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42 Cards in this Set
- Front
- Back
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person perception
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process of forming impressions of others while interacting with them
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5 sources of forming impressions
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1. Appearance
2. Actions 3. Verbal Behaviour 4. Nonverbal Behaviour 5. Situations |
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snap judgments
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quickly made and based only on a few bits information and preconceived notions, may not be accurate
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systematic judgments
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forming impressions od those who can affect one's welfare and happiness
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attributions
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inferences that people draw about the causes of their own behaviour, other's behaviours and events
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internal attributions
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ascribe causes of behaviour to personal things
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external attributions
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ascribe the causes of behaviour to situational demands and environmental constraints
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confirmation bias
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tendency to seek information that supports one's beliefs while not pursuing disconfirming information
"believing is seeing" |
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self-fulfilling prophecies
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occurs when expectations about a person cause him or her to behave in ways that confirm the expectations
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robert merton, 3 seps to self-fulfilling prophecies
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1. perceiver has impression of other person
2. perceivers behaviour based on that impression 3. corresponding behaviour elicited from other person |
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3 cognitive distortions
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1. social categorization
2. stereotypes 3. fundamental attribution error 4. defensive attribution |
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social categorization
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classifying objects about people according to their distinctive features, people similar to them as "ingroup" and those dissimilar as "out group"
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outgroup homogeneity effect
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people usually see outgroup members as much more alike than they really are, and see ingroup members as unique individuals
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stereotypes
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widely held beliefs that people have certain characteristics because of their memberships in a particular group
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fundamental attribution error
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tendency to explain other peoples behaviour as the result of personal rather than situational factors
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2 steps of making attributions
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1. automatic, internal attribution (mindless)
2. requires cognitive effort and attention (mindful) easy to stop after step 1 thus making FAE |
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defensive attribution
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tendency to blame victims for their misfortune so that one feels less likely to be victimized in the same way
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3 themes in person perception (ESC)
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efficiency- no cognitive effort preferred
selectivity- people see what they expect to see consistency- tune out or discount information that contradicts original picture |
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primacy effect
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when initial information carries more weight than subsequent information
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prejudice
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negative attitude towards a member of a group
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discrimination
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behaving differently and unfairly toward members of a group
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modern discrimination
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modern racists do not want to return to times of segregation but feel that minority groups shouldn't push too fast for advancement
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5 causes of prejudice
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1. authoritarianism
2. social dominance orientation 3. cognitive distortions and expectations 4. competition between groups 5. threats to social identity |
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right wing authoritarianism
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authoritarian submission (submission to those in power), authoritarian aggression (hostility toward targets), conventionalism (adherence to values endorsed by authorities)
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social dominance orientation
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prefer inequality among social groups, believe in a hierarchy where some are destined to dominate others
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social identity theory
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self-esteem is partly determined by one's social identity, or collective self, group membership
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persuasion
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the communication of arguments and information that intends to change another person's attitude
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4 elements of persuasion process
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source, message, receiver, channel
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need for cognition
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tendency to seek out and enjoy effortful thought, problem solving activities and in depth analyses
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elaboration likelihood model
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an individuals thoughts about persuasive messages will determine whether the attitude change will occur
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central route of persuasion
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persuasion due to content and logic of the message, high elaboration, more durable and stable
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peripheral route of persuasion
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persuasion due to non-message factors (attractiveness, credibility), low elaboration, less durable, unstable
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conformity
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when people yield to social pressure in their public behaviour (whether behaviour is freely chosen or is the result of group pressure)
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compliance
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type of conformity- yielding to social pressure in their public behaviour (even though their private beliefs haven't changed)
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ambiguous situations
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looking around to see whether or not others are acting as if there's an emergency
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obedience
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type of compliance- when people follow direct commands, usually from someone of authority
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FITD technique
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getting someone to agree to a small request to increase the chances they will agree to a larger request later
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consistency principle
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once someone agree to something, they tend to stick to their original commitment (FITD, lowball)
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lowball technique
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getting someone to commit to an attractive proposition before revealing the hidden costs
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reciprocity principle
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one should pay back in kind what one receives from others (DITF)
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DITF technique
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making a large request that will likely be turned down only to increase the chances that they will agree to the smaller request later
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scarcity principle
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when you can't have something, you want it more, harder to find things must mean they are better
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