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PSYC 275 exam 2
| Term | Definition |
|---|---|
| development of self-concept | around 18-24 months |
| self-perception theory | knowing ourselves by observing our own behavior, under certain conditions we observe our own behavior and then make judgments about ourselves |
| self-awareness theory | can turn our focus on ourselves, enables self-evaluation |
| extrinsic motivation | desire to engage in activity for external rewards |
| intrinsic motivation | desire to engage in activity for enjoyment/interest |
| Schachter's two-factor theory of emotion | we experience emotions in a two-step self-perception process, we experience physiological arousal and seek an appropriate explanation for it |
| misattribution of arousal | when people make mistaken inferences about what is causing their emotions |
| upwards social comparisons | comparing to people who are better on a particular ability, aspirational goal |
| downward social comparisons | comparing to people who are worse on a particular trait or ability, goal is to feel better about yourself |
| impression management strategies | conscious or unconscious thought process through which people try to control the impressions other people form of them (self-handicapping, humblebragging, ingratiation) |
| causes of cognitive dissonance | feeling of discomfort caused by performing an action that runs counter to one's positive (usually) view on oneself |
| factors that increase cognitive dissonance | actions that challenge sense of self-worth, doing something you know is bad for you |
| post-decision dissonance | dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluating the rejected alternatives |
| justification of effort | tendency for people to increase their liking for something they have worked hard to attain, protects self-concept |
| counter attitudinal advocacy | stating an opinion or attitude that runs counter to one's private belief or attitude |
| Festinger and Carlsmith | students asked to perform repetitive tasks for an hour, tell the next person it was enjoyable, more money was a larger justification for telling a lie |
| Festinger study of UFO religion and dissonance reduction | cult to be rescued at midnight and was not, reduced dissonance by hearing the rescue was called off, contamination by scientists and press |
| internal justification | reduction of dissonance by changing something about oneself |
| external justification | a reason or explanation for dissonant personal behavior that resides outside the individual |
| why threats of harsh punishment seldom produce positive attitude change | If threat of punishment is severe there is sufficient external justification for refraining from behavior If punishment is less severe there is insufficient external justification creates greater need for internal justification |
| self-persuasion | a long lasting form of attitude change that results from attempts at self-justification |
| Ben Franklin effect | asked someone who despised him for a favor, eventually became lifelong friends |
| cognitive dissonance theory and dehumanizing victims | cruel behavior is dissonant by changing thoughts about victim |
| ABC model of attitudes | affective (fear, disgust, anger), behavioral (test drive, buy), cognitive |
| explicit attitudes | conscious, can easily report |
| implicit attitudes | involuntary, uncontrollable, at times unconscious |
| theory of planned behavior | people's intentions are the best predictors of their deliberate behaviors, intentions determined by their attitudes toward specific behaviors, subjective norms, and perceived behavioral control |
| Yale Attitude Change approach to persuasion | study of the conditions under which people are most likely to change their attitudes in response to persuasive messages, source/nature of communication, nature of audience |
| elaboration likelihood model | specifies the conditions in which people will be influenced by the logic of the arguments or by more superficial characteristics, peripheral or central |
| central route | listening carefully and thinking about arguments, when both people have the ability and motivation to pay attention to facts and argument |
| peripheral route | do not carefully consider the arguments in a persuasive communication, swayed by peripheral cues |
| public service ads and fear arousal | use fear arousing communication, persuasive message that attempts to change people's attitudes by arousing their fears |
| "fire with fire" with respect to matching arguments to attitudes | if an attitude is cognitively based, use rational arguments if an attitude is affectively based, use emotional appeals |
| how advertising reflects and shapes stereotypes | advertisements transmit cultural stereotypes, subtly or not so subtly linking products with desired images |
| attitude inoculation | making people immune to persuasion attempts by initially reactance theory |
| conformity | the tendency for an individual to align their attitudes, beliefs, and behaviors with those of the people around them |
| conformity as explanation for atrocities | seen as following orders, typically led by older more experienced leader |
| private acceptance | conforming because you believe that what others are doing is right |
| public compliance | conforming without necessarily believing in what you are doing or saying |
| normative social influence | when the influence of other people leads us to conform in order to be liked and accepted by them, need to belong |
| informational social influence | need to know what is right, see others as a source of information to guide our behavior |
| social norms | the implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members |
| line studies by Solomon Asch | participants guessed which line in the right box is the same length as the one in the left, almost everyone gets this right when alone, choose wrong answer when influenced by others |
| Berns study on brain during conformity v nonconformity | conformity > vision and perception areas active, participants who did NOT conform increased activity in amygdala (detecting and responding to threats), right caudate nucleus (modulating social behavior) |
| social impact theory | conforming to social influence depends on strength, immediacy, number of people in the group, more conformity to normative pressures when group is more important/immediate, number size operates differently |
| Milgram obedience study | examined the willingness of participants to obey an authority figure who instructed them to perform acts conflicting with their personal conscience, most people went along with it and administered deathly shocks |
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gillwags
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