PSY 101 1st Edition Lecture 20Outline of Last Lecture I. Social Psychology part 1Outline of Current Lecture II. Social Psychology part 2o Definition Attribution theory Definition of Internal (dispositional) attributions  Definition of External (situational) attributions  Definition of Fundamental attribution error  Definition of Actor-observer bias Definition of Self-serving bias  Definition of Just-world phenomenon o Actions can affect Attitudes Definition of Cognitive Dissonance theory  Definition of Fact-in Door Phenomenon  Definition of attitudes o Definition of Persuasion  Definition of Central route to persuasion Definition of peripheral route to persuasion o Persuasion techniques  Definition of Door-in-the-face Definition of Low Ball effect  Definition of Bait and Switch Definition of Framing Effect  Definition of Mere Exposure Effect o Definition of Prejudice  Definition of Out group homogeneity o Stereotypes Definition of stereotypes  Definition of stereotype threat Current Lecture Social Psychology part 2 These notes represent a detailed interpretation of the professor’s lecture. GradeBuddy is best used as a supplement to your own notes, not as a substitute.o Attribution theory – concerned with how individuals interpret events and how this relates to their thinking and behavior. Assumes that people try to determine why people do what they do  Internal (dispositional) attributions - We infer that a person is behaving in a certain way or that an event is due to factors related to the person  External (situational) attributions - We infer that a person is behaving in certain way or that an event is due to the situation that they are in  Fundamental attribution error - People’s tendency to place an undue emphasis on internal characteristics to explain someone else’s behavior in a given situation, rather than considering external factors.- We blame people for their behavior and not on the situation - Not involved  Actor-observer bias- A tendency to attribute one’s own actions to external causes, while attributing other people’s behaviors to internal causes - Involved with the situations  Self-serving bias - People’s tendency to attribute positive events to their own character but attribute negative events to external factors Just-world phenomenon- People’s tendency to believe that the world is just and that peopleget what they deserve o Actions can affect Attitudes Cognitive Dissonance theory - Unpleasant mental experience of tension resulting from two conflicting thoughts or beliefs (or actions)- To escape mental tension, we may modify our attitudes, our actions, or both. Fact-in Door Phenomenon- The tendency for people who first agree to a small request to comply later with a larger request.- Sales people often exploit this tendency to persuade us. Attitudes - Belief that includes an emotional component – may predispose us to respond in a particular way to objects, ideas, people, and events o Persuasion The active and conscious effort to change and conscious effort to change an attitude through the transmission of a message  Central route to persuasion- When interested people focus scientific evidence/arguments and responds favorably  Peripheral route to persuasion- When people are influenced by incidental cues, such as a speaker’s attractivenesso Persuasion techniques  Door-in-the-face- Achieving compliance in which a certain request is preceded by a much larger one. Low Ball effect - used in sales and other styles of persuasion to offer products or services at a bargain price in order to first attract a buyer, but thenadds on additional expenses to make the purchase less of a bargain than originally thought Bait and Switch- the action (generally illegal) of advertising goods that are an apparent bargain, with the intention of substituting inferior or more expensive goods Framing Effect - in which people react to a particular choice in different ways depending on how it is presented; e.g. as a loss or as a gain Mere Exposure Effect - people tend to develop a preference for things merely because they are familiar with themo Prejudice  Is an unjustifiable (usually negative) attitude toward a group and its members. Scapegoat theory  In-group/out-group bias – US vs Them Out group homogeneity - We tend to classify people who are not in our in-group as being similar to one another. ‘they’re all like that’o Stereotypes stereotypes - Schemas of how people are likely to behavior based simply on groups to which they belong. (Beliefs) stereotype threat- anxiety or concern in a situation where a person has the potentialto situation where a person has the potential to confirm a negative stereotype about their social group  Inclusion-group membership or belonging - Very important to success  Exclusion – being left out of a group - Being left out of a group is actually