Term
|
Definition
| self-concept (traits/memories), self-awareness (thinking about oneself |
|
|
Term
|
Definition
| organizing structure (self-schema/seeing trait as central to self concept), agent (regulate behavior/thoughts, ought self, makes choices) |
|
|
Term
|
Definition
| comparing own beh. to internal values/standards, ought/minimal, ideal/personal best, not meeting standards make problems |
|
|
Term
|
Definition
| Pros: get pers. standards, goal setting, highlight accomplishments---Cons: reminded of our shortcomings---most avoid high self-focus |
|
|
Term
|
Definition
| Temporal (time): then/now, global/specific--Possible selves: pos. or neg. |
|
|
Term
|
Definition
| Roles(specific), Social ID, Culture, Self complexity (buffers stress/failure, compartamentalizes, compensatory inflation-bad at this, good at this) |
|
|
Term
|
Definition
| Gauge abilities, upward comparison (looking to better), downward comparison (looking to worse) |
|
|
Term
|
Definition
| ingratiation (flattery), self-promotion, intimidation, exemplification, suplification---self-handicapping-making our goals tougher (gives excuse for failure, great success) |
|
|
Term
|
Definition
| self-serving distortions (often) |
|
|
Term
|
Definition
| wanting others to see you as you see you (sometimes) |
|
|
Term
|
Definition
| accurate self-knowledge (rare) |
|
|
Term
|
Definition
| people often unaware of internal mechanisms for beh/thought--when asked their reasons, preferences may change inexplicably |
|
|
Term
|
Definition
| physiological can equal emotion-adrenaline interpreted by environmental cues (bridge experiment) |
|
|
Term
|
Definition
| public (no personal endorsement), private (genuine), negative consequences (ASCH STUDY) |
|
|
Term
|
Definition
| number of allies, consistency of wrong response, more people/more pressure |
|
|
Term
|
Definition
| dark room, light, anchor/adjust to heuristic--public/private conformity |
|
|
Term
|
Definition
| beh. of others a source of info (esp. ambiguous sits), vicarious learning/modeling behavior (many norms explicitly given) |
|
|
Term
|
Definition
| increasing proximity of auth. figure increases obedience-varying professionalism does NOT impact (HARVARD SHOCKER) |
|
|
Term
|
Definition
| ambiguous situation, presence of experts, allies, crisis situations, group size/importance, culture |
|
|
Term
|
Definition
| having to justify inc. conformity (personal importance, imp. of being accurate), preemptive self-criticism (when aud. opinion is known) |
|
|
Term
|
Definition
| dislike deviant-want to change his mind-first voted out-like physical pain---isolation-frustration-anger-aggression |
|
|
Term
|
Definition
| points earned off compliance allow for slight deviation |
|
|
Term
|
Definition
| people pay attn b/c the view counters gen. accepted stance (inc. attn-central processing-inc. attitude resistance) |
|
|
Term
|
Definition
| thoughts/beh out of line w/ one's attitudes |
|
|
Term
|
Definition
| change behavior, change attitude |
|
|
Term
|
Definition
| dull tasks for an hour, paid to tell others task is interesting, less pay=liking, more pay=no liking |
|
|
Term
| insufficient justification |
|
Definition
| When we have little external justification for our attitude-inconsistent behavior, we reduce dissonance by changing our attitude |
|
|
Term
| Dissonance related to Milgram |
|
Definition
| 'I'm not responsible', 'I'm sorry but you have to answer'-obedience to auth. limited bahvior change, so attitude changed instead |
|
|
Term
|
Definition
| intitation study-group discussion for females re: sex, embarrassment test, control |
|
|
Term
|
Definition
| the more effort you choose to invest in something, the more dissonance you will feel if the outcome proves disappointing. Cope with this inconsistency by altering attitude. |
|
|
Term
|
Definition
| draw attribution for how we feel by observing what we do when initial feelings are unclear |
|
|
Term
|
Definition
| Strack-smiling=funnier, muscles send message to brain to tell you whether you're happy or not |
|
|
Term
|
Definition
| id children playing with markers-some rewarded, some randomly rewarded, others not--results=best is unexpected, then not rewarded, then always rewarded |
|
|
Term
|
Definition
| when intr. motivation decreases for activities now associated w/ extrinsic rewards |
|
|
Term
| internalizing behavior/insufficient justification |
|
Definition
large reward/punishment--external just--temporary change--
small reward/punishment--internal justification--extended change |
|
|
Term
| justification of decisions |
|
Definition
| rate appliances, rationalize decision to make choice better |
|
|
Term
|
Definition
| justifying mistakes can lead to initiation of behavior consistent w/ mistake--cutting someone off--continue being aggressive |
|
|
Term
|
Definition
| good/bad evals toward people, obj, ideas |
|
|
Term
| three components of attitudes |
|
Definition
| cognitive (belief), affective (feeling), behavioral (doing) |
|
|
Term
| LaPiere Chinese Couple study |
|
Definition
| travel w/ Chinese couple, 80 hotels let them in, six mths later write hotels to ask if they would let a Chinese couple in, they said no---no consistency!! |
|
|
Term
| When will attitudes determine behavior |
|
Definition
| assess attitudes specific to behavior, when soc. pressure is low, when attitudes are accessible to us |
|
|
Term
| explicit v. implicit attitudes |
|
Definition
| explicit-conscious attitudes--implicit-involuntary/automatic (may not be able to report these) |
|
|
Term
|
Definition
| cognitive dissonance, insufficient justification, overjustification |
|
|
Term
|
Definition
| make ridiculous request, then tone it down---contingent on reciprocity (returning kindness) |
|
|
Term
|
Definition
| small agreement, then larger agreement--contingent on consistency-"that type of person" (have to keep requests in the same vein) |
|
|
Term
|
Definition
| agree to specific deal, then raise price--contingent on justification of decision (still see deal as good), consistency |
|
|
Term
| Central/peripheral pursuasion |
|
Definition
Central=increased scrutiny or a message
Peripheral=decreased scrutiny-reliance on cues (humor, experts, etc.) |
|
|
Term
| Elaboration Likelihood Model |
|
Definition
| outlines when central v. peripheral model will be used |
|
|
Term
| Personal relevance--which route? |
|
Definition
| High relevance-central route |
|
|
Term
| Distraction--which route? |
|
Definition
| high distraction-peripheral route |
|
|
Term
| Need for cognition--which route? |
|
Definition
low need-peripheral
high need-more likely to spontaneously elaborate |
|
|
Term
|
Definition
| endorse, attn to speaker, cool music, similar others, colors, humor, experts, speed of presentation |
|
|
Term
|
Definition
| facts, comparisons, details, numbers |
|
|
Term
|
Definition
| linking expert (Jell-0), target population, key words (new, improved) |
|
|
Term
|
Definition
mere experience effect-see something not bad, like it
accessibility important too
brand loyalty (consistency)
only good to a point! |
|
|
Term
|
Definition
fear based-have to explain how to reduce threat-have to find medium
humor, repeated exposure, ostracism |
|
|
Term
|
Definition
| increasing message scrutiny-resisting message pressure--just say no! |
|
|
Term
|
Definition
| anyone w/ different views is the enemy--with me or against me |
|
|
Term
|
Definition
| loss of freedom=reaction (taboos) |
|
|
