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| A group to which we belong adn that forms a part of our social identity. |
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| Any group with which we do not share membership. |
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| Outgroup homogeneity effect |
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| Perception of outgroup members as being more similiar to one another than are members of one's ingroup. |
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| Beliefs about the personalities, abilities, and motives of a social group that doesn't allow for individual variation. |
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| The belief that two variables are associated with each other when in fact there is litle or no actual association. |
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| Attitudes toward members of specific groups that directly or indirectly suggest they deserve an inferior social status. |
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| Prejudicial attitudes that are consciously held, even if they are not publicly expressed. |
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| Unconsciously held prejudicial attitudes. |
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| A negative and/or patronizing action toward members of specific groups. |
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| An attribute that serves to discredit a person in the eyes of others. |
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| Prejudice and discrimination based on a person's racial background. |
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| Attitudes toward members of a racial group that incorporates both egalitarian social values and negative emotions, causing one to avoid interaction with members of the group. |
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| Any attitude, action, or institutional structure that subordinates a person because of her or his sex. |
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| Sexism directed against women based on both positive and negative attitudes (hostility and benevolence) rather than uniform dislike. |
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| The tendency for individuals who are associated with stigmatized people to face negative evaluations from others. |
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| Negative attitudes based on sexual orientation, whether the target is homosexual, bisexual, heterosexual. |
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| A system of cultural beliefs, values, and customs that exalts heterosexuality and denies, denigrates, and stigmatizes any nonheterosexual form of behavior or identity. |
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| The apprehension people feel when performing a task in which their group is stereotyped to lack ability. |
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| The tendency to give more favorable evaluations and greater rewards to ingroup members than to outgroup members. |
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| A theory suggesting that people seek to enhance their self-esteem by identifying with specific social groups and perceiving these groups as being better than other groups. |
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| Realistic group conflict theory |
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Definition
| The theory that intergroup conflict develops from competition for limited resources. |
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| A pattern of increased hostility toward outgroups accompanied by increased loyalty to one's ingroup. |
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| A mutually shared goal that can be achieved only through intergroup cooperation. |
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| A theory contending that societal groups can be organized in a power hiearchy in which the dominant groups enjoy a disproportionate share of the society's assets and the subordinate groups receive most of its liabilites. |
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| Personal-group discriminaton discrepancy |
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Definition
| The tendency for members of disadvantaged groups to minimize personal discrimination in their own lives. |
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| System justification theory |
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Definition
| A theory proposing that members of disadvantaged groups often adopt beliefs endorsing the legitimacy and fairness of the unequal group status hierarchy in society. |
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| Authoritarian personality |
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Definition
| A personality unite characterized by submissiveness to authority, rigid adherence to conventional values, and prejudice toward outgroups. |
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| The theory that under certain conditions, direct contact between antagonistic groups will reduce prejudice. |
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| Anxiety due to anticipating negative consequences when interacting with an outgroup member. |
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| A cooperative group learning technique designed to reduce prejudice and raise self-esteem. |
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| The exercise of social power by a person or group to change the attitudes or behavior of others in a particular direction. |
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| A yielding to perceived group pressure by copying the behavior and beliefs of others. |
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| Not being subject to control by others. |
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| Publicly acting in accord with a direct request. |
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| The performance of an action in response to a direct order. |
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| The force available to the influencer to motivate attitude or behavior change. |
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| An expected standard of behavior and belief established and enforced by a group. |
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| The tendency to think that everyone else is interpretating a situation in a certain way, when if fact they are not. |
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| Conformity based on a desire to gain rewards or avoid punishments. |
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| Conformity based on the belief that others may have more accurate information. |
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| Theory of psychological reactance |
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Definition
| The theory that people believe they possess specific behavioral freedoms, adn that they will react against and resist attempts to limit this sense of freedom. |
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| Opposition to social influence on all ocassions, often caused psychological reactance. |
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| The process by which dissenters produce change within a group. |
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| The tendency of those who hold a minority opinion to express that opinion less quickly than people who hold the majority opinion. |
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| The expectation that one should return a favor or a good deed. |
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| Foot-in-the-door technique |
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Definition
| A two-step compliance technique in which the influencer secures compliance to a small request, and then later follows this with a larger, less desirable request. |
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| Door-in-the-face technique |
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Definition
| A two-step compliance techniques in which, after having a large request refused, the influencer counteroffers with a much smaller request. |
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Definition
| A two-step compliance technique in which the influencer makes a large request, then immediately offers a discount or bonus before the initial request is refused. |
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Definition
| A two-step compliance technique in which the influencer secures agreement with a request by understanding its true cost. |
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Definition
| The theory that the amount of social influence others have depends on their number, strength, and immediately to those they are trying to influence. |
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