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| study of how people influence others' behavior, beliefs, and attitudes |
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| theory that we seek to evaluation our abilities and beliefs by comparing them with those of others |
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| outbreak of irrational behavior that is spread by social contagion |
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| enhancement of performance brought about by the presence of others |
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| process of assigning causes to behavior |
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| fundamental attribution error |
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| tendency to overestimate the impact of dispositional influences on other people's behavior |
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| tendency of people to alter their behavior as a result of group pressure |
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| tendency of people to engage in uncharacteristic behavior when they are stripped of their usual identities |
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| emphasis on group unanimity at the expense of critical thinking |
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| tendency of group discussion to strengthen the dominant positions held by individual group members |
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| group of individuals who exhibit intense and unquestioning devotion to a single cause |
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| approach to convincing people to change their minds about something by first introducing reasons why the perspective might be correct and then debunking them |
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| adherence to instructions from those of higher authority |
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| error of assuming that no one in a group percieves things as we do |
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| diffusion of responsibility |
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| reduction in feelings of personal responsibility in the presence of others |
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| phenomenon whereby individuals become less productive in groups |
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| helping others for unselfish reasons |
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| learning about psychological research can change real-world behavior for the better |
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| behavior intended to harm others, either verbally or physically |
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| belief that includes an emotional component |
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| personality trait that assesses the extent to which people's behavior reflects their true feelings and attitudes |
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| unpleasant mental experience of tension resulting from two conflicting thoughts or beliefs |
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| theory that we acquire our attitudes by observing our behaviors |
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| impression management theory |
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| theory that we don't really change our attitudes, but report that we have so that our behaviors appear consistent with our attitudes |
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| foot-in-the-door technique |
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Definition
| persuasive technique involving making a small request before making a bigger one |
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| door-in-the-face technique |
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Definition
| persuasive technique involving making an unreasonably larger request before making the small request we're hoping to have granted |
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Definition
| persuasive technique in which the seller of a product starts by quoting a low sales price, and then mentions all of the "add-on" costs once the customer has agreed to purchase the product |
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| drawing negative conclusions about a person, group of people, or situation prior to evaluating the evidence |
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| a belief, positive or negative, about the characteristics of members of a group that is applied generally to most members of the group |
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| ultimate attribution error |
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| assumption that behaviors among individual members of a group are due to their internal dispositions |
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| evolutionary principle that creates a predisposition toward distrusting anything or anyone unfamiliar or different |
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| tendency to favor individuals within our group over those from outside our group |
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| tendency to view all individuals outside our group as highly similiar |
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| negative behavior toward members of out-groups |
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| claim that prejudice arises from a need to blame other groups for our misfortunes |
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| claim that our attributions and behaviors are shaped by a deep-seated assumption that the world in fair and all things happen for a reason |
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| unfounded negative belief of which we're aware regarding the characteristics of an out-group |
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| unfounded negative belief of which we're unaware regarding the characteristics of an out-group |
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| eductional approach designed to minimize prejudice by requiring all children to make independent contributions to a shared project |
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