Term
|
Definition
AKA consonant cognition.
A reason or an explanation for dissonant personal behavior that resides outside the individual.
(e.g., in order to receive a reward, avoid a punishment, not hurt others’ feelings) |
|
|
Term
|
Definition
| the discomfort caused by performing an action that is contrary to logic or rational beliefs |
|
|
Term
|
Definition
AKA change cognition
The reduction of dissonance by changing something about oneself.
(e.g., one’s attitude or behavior) |
|
|
Term
| Counterattitudinal Advocacy |
|
Definition
| Stating an opinion or attitude that runs counter to one’s private belief or attitude. Creates dissonance. |
|
|
Term
|
Definition
| Dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluating the rejected alternatives. |
|
|
Term
|
Definition
A sales strategy in which customer first agrees to purchase a product at a very low cost, then the salesperson claims it was an error and raises the price.
Often the customer will agree to make the purchase at the inflated price. |
|
|
Term
|
Definition
| Increased liking for something you have worked hard to attain. |
|
|
Term
|
Definition
| Arouses dissonance—when external justification does not justify having resisted a desired activity or object, usually results in devaluing the forbidden activity or object. |
|
|
Term
|
Definition
| Evaluations of people, things, and ideas |
|
|
Term
| Affective Component of attitude |
|
Definition
| consists of your emotional reactions toward the attitude object |
|
|
Term
| Cognitive Component of attitude |
|
Definition
| consists of your thoughts and beliefs about the attitude object |
|
|
Term
| Behavioral Component of attitude |
|
Definition
| consists of your actions or observable behavior toward the attitude object. |
|
|
Term
| Cognitively Based Attitude |
|
Definition
| An attitude based primarily on people’s beliefs about the properties of an attitude object. |
|
|
Term
| Affectively Based Attitude |
|
Definition
| An attitude based largely on people’s feelings and values |
|
|
Term
|
Definition
Creates affect-based attitudes
When a stimulus that elicits an emotional response is repeatedly paired with a neutral stimulus that does not…..
then the neutral stimulus takes on the emotional properties of the first stimulus. |
|
|
Term
|
Definition
Creates affect-based attitudes
Behaviors that people freely choose to perform increase or decrease in frequency when followed by reinforcements or punishments. |
|
|
Term
| Behaviorally Based Attitude |
|
Definition
| An attitude based on observations of how one behaves toward an attitude object. |
|
|
Term
|
Definition
| A personality variable: how much people engage in and enjoy effortful thought |
|
|
Term
| Central Route to Persuasion |
|
Definition
| When people are motivated to process a message and have the ability to do so, they will be most persuaded when the facts are logically compelling. |
|
|
Term
| Peripheral Route to Persuasion |
|
Definition
| When people are not motivated or not able to process a message, they notice the surface characteristics of the message--how long it is, who is delivering it, how it makes them feel |
|
|
Term
| Elaboration Likelihood Model |
|
Definition
| specifies when people will be influenced by what the speech says (i.e., the logic of the arguments) and when they will be influenced by more superficial characteristics (e.g., who gives the speech or how long it is). |
|
|
Term
| Fear-Arousing Communications |
|
Definition
| Persuasive messages that attempt to change people’s attitudes by arousing their fears. |
|
|
Term
|
Definition
| Making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position. |
|
|
Term
|
Definition
| The strength of the association between an attitude object and a person’s evaluation of that object, measured by the speed with which people can report how they feel about the object. |
|
|
Term
| Theory of Planned Behavior |
|
Definition
Best predictors of planned, deliberate behaviors:
attitudes toward specific behaviors
subjective norms
perceived behavioral control |
|
|
Term
|
Definition
| specific attitudes toward the behavior |
|
|
Term
|
Definition
| beliefs about how people you care about view the behavior |
|
|
Term
| Perceived behavioral control |
|
Definition
| beliefs about ease/difficulty of performing the behavior. |
|
|
Term
|
Definition
| A change in behavior due to the real or imagined influence of other people. |
|
|
Term
| Informational Social Influence |
|
Definition
| Conforming to others because they provide useful, accurate information to guide behavior, especially in ambiguous situations |
|
|
Term
|
Definition
| Conforming out of a genuine belief that they are right. |
|
|
Term
|
Definition
| Conforming without necessarily believing it’s right. |
|
|
Term
|
Definition
| Implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members. |
|
|
Term
| Normative Social Influence |
|
Definition
Conforming to others in order to be liked and accepted by them.
May be limited to public compliance without private acceptance. |
|
|
Term
|
Definition
| A numerical minority of group members influence the behavior or beliefs of the majority. |
|
|
Term
|
Definition
Minorities more influential when in-group members
People listen, might not agree on direct measures, but don’t contradict minority—eventually persuaded on indirect measures |
|
|
Term
|
Definition
| Two or more people who interact and are interdependent such that their needs and goals cause them to influence each other. |
|
|
Term
|
Definition
| Shared expectations in a group about how particular people are supposed to behave. |
|
|
Term
|
Definition
| People do better on simple tasks and worse on complex tasks when in the presence of others and individual performance can be evaluated. |
|
|
Term
|
Definition
When people are in presence of others and individual performance can’t be evaluated
we do worse on simple tasks
we do better on complex tasks |
|
|
Term
|
Definition
Loosening of normal constraints on behavior when people can’t be identified
Increases impulsive and deviant acts |
|
|
Term
|
Definition
| Any aspect of group interaction that inhibits good problem solving. |
|
|
Term
|
Definition
| Qualities of a group that bind members together and promote liking |
|
|
Term
|
Definition
| A kind of process loss—maintaining group cohesiveness and solidarity is more important than considering the facts in a realistic manner |
|
|
Term
|
Definition
| Groups make more extreme decisions than the initial judgments of its members |
|
|
Term
|
Definition
| Key personality traits make a person a good leader, regardless of the situation. |
|
|
Term
|
Definition
| Leaders who set clear, short-term goals and reward people who meet them. |
|
|
Term
|
Definition
| Leaders who inspire followers to focus on common, long-term goals. |
|
|
Term
| Contingency Theory of Leadership |
|
Definition
| Leadership effectiveness depends on how task-oriented or relationship-oriented the leader is and on the amount of control and influence the leader has over the group |
|
|
Term
|
Definition
| A leader concerned primarily with getting the job done |
|
|
Term
| Relationship-Oriented Leader |
|
Definition
| A leader concerned primarily with workers’ feelings and relationships |
|
|
Term
|
Definition
| A conflict in which the most beneficial action for an individual has harmful effects if everyone does it |
|
|
Term
|
Definition
A means of encouraging cooperation
by responding as your opponent previously did (cooperatively or competitively) |
|
|
Term
|
Definition
| A social dilemma in which individuals must contribute to a common pool in order to maintain the public good. |
|
|
Term
|
Definition
| A social dilemma in which everyone takes from a common pool of goods that will replenish itself if used in moderation but will disappear if overused. |
|
|
