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Correspondence Bias
tendency to infer people's behavior corresponds to their personality
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Self-Serving Attributions
- Failures we credit to situation factors
- Successes we credit to our personality
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Self Conscious Emotions
emotions relating to ourselves and our consciousness of others' reactions towards us
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Self-Concept
our knowledge about who we are
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Duality of the Self:
- William James.
- Me: self that is observable (property X)
- I: the one that observes (thinking about feelings, actions, etc.)
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Self-Awareness
the act of thinking about one's self
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Introspection
looking inward and examining your own thoughts, feelings, or motives
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Self-Perception Theory
We our attitudes/feelings are ambiguous, we infer how we feel by observing our actions and the situation around them
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Self-Control
self-control is a limited resource best resupplied by glucose and sleep
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Impression Management
the attempt by people to get others to see them as the way they want to be seen
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Self Enhancement
we want people to think good things about us
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Self-reference effect
we better remember things relating to ourselves
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Cultural Influences on the self concept
- Western: Individualist
- Eastern: collectivistic
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Over justification effect
people view their behaviors as caused by compelling extrinsic reasons (rewards) making them underestimate how much it was caused by intrinsic reasons
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Social Tuning
we pick up behaviors of people we are closest to, which demonstrates our lack of control over unconscious actions
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Social Comparison Theory
the idea that we learn about our own abilities and attitudes by comparing ourselves to other people
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Stereotype threat
experiencing anxiety when you are trying to disprove a negative stereotype about yourself
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Self-verification theory
we want people to think about us the way we think about ourselves
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Self Handicapping
people create obstacles/excuses for themselves so that if they do poorly on a task they have somethign to blame
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Cognitive Dissonance
a drive or feeling of discomfort, originally defined as being caused by holding two or more inconsistent cognitions and subsequently defined as being caused by performing an action discrepant from one's customary self-conception
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Festinger and Carlsmith
1 dollar 20 dolar
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Foot in the Door
ask for something small then ask for something big
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Door in the face
start with large request (not too large) and then ask for smaller
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Low Ball
quote small price and then sell addons or change the price
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Internal Justification
the reduction of dissonance by changing something about oneself (either attitude or behavior)
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External Justification
a reason or explanation for dissonant personal behavior that resides outside the individual
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Reducing cognitive dissonance
- change your attitude
- change your perception
- add constant cognitions
- minimize importance of conflict
- reduce perceived choice
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The Seeks and Mrs. Keech
cult group that believed in interplanetary communications and that the world would perish on Dec 21. Leader told them to isolate themselves and pray for salvation. When the world didn’t end common sense would say convictions would be weakened but they believed that their prayers saved the world and their convictions were strengthened
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Heaven's Gate cult
the more they gave up and the harder they worked, the greater need to convince oneself that our views are correct
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Effort Justification
increase liking for something you work hard to attain
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Justifying decisions
- exaggerate positve of choice and exaggerate negative of not choice
- if you do someone a favor you like them more
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Belief in a Just World
we want to believe the world is fair so we think people deserve what they get
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System Justification Theory
people have a motivation to defend and bolster their status quo, to see it as good, legitimate, and desirable (both them, their social groups, and overarching social systems)
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Components of atittudes
- affect (how you felt about it)
- cognitiosn (what you think)
- BBehavior (how you act)
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Functions of attitudes
they provide valenced summaries of one’s environment that serve to direct approach/avoidance responding, valence: emotional component positive or negative
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Relationship between attitudes and behavior
attitudes may predict
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Theory of planned behavior
attitudes predict behavior when they are about behavior, but subjective norms (friends/family/peers) and perceived behavioral control (if people believe they can do it with ease they are more likely to have intent to do it) also are determinants
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Low vs high monitors
- low: dont change attitude around different people/situations
- high: change attitude around different people/situations
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