chapter 14.txt

  1. central vs. peripheral route processing
    • central-route processing- recipient considers issues and arguments in message
    • Peripheral- people persuaded by factors unrelated to content
  2. cognitive dissonance, key study, & its findings
    When person holds 2 attitudes or thoughts (cognitions) that contradict each other; Drive to reduce dissonance
  3. social cognition
    The cognitive processes by which people understand and make sense of others and themselves
  4. schemas:
    organized bodies of information stored in memory that bias the new information is interpreted, stored, and recalled
  5. Situational:
    Perceived causes of behavior that are based on environmental factors
  6. The Halo Effect:
    A phenomenon in which an initial understanding that a person has positive traits is used to infer other uniformly positive characteristics
  7. Assumed-Similarity Bias:
    The tendency to think of people as being similar to oneself even when meeting them for the first time
  8. Self-Serving Bias:
    Attributing successes to dispositional factors, not situational factors
  9. Fundamental Attribution Error:
    A tendency to over attribute (exaggerate) others’ behavior to dispositional causes and minimize of the importance to situational causes
  10. social supporter
    A group member whose dissenting (opposing) views make nonconformity to the group easier
  11. Characteristics of group thinking
    a lower status person will go along with the group even if it is wrong
  12. Foot-in-the Door Technique:
    Small request followed by a larger request When people says yes to a smaller request, they feel pressured to say yes to a larger request
  13. Door-in-the Face Technique:
    Large request followed by a small request Charities do this all the time
  14. That’s-Not-All Technique:
    Offered a great deal at an inflated price Happens all the time in the “but wait.....” commercials
  15. industrial/organizational psychology
    The branch of psychology focusing on work- and job-related issues, including worker motivation, satisfaction, safety, and productivity
  16. Milgram’s obedience study
    an experiment where participants were shocked if they go tthe wrong answers
  17. possible explanations for origin of prejudice
    an opinion or belief not based on science
  18. Implicit Personality Test, use & what it revealed
    Memories of which people are not consciously aware but that can affect subsequent performance and behavior
  19. amygdala activation
    • stimulates higher order mental processess
    • this improves creativity and intelligence while elevating positive emotions.
  20. Sternberg's Intimacy Component:
    Close connectedness with emotions (not sexual)
  21. Sternberg's Passion Component:
    Physical, sexual attraction
  22. Prosocial behavior:
    helping behavior
  23. Altruism:
    Helping behavior that is beneficial to others but clearly requires self-sacrifice
Card Set
chapter 14.txt
chapter 14