Ch. 1+3
Ch. 4+5
Ch. 7+8
Ch. 10+12
100

Construal

(Ch. 1)

The way in which people perceive, comprehend, and interpret the social world

100

Misattribution of Arousal

(Ch. 5)

The process whereby people make mistaken inferences about what is causing them to feel the way they do

100

Conformity

(Ch. 8)

A change in one’s behavior due to real or imagined influence of other people

100

Instrumental Aggression

(Ch. 12)

Aggression that is done as a means to achieve some goal other than causing pain

200

Fundamental Attribution Error

(Ch. 1)

the tendency to explain our own and other people’s behavior entirely in terms of personality traits and to underestimate the power of social influence and the immediate situation

200

Social Perception 

(Ch. 4)

The study of how we form impressions of and make inferences about other people

200

How to use emotions to change attitudes 

(Ch. 7)

Playing to emotions grabs people's attention more

If you are going to use fear, also include specific directions on what changes to make 

Misattribution; reason-generated attitude change 

200

Relative deprivation 

(Ch. 12)

The feeling that you have less than what you deserve or less than people similar to you have; increases aggression

300

Counterfactual Thinking

(Ch. 3)

Mentally changing some aspect of the past as a way of imagining what might have been  

300

Interdependent View of the Self

(Ch. 5) 

A way of defining oneself in terms of one’s relationships to other people, recognizing that one’s behavior is often determined by the perceived behavior of others. 

300

Describe the difference between the central and peripheral routes to persuasion 

(Ch. 7)

Central Route- The case in which people have both the ability and the motivation to elaborate on a persuasive communication (more logical, fact-based; prompts deeper thinking)

Peripheral Route- The case in which people do not elaborate on the arguments in a persuasive communication (more superficial, oriented around superficial characteristics)

300

Propinquity Effect 

(Ch. 10)

The finding that the more we see and interact with people, the more likely they are to become our friends

400

Naïve Realism

(Ch. 1)

The conviction that we perceive things “as they really are,” underestimating how much we are interpreting or “spinning” what we see 

400

Two-Factor Theory of Emotion

(Ch. 5) 

Emotional experience is the result of a two-step self-perception process in which people first experience physiological arousal and then seek an appropriate explanation for it

400

Difference between foot-in-the-door and door-in-the-face techniques 

(Ch. 8)

Foot-in-the-door technique: the requestor first secures an agreement with a small favor before following up with a larger request

Door-in-the-face technique: when the requester first asks for a large favor that will certainly be rejected before following up with a smaller, second request

400

Bandura, Ross, & Ross, 1961, 1963 (Bobo doll experiment) findings

(Ch. 12)

Children learn aggressive behavior through imitation. The experimenter modeled some rather violent treatment of the doll—and the children imitated her perfectly

Social-Cognitive Learning- People learn social behavior (ex: aggression) in large part through observation and imitation of others  

500

Describe two judgmental heuristics 

(Ch. 3)

Availability heuristic- whereby people base a judgment on the ease with which they can bring something to mind. 

Representativeness heuristic- whereby people classify something according to how similar it is to a typical case

500

Explain the difference between internal and external attribution 

(Ch. 4)

Internal attribution is the belief that a person is behaving in a certain way because of something about the person, external attribution explains the behavior from something about the situation he or she is in

500

What is the difference between descriptive and injunctive norms 

(Ch. 8)

Injunctive Norms- People’s perceptions of what behaviors are approved or disapproved of by others

Descriptive Norms- People’s perceptions of how people actually behave in given situations, regardless of whether or not the behavior is socially acceptable 

500

Define the three attachment styles we've studied

(Ch. 10)

Secure- Characterized by trust, a lack of concern with being abandoned, and the view that one is worthy and well liked

Avoidant- Characterized by difficulty developing intimate relationships because previous attempts to be intimate have been rebuffed

Anxious/Ambivalent- Characterized by a concern that others will not reciprocate one’s desire for intimacy, resulting in higher-thanaverage levels of anxiety   

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