27 terms

Chapt. 12

social psychology
the scientific study of how a person's thoughts, feelings, and beh. are influenced by the real, imagined, or implied presence of others
social influence
the process through which real or implied presence of others can directly or indirectly influence the thoughts, feelings, and beh. of an individual
Ex: to be obedient, to agree to do things - even when the person doesn't want to
social cognition
the ways in which people think about other people
social interaction
the positive and negative aspects of people relating to others
changing one's own beh. to match that of other people
people within a group feel it is more important to maintain the group's cohesiveness than to consider the facts realistically
changing one's beh. as a result of another people directing or asking for the change
changing one's beh. at the command of an authority figure
foot-in-the-door technique
asking for a small commitment and, after gaining compliance, asking for a bigger commitment
door-in-the-face technique
asking for a large commitment and being refused and then asking for a smaller commitment
norm of reciprocity
assumption that if someone does something for a person, that person should do something for the other in return
lowball technique
getting a commitment from a person and then raising the cost of that commitment
a sales technique in which the persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision
group polarization
the tendency for members involved in a group discussion to take some what more extreme positions and suggest riskier actions when compared to individuals who have not participated in a group discussion
social comparison
the need for individuals to act in ways that they believe make them appear to be socially desirable and to compare favorably with others
informational social influence
the tendency to take our cues for appropriate beh. from others when we are in an ambiguous situation
social facilitation
the tendency for the presence of other people to have a positive impact on the performance of an easy task
social impairment
the tendency for the presence of other people to have a negative impact on the performance of a difficult task
social loafing
the tendency for people to put less effort into a simple task when working with others on that task
affective component
an attitude in the way a person feels towards the object, person, or situation
beh. component
the action that a person takes in regard to the person, object, or situation
cognitive component
the way a person thinks about himself, an object, or a situation
direct contact
the person, idea, situation, or object that is focus of the attitude

- form of learning
direct instruction
by parents or some other individual
Ex: parents tell children that smoking cigarettes is dangerous and unhealthy, some children may for a negative attitude towards smoking

- form of learning
cognitive dissonance
sense of discomfort on distress that occurs when a person's beh. does not correspond to that person's attitudes
elaboration likehood model
models of persuasion stating that people will either elaborate on the persuasive message or fasi
Central-route processing
type of information processing that involves attending to the content of the message itself.