Level 13 Level 15 Show 47 words 0 ignoredIgnore wordsCheck the boxes below to ignore/unignore words, then click save at the bottom. Ignored words will never appear in any learning session. All None Ignore? the scientific study of how we think about, influence, and relate to one another. the theory that we explain someone's behavior by crediting either the situation or the person's disposition. fundamental attribution error the tendency for observers, when analyzing others' behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition. feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events. peripheral route persuasion occurs when people are influenced by incidental cues, such as a speaker's attractiveness. occurs when interested people focus on the arguments and respond with favorable thoughts. foot-in-the-door phenomenon the tendency for people who have first agreed to a small request to comply later with a larger request. a set of expectations (norms) about a social position, defining how those in the position ought to behave. cognitive dissonance theory the theory that we act to reduce the discomfort (dissonance) we feel when two of our thoughts (cognitions) are inconsistent. For example, when we become aware that our attitudes and our actions clash, we can reduce the resulting dissonance by changing our attitudes. adjusting our behavior or thinking to coincide with a group standard. normative social influence influence resulting from a person's desire to gain approval or avoid disapproval. informational social influence influence resulting from one's willingness to accept others' opinions about reality. improved performance on simple or well-learned tasks in the presence of others. the tendency for people in a group to exert less effort when pooling their efforts toward attaining a common goal than when individually accountable. the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity. the enhancement of a group's prevailing inclinations through discussion within the group. the mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives. the enduring behaviors, ideas, attitudes, values, and traditions shared by a group of people and transmitted from one generation to the next. an understood rule for accepted and expected behavior. Norms prescribe "proper" behavior. an unjustifiable and usually negative attitude toward a group and its members. Prejudice generally involves stereotyped beliefs, negative feelings, and a predisposition to discriminatory action. a generalized (sometimes accurate but often overgeneralized) belief about a group of people.
(2) in social psychology, unjustifiable negative behavior toward a group and its members. the tendency for people to believe the world is just and that people therefore get what they deserve and deserve what they get. Us—people with whom we share a common identity. Them—those perceived as different or apart from our ingroup. the tendency to favor our own group. the theory that prejudice offers an outlet for anger by providing someone to blame. the tendency to recall faces of one's own race more accurately than faces of other races. (Also called the cross-race effect and the own-race bias.) any physical or verbal behavior intended to hurt or destroy. frustration-aggression principle the principle that frustration—the blocking of an attempt to achieve some goal—creates anger, which can generate aggression. culturally modeled guide for how to act in various situations. the phenomenon that repeated exposure to novel stimuli increases liking of them. an aroused state of intense positive absorption in another, usually present at the beginning of a love relationship. the deep affectionate attachment we feel for those with whom our lives are intertwined. a condition in which people receive from a relationship in proportion to what they give to it. revealing intimate aspects of oneself to others. unselfish regard for the welfare of others. the tendency for any given bystander to be less likely to give aid if other bystanders are present. the theory that our social behavior is an exchange process, the aim of which is to maximize benefits and minimize costs. an expectation that people will help, not hurt, those who have helped them. social-responsibility norm an expectation that people will help those needing their help. a perceived incompatibility of actions, goals, or ideas. a situation in which the conflicting parties, by each rationally pursuing their self-interest rather than the good of the group, become caught in mutually destructive behavior. mutual views often held by conflicting people, as when each side sees itself as ethical and peaceful and views the other side as evil and aggressive. a belief that leads to its own fulfillment. shared goals that override differences among people and require their cooperation. a strategy designed to decrease international tensions. What are incidental cues?the tendency for observers, when analyzing another's behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition. attitude. feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events.
What is an example of peripheral route persuasion?Instead of focusing on the facts and a product's quality, the peripheral route relies on association with positive characteristics such as positive emotions and celebrity endorsement. For example, having a popular athlete advertise athletic shoes is a common method used to encourage young adults to purchase the shoes.
Which route to persuasion happens when interested people focus on arguments?Central route to persuasion Occurs when interested people focus on the arguments and respond with favorable thoughts People who are naturally analytical or involved in an issue…
What is central route persuasion quizlet?central route. a route to persuasion wherein people think carefully and deliberately about the content of a persuasive message, attending to its logic and the strength of its arguments, as well as to related evidence and principles.
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