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How individuals interpret and assign causes to behaviors and events, classifying them as either internal (dispositional) or external (situational).
Attribution Theory
Unconscious, automatic evaluations, feelings, or stereotypes regarding people, objects, or concepts, often shaped by experience and social conditioning
Implicit Attitude
Explaining things happening in optimistic way (external, temp, specific causes) or pessimistic way (personal, permanent, pervasive causes)
Explanatory Styles
Rules for expected and acceptable behavior in certain situations
Social Norms
Tendency to make dispositional attributions about others and to underestimate the influence of the situation in shaping people's behavior
Fundamental Attribution Error
Strategy where an person makes a large, unreasonable request that is guaranteed to be refused, followed by a smaller, more reasonable target request.
Door in the face
Repeated, unreinforced exposure increases liking
Mere Exposure Effect
Loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity
Deindividuation
A belief that we hold ends up influencing our actions and fulfilling our initial prediction
Self-fulfilling Prophecy
a person secures agreement to a small, initial request increases the likelihood of compliance with a subsequent, larger request.
Foot in the door
Perception that one is worse off compared to a reference group or standard, causing feelings of unfairness, dissatisfaction, and frustration
Relative Deprivation
People who do good things will be rewarded, while people who do evil things will be punished.
Just-World Phenomenon
negative emotions, unjustifiable negative behavior towards a group
Prejudice Attitudes and Discrimination
Cognitive tendency to perceive members of an out-group as "all alike" or highly similar, while viewing one's own in-group as diverse and unique
Out-Group Homogeneity Bias
Belief that one's own culture or ethnic group is superior to others
Ethnocentrism
Explains how persuasive messages change attitudes via two routes based on motivation and ability.
Elaboration likelihood model (Central and peripheral route)
Tend to search for, interpret, favor, and recall information that confirms one's preexisting beliefs while ignoring contradictory evidence
Confirmation Bias
Explains how an individual's attitudes, beliefs, and behaviors are shaped by the real or imagined pressure of others
Social Influence Theory
(Normative vs informational)
Mental discomfort experienced when an individual holds conflicting beliefs, attitudes, or behaviors, causing a motivation to reduce this inconsistency (Festinger)
Cognitive Dissonance
Using on deep, logical processing of message content, facts, and strong evidences and arguments to create lasting attitude change
social influence where individuals change their behavior to comply with direct orders from an authority figure (Milgram)
Obedience
Adjustment of behaviors, attitudes, or beliefs to align with group norms, driven by a desire to fit in (Solomon Ache Study)
Conformity
Tendency to maintain initial beliefs or attitudes even after they have been discredited by contradictory, evidence-based information
Belief Perseverance
Tendency for group discussion to strengthen the initial, average inclinations of its members, leading to more extreme, risky, or cautious decisions than individuals would make alone
Group polarization
Person feel less personally accountable to act in an emergency or take responsibility for a task when others are present, assuming someone else will intervene
Diffusion of responsibility
Bystander Effect