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Definition
| measurement that does not change a subjects responses while recording them |
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| change in private attitude or belief as a result of receiving messages |
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| assesses persuasion by measuring attitudes only after the persuasion attempt |
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| a theory that locates the most direct cause of persuasion in the self-talk of the persuasion target |
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| arguments that challenge and oppose other arguments |
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| a technique for increasing an individuals resistance to an argument by first giving them weak, easily defeated versions of it |
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| Dual Process Model of Persuasion |
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Definition
| a model that accounts for the two ways that attitude change occurs: with and without much thought |
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| Elaboration Likelihood model |
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Definition
| there are two routes to attitude change the central route and the peripheral route |
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| Message recipients will consider a communication deeply when they have both: |
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Definition
the ability
the motivation |
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| 2 factor's that influence a person's motivation to process a message deeply: |
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Definition
- Personal relevance of the topic: does it matter to you
- Need for cognition: the tendency to enjoy and engage in deliberate thought |
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Term
Individuals may yield to a persuasive message in order to:
(3 things) |
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Definition
- Hold a more accurate view of the world
- Be consistent with themselves
- Gain social approval and acceptance |
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Term
| When we can't make a thorough evaluation of a persuasive argument we may rely on one of these three shortcuts: |
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Definition
- Credibility of communicator
- Other's responses
- Ready ideas: side I have heard recently or frequently |
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Definition
- Motivates people to acquire accurate attitudes about the situation
- Warns of potential danger of making errors in immediate environment |
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Before a decision is made:
After a decision is made: |
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Definition
- desire to be accurate and unbiased is much stronger
- the accuracy motive fades in oder to feel good about the decision made |
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Term
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Definition
| principle that people will change their attitudes, beliefs, perceptions, and actions to make them consistent with each other |
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| Balance Theory... We want to: |
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Definition
Agree with people we like
Disagree with people we dislike
Associate good things with good people
Associate bad things with bad people |
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Term
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Definition
| cognitive system out of balance, creates uncomfortable tension, to remove this tension, we will have to change something in the system |
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Definition
| unpleasant state of psychological arousal resulting from an inconsistency within one's important attitudes, beliefs, or behaviors |
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Term
| Counter Attitudinal Action |
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Definition
| a behavior that in inconsistent with an existing attitude |
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Term
| Post Decisional Dissonance |
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Definition
| the conflict one feels about a decision that could be wrong |
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| No Arousal = No Dissonance = |
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Definition
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| Salience of the Inconsistency |
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| factors that make inconsistency more salient/significant will enhance dissonance |
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Definition
| the motivation to achieve approval by making a good impression on others |
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| change in overt behavior caused by real/imagined pressure from others |
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| changing behavior to match the responses/actions of others (not necessarily due to pressure) |
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Definition
| changing behavior in response to direct request |
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Definition
| Foot-in-the-door technique (first asked to wear a small button supporting a cause, then asked to post a sign in your lawn) |
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Definition
| changing behavior in response to directive from an authority figure |
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| Experiment where researchers tell participants to, no matter what, shock the other participant when they get a question wrong |
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| People yield to social influence to achieve one or more of three basic goals: |
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Definition
- choose correctly
- gain social approval
- be consistent with commitments |
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Definition
| approach where the researcher infiltrates setting of interest to examine it from within |
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Definition
- reciprocation
- commitment/consistency
- authority
- social validation
- scarcity
- liking/friendship |
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Definition
| using others choices to check weather one's choice is correct or not |
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| We are especially likely to follow the behavior of others when: |
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Definition
- there is strong consensus among the others
- the others are highly similar to us |
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| describes behaviors that are typically preformed |
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| defines what behaviors are typically approved and disapproved |
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| social rule that requires us to repay others with the form of behavior they have given us |
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| Individualists define self... |
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Definition
| in personal and individualized terms, focusing on features that are distinguishing features |
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| Collectivists define self... |
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Definition
| in terms of groups to which they belong |
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| Disrupt then Reframe Technique |
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Definition
| increases compliance by disrupting initial resistance laden view of request and quickly reframing request in more favorable terms |
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Term
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Definition
| react against threats on freedoms by reasserting those freedoms and doing opposite of what we are being pressured to do |
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Term
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Definition
| when their responses will be observed by others, people agree more with group judgements |
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| Even strong group norms may not influence behavior if... |
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Definition
- person believes they can resist
- person does not identify strongly with the group |
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Term
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Definition
| connecting individual identity to position/course of action, making it more likely that he/she will follow through |
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Term
| Foot in the Door technique |
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Definition
| compliance with the initial request changes self-image to be consistent with that first favor; it would be inconsistent with this image to refuse the second request |
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Term
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Definition
| get an agreement to a specific arrangement; change terms of arrangement |
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Term
| Bait and Switch technique |
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Definition
| it works by getting people to commit to a general course of action; then they accept a deal they would have dismissed if it had been offered first |
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Term
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Definition
| the label activates favorable self image; this motivates person to act in ways that are consistent with that self image |
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Definition
| desire to be near others and have positive interactions with them |
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Definition
| someone with whom we have an affectionate relationship |
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| participants recording their own interactions (example: beeper reminders) |
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Definition
| observing naturally, but people could adjust their behaviors because they know people are watching |
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| Reinforcement-Affect Model |
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Definition
| we like people we associate positive feelings with and we dislike those we associate negative feelings with |
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Definition
| theory that we evaluate relationships based on trading of benefits within that relationship |
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Definition
| includes reinforcement-affect and social exchange models goal's (getting rewards) |
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Term
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Definition
| assume different relationships have different goals at different times |
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| Four main goals for Affiliating and forming Friendships: |
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Definition
- getting social support
- getting information
- gaining status
- exchanging social benefits |
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Term
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Definition
| emotional, informational, or material assistance provided by others in social network |
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Definition
| study of behavioral and psychological factors that affect illness |
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Term
| Women's response to stress... |
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Definition
| women "tend" and "befriend" |
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Term
| Men's response to stress... |
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Definition
| men "fight" or "take flight" |
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Term
| the Self-Perpetuation Cycle of Loneliness and Depression |
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Definition
| depressed individuals tend to focus on negatives aspects of their lives, which can alienate others |
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Term
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Definition
| information that others agree with us makes us "feel good" |
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Definition
| sharing of intimate information about oneself |
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| trading of benefits within a relationship |
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| state of affairs in which one person's benefits and costs from relationship are proportional to benefits and costs incurred by partner |
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Definition
| less concerned with keeping careful track of inputs and outputs in their relationships |
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| Proximity-Attraction Principle |
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Definition
| the tendency to become friends with those who live or work near by |
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Definition
| tendency to feel positively towards stimuli we have seen frequently |
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Definition
| asset that can be drawn from one's network of social relationships |
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Term
| Attachment example... Who's Monkey's, and what was the importance? |
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Definition
Harlow's Monkey's
- cloth mother versus wire mother |
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Term
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Definition
| statistical technique for sorting test items into conceptually similar groupings |
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| Triangular Theory of Love |
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Definition
Passion
Intimacy
Commitment
by Sternberg |
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Term
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Definition
| human need to form and maintain strong, stable interpersonal relationships |
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Term
| Three-Stage Pattern of Separation Distress |
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Definition
- reaction sequence shown by infants or adults when separated from those to whom they are intimately attached
1. PROTEST - attempts to re-establish contact
2. DESPAIR - passivity and sadness
3. DETACHMENT - lack of concern and coolness towards parent or lover |
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Term
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Definition
| comfort provided by attachment figure allows person to venture forth more confidently to explore the environment |
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Term
| Bond between mother and offspring found in _____ mammals. |
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Definition
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| In _____% of mammalian species the male does not contribute to offspring care, ________ are a rare exception. |
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Definition
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Definition
SECURE - trust that the other will continue to provide love, support, security, trust
AVOIDANT - defense detachment, form relationships, fear of getting too close
ANXIOUS/AMBILILANT - fear of abandonment; feeling that one's needs are not being met, wanting to love but fear that it wont be reciprocated |
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Term
| Long term relationships cause people to: |
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Definition
- change attachment styles
- overestimate similarities to partner
- change attitudes to fit with partner |
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Term
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Definition
| marriage custom in which 1 man marries 1 woman |
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Definition
| marriage involving more than one partner |
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Definition
1 woman marries more than 1 man
(the men are usually brothers who share limited resources) |
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Definition
1 man marries more than 1 woman
(the man is usually very wealthy) |
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