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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.

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