Psychology ch. 12 and 15

• The scientific study of how a person's thoughts, feelings, and behvaior are influenced by the real, imagined, or implied presence of others

The process through which the real or implied presence of others can directly or indirectly influence the thoughts, feelings, and behavior of an individual.

Changing one's own behavior to match that of other peoples

Kind of thinking that occurs when people place mroe importance on maintining group cohesiveness than on assessing the facts of the problem with which the group is concerned

Branch of psychology that studies the habits of consumers in the marketplace, including compliance

Changing one's behavior as a result of other people directing or asking for the change

Way to gain compliance - asking for a small commitment and, after gaining compiance, asking for a bigger commitment

Way to gain compliance - asking for a large commitment and being refused, and then asking for a smaller commitment

Assumption that if someone does something for a person, that person should do something for the other in return.

Way to gain compliance - getting a commitment form a person and then raising the cost of that commitment

Way to get compliance - 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

Changing one's behavior at the command of an authority figure

"teacher" administered what they thought were real shocks to a "learner"

The tendency for the presence of other people to have a positive impact on the performance of an easy task

The tendency for people to put less effort into a simple task when working with others on that task

A tendnency to respond positively or negatively toward a certin person, object, idea, or situation

Affective (emotional) component, behavioral component, and cognitive component

• Direct contant with the person, situation, object, or idea
• Direct instruction from parents or others
• Interacting with other people who hold a certain attitude
• Watching the actions and reactions of others to ideas, people, objects, and situations

The proces by which one person tries to change the belief, opinion, position, or course of action of another person through argument, pleading, or explanation

Source of the message, the message itself, and the target audience

Model of persuasion stating that people will either elaborate on the persuasive message or fail to elaborate on it, and that the future actions of those who do elaborate are more predictuable than those who do not.

Type of information processing that involves attending to the content of the message itself

Type of information processing that involves attending to factors not involved in the message, such as the appearance of the source of the message, the length of the message, and other noncontent factors

Sense of discomfort or distress that occurs when a person's behavior does not coreespond to that person's impression formation the forming of the first knowledge that person has concerning another person

the mental processes that people use to make sense of the social world around them

Forming of the first knwoledge a person has about another person

the very first impression one has about a person tends to persist even in the face of veidence to the contrary

the assignment of a person one has just met to a category based on characteristics the new person has in common with other people with whom one has had experience in the past

A set of characteristics that people believe is shared by all members of a perticular social category

Sets of assumptions about how different types of people, personally traits, and actions are related to each other

Mental patterns that represent what a person believes about certain types of people. schemas can become stereotypes

The process of explaining one's own behavior and the behavior of others

The theory of how people make attributions

Cause of behavior attributed to external factors, such as delays, the action of others, or some other aspect of the situation

Cause of behavior attributed to internal factors such as personality or character

The tendency to overestimate the influence of internal factors in determining behavior while underestimatin situational factors

Negative attitude held by a person about the members of a particular social group

Treating people differently because of prejudice toward the social group to which they belong

Social grous with whome a person identifies: "us"

social groups with whome a person does not identify: "they"

Conflict between groups increases prejudice and discrimination

Tendency to direct predjudice and discrimination at out-group members who have little social power or influence

Views prejudice as an attitude acquired through direct instruction, modeling, and other socail influences

Theory in which the formation of a person's identity within a particular social group is explained by wocial categorization, social identity, and social comparison

The part of the self-concept including one's view of self as a member of a particular social category

The comparison of oneself to others in ways that raise one's self-esteem

The effect that people's awareness of the stereotypes associated with their social group has on their behavior

The tendency of one's expectations to affect one's behavior in such a way as to make the expectation more likey to occur

Contact between groups in which the groups have equal status, with neither groups having poer over the other

Educational technique in which each individual is given only part of the information needed to solve a problem, causing the separate individuals to be forced to work together to find the solution

Liking or having the desire for a relationship with another person

Physical or geographical nearness

Similar to themselves or different from themselves (complementary)

Tendency of people to like other people who like them in return

A strong affection for another person due to kinship, personal ties, sexual attraction, admiration, or common interestes

Intimacy, passion, and commitment

Type of love consisting of intimacy and passion

type of love cinsisting of intimacy and commitment

Behavior intended to hurt or destroy another person

genetics, amygdala and limbic system, and testosterone and serotonin leves

The pattern of behavior that is expected of a person who is in a particular social position

Socially desirable behavior that benefits others

Prosocial behavior that is done with no expectation of reward and may involve the risk of harm to oneself

Referring to the effect that presence of the other people has on the decision to help or not help, with help becoming less likely as the number of bystanders increases

Occurring when a person fails to take responsibility for actions or for inaction because of the presence of other poeple who are seen to share the responsibility

• Noticing
• Defining an emergency
• Taking responsiblitiy
• Planning a course of action
• Taking action

• under stress, unhappy, unassertive, gullible, dependent, want to belong, idealistic.
• Young people are likelier to join cults than older people

• Love-bombing, isolation, rituals and activities

Treatment methods aimed at making people feel better and function mroe effectively

Therapy for mental disorders in which a person with a problem talks with a psychologicval professional

Psychotherapies in which the main goal is helping people to gain insight with respect to their behavior, thoughts, and feelings

Psychotherapy in wich the main goal is to change disordered or inappropriate behavior directly

therapty for mental disorders in which a person with a problem is treated with biological or medical meothds to relieve symptoms

Demanded fair treatment for the mentally ill

A nondirective insight therapy based on the work of Carl Rogers in which the client does all the talking and the therapist listens

• Reflection- therapy technique in which the therapist restates what the client says rather than interpreting those statements
• Unconditional positive regard- Referring to the warmth, respect, and accepting atmosphere created by the therapsit for the client in person-centered therpay
• Empathy- The ability of the therapist to understand the feelings of the client
• Authenticity- The genuine, open, and honest response of the therapist to the client

Form of directive insight therapy in which the therapist helps clients to accept all parts of their feelings and subjective experiences, using leading questions and planned experiences such as role-playing

Action therapies based on the principles of classical and operant conditioning and aimed at changing disordered behavior without concern for the original causes of such behavior

The use of learning techniques to modify or change undesirable behavior and increase desirable behavior

Behavior technique used to treat phobias, in which a client is asked to make a list of ordered fears and taught to relax while concentrating on those fears

Replacing an old conditioned response with a new one by changing the unconditioned stimulus

Form of behavioral therapy in which an undesirable behavior is paired with an aversive stimulus to reduce the frequency of the behavior

Technique for treating phobias and other stress disorders in which the person is rapidly and intensely exposed to the fear-provoking situation or object and prevented from making the usual avoidance or escape response

Learning through the observation and imitation of others

Technique in which a model demonstrates the desired behavior in a step-by-steph, gradual process while the client is encouraged to imitate the model

The strengthening of a response by following it with a pleasurable consequence or the removal of an unpleasant stimulus

The use of objects called tokens to reinforce behavior in which the tokens can be accumulated and exchanged for desired items or privileges

A formal, written agreement between the therapist and client (or teacher and student) in which goals for behavioral change, reinforcements, and penalties are clearly stated

• the removal of a reinforcer to reduce the
• frequency of a behavior.

• an extinction process in which a person is removed from the situation that provides reinforcement for undesirable behavior, usually by being placed in a
• quiet corner or room away from possible attention and reinforcement opportunities.

Therapy in which the focus is on helping clients recognize disortions in their thinking and replace distorted, unrealistic beliefs with more realistic, helpful thoughts

distortion of thinking in which a person draws on conclusion that is not based on any evidence

Distortion of thinking in which a person focuses on only one aspect of a situation while ignoring all other relevant aspects