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Definition
| the tendency to maintain, and even strengthen, in the face of disconforming evidence. |
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Definition
| the tendency to see a correlation between two events when, in reality, no such correlation exists |
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Definition
| the tendency for people to see things in line with their own beliefs and expectations |
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Definition
| the tendency for people to be more influenced by negative traits than by positive ones |
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Definition
| the tendency for information that is presented early to have a greater impact on judgements than information that is presented later |
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Term
| implicit personality theory |
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Definition
| the theory that certain traits and behaviors go together |
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Definition
| the tendency to see an issue differently based on the way it is presented |
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Definition
| the tendency to perceive a stimulus in different way depending on the salient comparison |
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Definition
| a type of persuasion that occurs when stimuli are presented at a very rapid and unconscious level |
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Term
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Definition
| the phenomenon in which the greater the exposure we have to a given stimulus, the more we like it |
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Term
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Definition
| a type of learning in which a neutral stimulus is repeatedly paired with a stimulus that elicits a specific response, and eventually the neutral stimulus elicits that response on its own |
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Term
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Definition
| positive and negative evaluations of people, ideas, objects, and events |
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Definition
| a mental shortcut in which we make a judgement based on the ease with which we can bring something to mmind |
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Term
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Definition
| a decision making process in which we rely on our instinct instead of relying on more objective nformation |
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Term
| theory of planned behavior |
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Definition
| a theory that desrices people's behavior as caused by their attitudes, subjective norms, and perceived behavioral control |
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Term
| observational learning/modeling |
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Definition
| a type of learning in which people's attitudes and behavior are influenced by watching other people's attitudes and behavior |
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Term
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Definition
| type of learning in which behavior that is rewarded increases whereas behavior that is punished dcereases |
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Term
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Definition
| a theory that describes how people can reduce the arousal caused by cognitive dissonance by affirming a different part of their identities, even if that identity is completely unrelated to the cause of the arousal |
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Term
| impression management theory |
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Definition
| a theory that individuals are not motivated to be consistent, but rather to appear consistent. |
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Term
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Definition
| a theory that people infer their attitudes by simply observing their behavior |
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Definition
| a model that proposes people experience discomfort whenever they see their behavior as deviating from some type of important personal or normative standard, but that the strategy they use to reduce this dissonance will depend on what thoughts about the self are currently accessible |
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Term
| cognitive dissonance theory |
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Definition
| a theory that describes attitude change as occurring in order to reduce the unpleasant arousal people experience when they engage in a behavior hat conflicts with their attitudes or when they hold two conflicting attitudes |
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Term
| prototype/willingness model |
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Definition
| a model that describes the role of prototypes, or social images of what people who engage in the behavior look like, in influencing their willingness to engage in the behavior in a given situation |
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Term
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Definition
| the idea that exposure to a weak version of a persuasive message strengthens people's ability to resist that message later on |
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Term
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Definition
| communication that is designed to influence one's attitudes |
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Term
| elaboration likelihood model (ELM) |
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Definition
| a model describing two distinct routes of persuasion (central and peripheral) that are used to process persuasive messages |
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Term
| central or systematic route |
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Definition
| a type of processing of persuasive messaging that occurs when people have the ability and motivation to carefully listen to and evaluate the arguments in a persuasive message |
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Term
| peripheral or heuristic route |
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Definition
| a type of processing of persuasive messages that occurs when people lack the ability and motivation to carefully listen to and evaluate a persuasive message |
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Term
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Definition
| the phenomenon in which a message that is initially not particularly persuasive becomes more persuasive over time |
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Term
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Definition
| a type of persuasion that occurs when stimuli are presented at a very rapid and unconscious level |
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Term
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Definition
| making people aware that they will soon receive a persuasive message |
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Term
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Definition
| the idea that people react to threats to their freedom to engage in a behavior by becoming even more likely to engage in that behavior |
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Term
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Definition
| unspoken but shared rules of conduct in a formal or informal group |
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Term
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Definition
| the tendency to change our perceptions, opinions, or behaviors in ways that or consistent with perceived group norms |
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Term
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Definition
| changes in behavior that are cause by a direct request |
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Term
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Definition
| changes in behavior that are caused by direct command of authority |
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Term
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Definition
| norms that describe how people behave in a given situation |
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Term
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Definition
| norms that describe what people ought to do in a given situation; the type of behavior that is approved of in a given situation |
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Term
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Definition
| a particular type of norm misperception that occurs when each individual of a group privately rejects the group's norms, but believes that others accept these norms |
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Term
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Definition
| the influence that produces conformity when a person believes others are correct in their judgments, and they want to be right also |
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Definition
| when people rethink their original views, and potentially change their minds |
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Term
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Definition
| the influence that produces conformity when a person fears the negative social consequences of appearing deviant |
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Definition
| when people's overt behaviors are in line with group norms |
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Term
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Definition
| a process in which a small number of people in a grou lead to overall change in the group's attitude or behavior |
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Term
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Definition
| a theory that people we are close to have more impact than those who are more distant |
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Term
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Definition
| a mutual exchange between two people |
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Term
| foot-in-the-door technique |
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Definition
| a two-step compliance technique in which an influencer first asked someone to do a small request, then asks for a larger request |
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Term
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Definition
| a compliance technique in which the influencer begins with and inflated request, and then decreases its apparent sie by offering discounts or bonuses |
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Term
| door-in-the-face technique |
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Definition
| a compliance technique in which the influencer first asks for a big request, then asks for a smaller request |
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Term
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Definition
| a two-step technique in which he influencer secures agreement with a request, but then increases the size of that request by revealing hidden costs |
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Term
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Definition
| a compliance theory in which the opportunity to act is limited in terms of time or number |
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Term
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Definition
| a phenomenon in which people do better on particular tasks in the presence of a group than when they are alone |
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Definition
| a group-produced reduction in individual output on easy tasks where contributions are pooled |
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Definition
| model that describes people's motivation to exert effort in group tasks only when they believe their distinct efforts are identifiable, these efforts will make a difference in the group's success, and they will experience positive outcomes |
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Term
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Definition
| the notion that if a project is important to you, you may work even harder to compensate for poor performance or social loafing by others |
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Definition
| a phenomenon in which a person loses the sense of him or herself as a distinct individual, and in turn feels less compelled to follow normal rules of behavior |
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Term
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Definition
| a phenomenon in which the initial tendencies of group members become more extreme following group discussion |
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Definition
| a process by which groups tend to make riskier decisions than individuals would make alone |
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Term
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Definition
| a group decision-making style characterized by an excessive tendency to seek concurrence, consensus, and unanimity, as opposed to making the best decision |
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Term
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Definition
| the presence and/or perception of incompatible goals between two people or groups |
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Term
| realistic group conflict theory |
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Definition
| the theory the competition between groups for resources leads to conflict |
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Term
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Definition
| the phenomenon in which we view those on our own side as just and fair and those on the other side as evil and selfish, even when the outward behavior may be identical |
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Term
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Definition
| the tendency to believe that media coverage is biased against the side we favor |
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Term
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Definition
| the common situation in which groups escalate commitment to failing courses of action, in oart to justify investments already made |
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Term
| GRIT (Graduated and Reciprocated Initiatives in Tension Reduction) |
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Definition
| a strategy to create unilateral and persistent efforts to establish trust and cooperation between opposing parties |
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Term
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Definition
| seeking an agreement through direct negotiation between both sides in a conflict |
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Term
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Definition
| a particular type of bargaining situati in which a neutral third party tries to resolve a conflict by facilitating communication and offering suggestions |
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Term
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Definition
| a resolution of a conflict by a neutral third party who studies both sides and imposes a settlement |
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Term
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Definition
| a negotiated resolution to a conflict in which all partie obtain outcomes that are superior to what they would have obtained from equal division of the contested resources |
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Term
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Definition
| a situation in which a self-interested choice by everyone creates the worst outcome for the group |
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Term
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Definition
| a social dilemma in which each person can take as much as her or she wants from a common resource, but if everyone does so, the resource will eventually be completely depleted |
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Term
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Definition
| a social dilemma in which each person must decide what to contribute to a common pool of resources. But if people do not all contribute, these public goods will not be available |
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Term
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Definition
| the situation in which two people may choose to either cooperate or compete with each other |
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Term
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Definition
| a strategy that involves starting with cooperation, and then doing whatever one's partner does on each interaction |
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Term
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Definition
| The tendency to imagine alternative outcomes to various events. |
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Term
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Definition
| A mental shortcut (heuristic) in which we rely on an initial starting point in making an estimate but then fail to adjust our original estimate from this anchor |
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Term
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Definition
| An error in which people ignore the numerical frequency, or base-rate, of various events in estimating their likelihood. |
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Term
| Representativeness Heuristic |
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Definition
| The tendency to classify someone or something based on its similarity to a typical case. |
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Term
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Definition
| How we select, interpret, and use information to make judgements about the social world. |
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Term
| Controlled (Effortful) Thinking |
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Definition
| Thinking that is effortful, intentional, and conscious. Requires time and motivation. |
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Term
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Definition
| a type of decision-making process that occurs at an unconscious or automatic level and is entirely effortless and unintentional. Relies on heuristics. |
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Term
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Definition
| Mental shortcuts often used to form judgements and make decisions. Save time, but can often lead to inaccurate judgements. |
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Term
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Definition
| The process by which recent experiences increase the accessibility of a given trait or concept. |
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Term
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Definition
| Mental structures that organize our knowledge about the world and influence how we interpret people and events. Activated by past experiences. |
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