Persuasion
When someone agrees to a large request after first agreeing to a small, related request
What is the Foot in the door
This theory of emotion states that physiological arousal and emotional experience occur at the same time, rather than one causing the other.
What is the Cannon-Bard theory?
Emily feels pressured to agree with her friend groups' opinions that Chickfila taste good even though she privately disagrees with them. Which type of social influence is primarily responsible for this behaviour?
What is normative social influence
When you're hungry, the drive for food motivates you to seek out and consume food, thereby reducing the hunger and restoring balance.
What is drive reduction theory
This tendency is when people overestimate personality factors and underestimate situational factors when explaining others’ behavior.
What is the fundamental attribution error?
When a person has one good trait so people assume they have other good traits as well.
What is the Halo effect
An example would be: smiling can induce feelings of happiness, while frowning may lead to feelings of sadness or displeasure.
What is facial feedback hypothesis
Jim studied for months for the spelling bee at school but he performed worse than usual because of the big audience watching him. Which social influence is responsible for this?
What is Social facilitation
suggests that behavior is motivated by external rewards or incentives.
What is incentive theory
This bias leads people to attribute their successes to internal factors and their failures to external factors.
What is the self-serving bias?
persuasion that relies on superficial cues - such as celebrity endorsements, humor, or attractiveness - rather than logical arguments or facts.
What is a Peripheral route to persuasion
What is arousal
The loss of self awareness and personal identity, leading to impulsive behaviour and conforming to group norms
What is Deindividualization
This motivation theory suggests that behavior is driven by the desire to achieve goals for personal satisfaction rather than external rewards.
What is intrinsic motivation
This theory suggests that we adjust our attitudes to match our behavior in order to reduce discomfort from inconsistency.
What is cognitive dissonance theory?
Influencing attitudes by using logic, facts, and strong, high-quality arguments, prompting the audience to think carefully about the message
What is the central route to persuasion
An individual’s belief in their capacity to execute behaviors necessary to produce specific performance attainments.
What is self-efficacy
Enhancement of a like-minded group's opinions and beliefs, leading to stronger initial tendencies
What is group polorization
According to this theory, arousal levels affect performance, with optimal performance occurring at moderate levels of arousal.
What is the Yerkes-Dodson Law?
This concept explains how we attribute our own behavior to external causes but others’ behavior to internal causes.
what is actor observer bias
The psychological discomfort experienced when holding two or more conflicting cognitions (e.g., beliefs, attitudes, behaviors).
What is Cognitive dissonance
A law that proposes a relationship between arousal levels and performance, suggesting that moderate levels of arousal lead to optimal performance on tasks. According to this law, both very high and very low levels of arousal can impair performance.
What is yerkes-dodson law
Individuals exerting less effort than usual when in a group setting compared to working alone
What is social loafing
This theory of motivation suggests that people are driven to maintain an optimal level of alertness and seek activities that increase or decrease arousal when it is too low or too high.
What is arousal theory?
This type of attitude involves feelings or emotional reactions toward a person, object, or idea.
What is the affective component of attitudes?