better informed opinion |
| prejudice | an unfavorable stereotype; a negative attitude toward a group of people |
| primacy effect | the tendency to be more influenced by the first inforamtion learned about someone than by later inforamtion about thte same person |
| prisoner's dilemma | a situation where people must choose between an act that is beneficial to themselves but harmful to others and an act that is moderately beneficial to all |
| proximity | in social psychology the tendency to schoose as freinds people with whom we come in frequent contact |
| reciprocal altruism | helping someone in the expectation that the |
| self-fulfilling prophecy | an expectation that alters one's behavior in such aa way as to increase the probability of the predicted event |
| self-handicapping strategies | techniques for intentionally putting oneself at a disadvantage to provide an excuse for an expected failure |
| self-serving biases | attributions that people adopt to maximize their credit for their successes and to minimize their blame for their failures |
| sleeper effect | delayed persuasion by an initially rejected message |
| social loafing | the tendency to "loaf" when sharing owrk with other people |
| social perception and cognition | the process of gathering and remembering information about others and making inferences based on that information |
| social psychologists | the psychologists who study social behavior and how individuals influence other people and are influenced by other people |
| stereotypes | the overgeneralization of either positive or negative attitudes toward a group of people |
| that's-not-all technique | a method of eliciting compliance whereby someone makes an offer and then improves the offer before anyone has a chance to reply |
