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Definition
| ways that people impact one another, including changes in attitudes, beliefs, feelings, and behavior, that result from the comments, actions, or even the mere presence of others |
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| changing one's behavior/beliefs in response to explicit or implicit pressure (real or imagined) from others |
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| responding favorably to an explicit request by another person |
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| in an unequl power relationship, submitting to the demands of the more powerful person |
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| the phenomenon whereby merely thinking about a behavior makes its actual performance more likely |
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| the apparent motion of a stationary point of light in a completely darkened environment |
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| informational social influence |
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| the influence of other people that results from taking their comments/actions as a source of informationabout what is correct/proper/effective |
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| normative social influence |
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| the influence of other people that comes from the desire to avoid their disapproval, harsh judgements, and other social sanctions (ex. ostracism) |
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| internalization (private acceptance) |
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| private acceptance of a proposition, orientation, or ideology |
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| agreeing with someone or advancing a position in public, even if we continue to believe something else in private |
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| a norm dictating that people should provide benefits to those who benefit them |
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| negative state relief hypothesis |
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| the idea that people engage in certain actions, such as agreeing to a request, in order to relieve negative feelings and to feel better about themselves |
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| the idea that people reassert their prerogatives in response to the unpleasant state of arousal they experience when they believe their freedoms are threatened |
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| an evaluation of an object in a positive or negative fashion that includes the three elements of affect, cognition, behavior |
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| numerical scale used to assess people's attitudes that includes a set of possible answers and that has anchors on each extreme |
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| the time it takes an individual to respond to a stimulus such as an attitude question |
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| an attitudinal function that serves to alert us to rewarding objects and situations we should approach and costly or punishing objects/situations we should avoid |
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| an attitudinal function that enables us to maintain cherished beliefs about ourselves by protecting us from awareness of our negative attributes and impulses or from facts that contradict our cherished beliefs or desires |
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| value-expressive function |
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| an attitudinal function whereby attitudes help us express our more cherished values- usually in groups in which they can be supported or reinforced |
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| groups whose opinions matter to us and that affect our opinions and beliefs |
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| an attitudinal function whereby attitudes help organize our understanding of the world, guiding how we attend to, store, and retrieve information |
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| heuristic-systematic model |
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Definition
| model of persuasion that maintains that there are two different routes of persuasion: the systematic and heuristic routes |
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| elaboration likelihood model (ELM) |
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Definition
| a model of persuasion that maintains that there are two different routes of persuasion: the central and peripheral routes |
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| central (systematic) route |
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Definition
| a persuasive route; people think carefully and deliberately about the content of a message, attending to its logic, cogency, and arguments, as well as to related evidence and principles |
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| peripheral (heuristic) route |
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Definition
| persuasive route; people attend to relatively simple, superficial cues related to the message, such as the length of the message or the expertise or attractiveness of the communicator |
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| an effect that occurs when messages from unreliable sources initially exert little influence but later cause individuals attitudes to shift |
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| aspects of the message itself, including the quality of the evidence and the explicitness of its conclusions |
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| characteristics of the person who delivers the message, including the person's attractiveness, credibility, and expertise |
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| identifiable victim effect |
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Definition
| tendency to be more moved by the plight of a single, vivid individual than by a more abstract aggregate of individuals |
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| characteristics of the person who recieves the message, including age, mood, personality, and motivation to attend to the message |
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| assumption by most people "other people" are more prone to being influenced by persuasive messages than they themselves are |
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| efforts of the media to select certain events and topics to emphasize, thereby shaping which issues and events we think are important |
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| thought polarization hypothesis |
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Definition
| more extended thought about a particular issue tends to produce more extreme, entrenched attitudes |
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| small attacks on our beliefs that engage our attitudes, prior commitments, and knowledge structures, enabling us to counteract a subsequent larger attack and be resistant to persuasion |
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| a survey that attempts to measure the interpersonal relationships in a group of people |
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| an architectural layout's tendency to encourage or inhibit certain activities, like contact between people |
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| methodological procedure used to ensure that any extraneous variable (ex. stimulus person's name) that might influence dependent measure (ex. liking) is distributed equally across experimental conditions (ex. specific names are used often equally in all conditions of the experiment) |
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| repeated exposure to a stimulus leads to a greater liking of the stimulus |
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| experience of ease associated with perceiving and thinking |
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| the tendency for people to seek out others with characteristics that are different from and that complement their own |
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| common belief (accurate or not) that attractive people possess a host of positive qualities beyond their physical appearance |
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| tendency for people to act in ways that bring about the very thing they expect to happen |
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| the capacity to get one's genes passed on to subsequent generations |
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| direct competition between 2+ males or 2+ females for access to members of the opposite sex |
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| interest in and attraction toward a member of the opposite sex |
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| there are costs and rewards in all relationships and how people feel about a relationship depends on their assessments of the costs/rewards aavailable to them in other relationships |
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| people are motivated to pursue fairness (equity) in their relationships, with rewards/costs shared roughly equally among individuals |
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| interpersonal relationships |
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Definition
| attachments in which bonds of family or friendship or love, respect, or hierarchy tie together 2+ individuals over an extended period of time |
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| how our early attachments with our parents shape our relationships for the remainder of our lives |
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| working model of relationships |
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| conceptual model of relationships with our current partners (including their availability, warmth, and ability to provide security) as derived from our childhood experience with how available and warm our parents were |
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| experiemental situation designed to assess an infant's attachment to a caregiver; infants reactions are observed after caregiver has left her alone in an unfamiliar room with a stranger and then caregiver returns |
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| feelings of security in relationships; individuals are comfortable with intimacy and want to be close to others during times of threat |
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| avoidant attachment style |
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Definition
| feelings of insecurity in relationships; individuals exhibit compulsive self-reliance, prefer distance from others, detached during times of threat |
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| feelings of insecurity in relationships; compulsively seek closeness, express continual worries about relationships, excessively try to get closer to others in times of threat |
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| examines how prior relationships shape our current beliefs, feelings, and interactions through people who remind us of significant others from our past |
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| beliefs, feelings, expectations that we have ourselves that derive from our relationships with significant others in our lives |
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| relationships in which the individuals feel a special responsibility for one another and give and recieve according to the principle of need; such relationships are often long term |
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| relationships in which the individuals feel little reponsibility toward one another and in which giving and recieving are govened by concerns about equity and reciprocity; such relationships are often short term |
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| ability to control our own outcomes and those of others; the freedom to act |
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| the outcome of an evaluation of attributes that produces differences in respect and prominency, which in part determines an individual's power within a group |
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| power that derives from institutionalized roles or arrangements |
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| behavior that ahs the acquisition or demonstration of power as its goal |
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| approach/inhibition theory |
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| higher-power individuals are inclined to go after their goals and make quick judgements; low-power individuals are more likely to constrain their behavior and attend to others carefully |
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| social dominance orientation |
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Definition
| desire to see one's own group dominate other groups |
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| triangular theory of love |
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Definition
| there are three major components of love- passion, intimacy, and commitment- which can be combined in different ways |
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| investment model of interpersonal relationships |
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| three things make partners more committed to each other: rewards, few alternative partners, and investments in the relationship |
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| interaction dynamics approach |
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Definition
| approach to the study of the behaviors and conversations of couples, with a focus on both negative behaviors (ex. anger) and positive behaviors (ex. affection) |
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remote feedback
(milgram experiment) |
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Definition
teacher in a separate room from learner, but able to hear learner thumping on wall
-greatest amount of conformity |
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