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efrain12
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What are the 2 components of two-factor theory of emotion ?
1. People experience physiological arousal
2. They then seek an appropriate explanation for it
**study= person gets injected with adrenaline hormone. Then takes a questionnaire. The subjects that had outbursts of anger were the subjects that received the injections.
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Study on the bridge + attractive person
-people were more likely to feel attractive when they (subject and attractive person) were on the bridge than when they rested after crossing the bridge .
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What is misattribution of arousal ?
Process where people make mistaken inferences about what is causing them to feel the way they do
*if you are attracted to a girl that is beautiful, think carefully before wifing her up bc it might only be bc of her beauty and not compatibility
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3 behaviors that low self esteem predicts?
-depression
-drug abuse
-delinquency
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Which 3 behaviors does high self esteem predict?
-initiative
-resilience
-improved mood
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2 ways to measure self esteem
-explicitly
-implicitly
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Way to measure self esteem) explicitly
Through questionnaires
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Way to measure self esteem) implicitly
Outside of awareness
***reaction time studies ( how fast does one pair me with good & bad)
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What does high self esteem + social rejection =?
aggression
*bullies, terrorists etc
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Characteristics of narcissm
-need for admiration
-lack of empathy
-grandiose sense of self importance
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What is social influence?
The effect that the words, actions, or presence of others have on our thoughts, feelings, behaviors
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What are 3 types of social influence?
-compliance
-conformity
-obedience
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3 types of social influence) compliance
Changing one's behavior in response to a direct request
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3 types of social influence) conformity
Changing one's behavior due to the real or imagined presence of others
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3 types of social influence) obedience
Changing one's behavior in response to a order from an authority figure
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What are the 3 basic motivations that we allow ourselves to be influenced?
-seeking accuracy
- -build and maintain relationships
- *seeking social approval
- -manage self concept
- *seeking consistency
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Compliance) 2 ways of changing one's behavior in response to a direct request
- -explicit
- * asking directly for a donation
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How many principles of social influence did cialdini observe?
6
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cialdini observed 6 principles of social influence) Each principle is based on a _____ and linked to at least 1 important ______ or ______
Heuristic; goal or motive
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cialdini observed 6 principles of social influence) which are the goals/motives that each principle Is linked to..? (3)
-seeking accuracy
-seeking social approval
-managing self image
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What are the 6 principle of compliance?
-reciprocity
-consistency
-social validation
-friendship/liking
-authority
-scarcity
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6 principles of compliance) Reciprocity- what is the heuristic that is attached to this principle?
If someone does you a favor then you are obligated to repay it
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6 principles of compliance) reciprocity- which goal/motive is it linked to?
Social approval
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6 principles of compliance) reciprocity- what are the 4 ways that compliance professionals use this
-free gift
-door in the face
-that's not all
-unequal exchanges
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6 principles of compliance) ways pros use this) reciprocity- "free" gift
target feels obligated to give something back
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6 principles of compliance) ways pros use this) reciprocity- door in the face
-offers large request then followed by a smaller, reasonable request
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6 principles of compliance) ways pros use this) reciprocity- that's not all
target feels obligated to reciprocate better deal
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6 principles of compliance) ways pros use this) reciprocity- unequal exchanges
target feels obligated to repay the favor
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6 principles of compliance) consistency- what is the heuristic attached to this?
I am a person who acts in a way that is consistent with my commitments
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6 principles of compliance) consistency- what is the goal/motive attached to this?
Manage self concept
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6 principles of compliance) consistency- how pros use this (3)
-foot in the door
-commitment
-even-a-penny-would-help
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6 principles of compliance) consistency- how pros use this: foot in the door
-small request granted then large related favor
***I donated $ earlier therefore I must the the kind of person that donates $
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6 principles of compliance) consistency- how pros use this: commitment (2)
-bait and switch
-lowball
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6 principles of compliance) consistency- how pros use this: even a penny would help
Desire to see ourselves as helpful
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6 principles of compliance) social validation- which heuristic is attached?
When in doubt look to the majority opinion
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6 principles of compliance) social validation- what is the goal/motive linked to this? (2)
Accuracy & social relationships
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6 principles of compliance) social validation- 3 reasons that will most likely have you follow other behaviors when..
-they seem sure of themselves
-similar to you
-right behavior is ambiguous
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6 principles of compliance) social validation- how pros use this: 4 ways
-largest selling, fastest growing
-petition lists
-salting the tip jar
-lines for night clubs
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6 principles of compliance) social validation- how pros use this: largest selling, fastest growing"
-"everyone's donating therefore it is the correct thing to do
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6 principles of compliance) social validation- how pros use this: petition lists
The more people on the list, more likely we are to comply
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6 principles of compliance) social validation- how pros use this: salting the jar tipp
The more money on the jar, the more we are also likely to leave a tip
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6 principles of compliance) social validation- how pros use this: lines for clubs
Longer the line, the more likely we think it'll be fun
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6 principles of compliance) liking- which heuristic is attached to this?
We should help our friends and the people we like
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6 principles of compliance) liking: which goal is linked to this?
-gain social approval, maintain and build relationships with others
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6 principles of compliance) liking- 4 types of people that we tend to like?
-physically attractive
-similar to us
-compliment us
-cooperate with us
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6 principles of compliance) liking- how pros use this: physical attractiveness
- -this is associated with talent, kindness, honesty, intelligence
- *thus they are more likely to be receptive to what we have to say
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6 principles of compliance) liking- how pros use this: similarity
-mirror and match technique
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6 principles of compliance) liking- how pros use this: compliments
-praise does not have to be accurate nor does it have to be genuine
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6 principles of compliance) liking- how pros use this: cooperation
Bad cop/.good cop
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6 principles of compliance) authority- which heuristic is attached to this?
It pays to follow the advice of a legitimate authority who has superior knowledge, talent, fortune
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6 principles of compliance) authority- which goal is attached to this?
-to be accurate
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6 principles of compliance) authority- how do pros use this? (4)
-"fashionable mens clothiers since 1841
-actors & celebs
-con artists
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6 principles of compliance) authority- how do pros use this: fashionable mens clothiers since 1841
This relates bc it is trying to say that the clothing has been relevant since the old days thus they must know what they are doing to be in business that long
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6 principles of compliance) authority- how do pros use this: actors & celebs
- people tend to idolize theses people thus people would get influenced by them
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6 principles of compliance) authority- how do pros use this: symbols
-lab coat, suit & tie, doctor
*we assume that these people have superior knowledge because of the schema that we have built
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6 principles of compliance) authority- how do pros use this: con artists
-these people use all of the above to try to con other people.
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6 principles of compliance) scarcity: which heuristic is attached to this?
Opportunities are more valuable when they are less available
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6 principles of compliance) scarcity: which goal is attached to this?
- -seeking accuracy
- *get what's good
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6 principles of compliance) scarcity: 2 reasons
-rare is good heuristic
-reactance theory: we want they rare item more then before
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6 principles of compliance) scarcity: how do pros use scarcity? (2)
-limited time offer
-people are motivated by loss
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6 principles of compliance) scarcity: how do pros use scarcity: limited time offer
-one week sale, buy now or miss out on great offer type crap
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6 principles of compliance) scarcity: how do pros use scarcity: people are motivated by loss
"you can lose several health benefits by failing to go to the dentist"
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