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Attitudes
beliefs and feelings about objects, people, and events that can affect how people behave in certain situations
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Cognitive Evaluation
people often evuluate evidence and form beliefs on the basis of their evuluation
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Cognitive Anchors
a person's earliest attitudes
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Persuasion
a direct attempt to influence other people's attitudes or views
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Central Route
use evidence and legal arguments to persuade people
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Peripheral Route
it attempts to associate objects, people, or events w/ positive or negative cues
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Two-Sided Argument
in which people present not only their side of the argument but also the opposition's side
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Emotional Appeals
persuading by arousing such feelings as loyalty, desire, or fear rather than by convincing through evidence and logic
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Sales Resistance
some people have no problem turning down requests to buy products or services
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Prejudice
a generalized attitude toward a specific group of people
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Discimination
refers to the unfair treatment of individuals because they are members of a particular group
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Scapegoat
an individual or group that is blamed for the problems of others because the real cause of the problems is either too complex, powerful, or remote to be confronted
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Social Perception
ways in which people perceive one another
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Primacy Effect
the tendency for people to form opinions of others on the basis of first impressions
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Recency Effect
occurs when people change their opinions of others on the basis of recent interactions instead of holding on to their first impressions
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Attribution Theory
people tend to explain behavior in terms of either dispositional, or personality, factors or in terms of situational, or external, factors
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Actor-Observer Bias
people tend to attribute the behavior of others to dispositional, or internal, factors and to attribute their own behavior to situational, or external, factors
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Fundamental Attribution Error
the tendency to overestimate the effect of dispositional causes for another person's behavior, and to underestimate the effect of situation causes
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Self-Serving Bias
people are more likely to attribute their own successes to dispositional, or personality, factors. They are also more likely to attribute their failures to situational factors
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Attraction
an attitude of liking
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Matching Hypothesis
people tend to choose as friends and partners those who are similar to themselves in attractiveness
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Reciprocity
the mutual exchange of feelings or attitudes
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Triangular Model of Love
identifies seven types of love relationships, each of which is characterized by at least one of three components: intimacy, passion, or commitment
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Intimacy
closeness and caring
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Passion
feelings of romantic and sexual attraction
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Commitment
a couple recognition that they are "in love" and want to be together, "for better or for worse"
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