P
Attribution
Giving credit to someone or something
Just-world phenomenon
the tendency for people to believe the world is just and that people therefore get what they deserve and deserve what they get
Attitudes
beliefs and feelings that guide behavior
Door-in-the-face
The persuasion strategy in which a large request is made knowing it will probably be refused so that the person will agree to a much smaller request
Chameleon affect
a person will unconsciously mimic or adopt behaviors, mannerisms, and actions of people or of an individual with s/he is interacting.
Attribution theory/error
States that we have a tendency to give casual explanations for someone’s behavior, often by crediting either the situation or the person’s disposition.
Salience bias
situational factors are less salient (noticeable) than dispositional factors. As a result, people focus on personality traits rather than the less social context.
Mere exposure effect
people tend to develop a preference for things merely because they are familiar with them
Reciprocity
giving something to someone hoping you will get something back
Mood linkage
a person's mood is based on the others of the group
Dispositional attribution
attributing someone’s behavior, thoughts, beliefs, etc. to the persons traits and characteristics.
Self-serving bias
Taking credit for their success while at the same time attributing their failures to external situations beyond their control.
Central route of persuasion
When people focus on factual info, logical arguments and thoughtful analysis.
Cognitive dissonance
The state of psychological tension, anxiety, and discomfort that occurs when an individual's attitude and behavior are inconsistent.
Conformity
the tendency to do what others do simply because others are doing it
situational attribution
attributing someone's behavior, thought's beliefs, etc. to environments factors outside of the person's control.
Self-fulfilling prophecy
having expectations about an individual that influence your behavior towards him or her, which in turn influences the way this person behaves towards you
Peripheral route of persuasion
W people focus on emotional appeals in incidental cues
Role playing
giving a person a specific role and having his/her attitude change based on the role s/he was given.
Normative social influence
Influence resulting from a person's desire to gain approval or avoid disapproval
Fundamental attribution Error
tendency of people to overemphasize personal causes for other people's behavior and to underemphasize personal causes for their own behavior
Social thinking
involves thinking about others, especially when they engage in doing things that are unexpected
Foot-in-the-door
The persuasion strategy of getting a person to agree to a modest first request as a set-up for a later much larger request.
Social influence
how attitudes, beliefs, decisions, and actions are molded by social influences
Informational social influence
occurs when one turns to the members of one's group to obtain accurate info. a person is most likely to use informational social influence in certain situations