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cognitive dissonance
when we act against our beliefs and values
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Conformity
tendency for people to bring their behavior in line with group norms
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compliance
a person's modification of behavior
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attribution
how we determine the causes behind other's behaviors
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consensus
- what are other people doing?
- low, one person engages, internal
- high, lots of people engage, external
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distinction
- low, behavior in a lot of situations, internal
- high, behavior in one situation, external
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consistency
- do we see the behavior every time we see this person
- low-external
- High- external or internal
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self-serving bias
- success- internal attribute
- failures- external attribute
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Fundamental attribution error
tendency to attribute a person's behavior to internal causes, as opposed to external causes
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Solomon Asch
- conformity- line comparison test
- primacy effect-nice words are presented first, they are considered more nice
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obedience
modification of behavior in response to a request by another person
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Milgram
obedience shock study
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info from shock study
- people obeyed more if
- -study in prestigious place
- -pressure to be consistent
- -learner in different room
- -subject had an authoritarian personality
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Compliance tactics based on commitment or consistency
- foot-in-the door- make a small request, then a bigger one
- low ball-technique- you agree to a price, but then there are tempting additional cost
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compliance tactics based on reciprocity
- door-in-the-face: person ask for large request, then a small one to seem compromising
- reciprocity: someone does something for you, you feel that you should give back
- that's-not-all: like infomercial
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compliance tactics based on scarcity
hard-to-get
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Compliance tactics
- commitment or consistency
- reciprocity
- scarcity
- justification
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Pro-social behavior
- altruism-do something for someone w/o expecting something in return
- empathy-altruism- we can identify with the situation someone is going through
- Reciprocal altruism- "they would do the same for me"
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factors involved with love and attraction
- arousal
- proximity
- reciprocal liking
- attractiveness
- similarity
- romantic and affectionate love
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social facilitation
people work harder w/ other people
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social inhibition
people do worse when other people are around
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social loafing
putting less effort when working in a group then by oneself
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