Chapter 12 Social Psychology Exam 4 Study Guide 1 Define conformity book definition p 449 I Conformity Changing one s own behavior to match that of other people 2 Define cognitive dissonance book definition p 462 Cognitive Dissonance Sense of discomfort or distress that occurs when a person s behavior does not correspond to that person s attitudes 3 Define the fundamental attribution error book definition p 467 I Fundamental Attribution Error The tendency to overestimate the influence of internal factors in determining behavior while underestimating situational factors In other words people tend to explain the actions of others based on what kind of person they are rather than looking for outside causes such as social influences or situations 4 What are the two routes to persuasion discussed in class p 461 I Central Route Convincing arguments Type of information processing that involves attending to the People attend to the content of the message content of the message itself II Peripheral route Incidental cues like an attractive presenter A style of information processing that relies on peripheral cues cues outside of the message content itself such as the expertise of the message source the length of the message and other factors that have nothing to do with the message content 5 What are two persuasion techniques discussed in class p 452 I Foot In The Door technique When compliance with a smaller request is followed by a larger request people are quite likely to comply b c they have already agreed to the smaller one and they want to behave consistently with their previous response The small request acts as an opener II Door In Face technique The larger request comes first which is usually refused This is followed by a second smaller and more reasonable request that often gets compliance This technique relies on the norm of reciprocity which basically assumes that if someone does something for a person the person should do something in return 6 How can group discussions influence attitudes Graph p 457 Conformity Groupthink Changing one s own behavior to match that of another person More enchanted with idea than the reality and the consequences Kind of thinking that occurs when people place more importance on maintaining group cohesiveness than on assessing the facts of the problem with which the group is concerned Group Polarization The tendency for members involved in a group discussion to take If theory is shared then it will intensify somewhat more extreme positions and suggest riskier actions when compared to individuals who have not participated in a group discussion Social Facilitation Social Loafing The tendency for the presence of other people to have a positive impact on the performance of an easy task The presence of others creates just enough increased arousal to improve performance You do easy tasks better in front of groups You do difficult tasks worse in front of groups The tendency for people to put less effort into a simple task when working with other on that task Decrease performance b c you rely on others to do the work Men from individual countries are most likely Why o Deindividuation watching Lose my self awareness restraint when no one is Less observed more free o Wearing masks increases deindividuation Minority Influence One or two people can sway a group when they a Have a consistent message b Don t come across as rigid or dogmatic c Have views consistent with what is currently popular or 7 What are the 3 biggest predictors of attraction p 474 correct I Proximity Geographic location Mere exposure o People choose friends and lovers from the pool of people available to them and availability depends heavily on proximity o One theory of why proximity is important involves the idea of repeated exposure to new stimuli The more you hear a song the more you like it II III Physical Attractiveness Similarity Birds of a feather flock together 8 What is social exchange theory What social norms might affect altruistic behavior Social Exchange Theory States human interactions are transactions that aim to maximize one s rewards and minimize ones costs Altruism Prosocial behavior that is done with no expectation of reward and may involve the risk of harm to oneself Norms that might affect altruistic behavior o Reciprocity If someone has helped us in the past we feel obligated to help them o Social responsibility Helping those who cannot help us Why we overcome the cost v benefit 9 What is kin selection Kin Selection An evolutionary theory that proposes that people are more likely to help those who are blood relatives because it will increase the odds of gene transmission to future generations 10 What are the 5 types of EXPLICIT prejudice p 469 I In group Bias like us Everybody have a natural tendency to identify people that are like themselves and they socialize with them II Out group Prejudice NOT like us or them III Stereotype Generalized Belief Women are maternal men are aggressive Prejudice Unjustified Attitude Discrimination Unjustified Behavior IV V 10 What are the 5 types of IMPLICT prejudice I II III IV V ex Perceives an object in a certain race s hand is a weapon even if it isn t Unconscious Patronization You have a belief that you have to cut slack to one group over another Race Influenced Perceptions Seeing Black Has to do with the actual facial features Reflexive Body Responses Implicit Associations If you view an object in a positive way then it is easier to associate a positive word for it and vice versa Chapter 13 Personality 1 What drives the id ego and superego Which parts are conscious and which are unconscious hint refer to the iceberg diagram in the slides p 496 Id unconscious part of our brain Part of the personality present at birth and completely unconscious and pleasure seeking o Containing all of the basic biological drives Hunger thirst self preservation and sex The Pleasure Principle o It feels good do it o The desire for immediate gratification of needs with no regard for the consequences Drives o Libido Eros the life drive o Thanatos the death drive Ego realize that these urges are not practical and tries to resolve that Part of the personality that develops out of a need to deal with reality mostly conscious rational and logical the id and is far more rational logical and cunning than Mostly conscious The Reality Principle o Is the need to satisfy the demands of the id only in ways that will NOT lead to negative consequences Drives
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