Groups and Pressure
When you go along with the decisions of a crowd.
Conformity
A set of assumptions about people in a given category summarizing our experience and beliefs about groups of people.
Stereotypes
Sharing common interests, beliefs, morals, and participating in similar activities.
Similarity
This term refers to the person or group presenting an argument.
The source
The tendency to blame your own behavior on outside causes, but blame the behavior of others on their own internal causes
Actor-observer bias
A phenomenon occurring when a group’s desire for harmony and consensus overrides a realistic appraisal of alternatives, resulting in poor decision-making.
Groupthink
Our tendency to form opinions about others based on their first impressions.
Primacy effect
Intimacy, passion, and commitment make up this type of love, according to Sternberg.
"Ideal" or "consummate" love
This route of persuasion relies on facts and appealing to logic.
Central route of persuasion
Suggests we attribute qualities to someone based on our perception of them based on other respects (Ex: soldiers high rank=good soldier)
Halo effect
The most extreme way of changing a person’s attitude, involving intense pressure, intimidation, or even harm.
Brainwashing
A type of attribution where one acts a certain way based on the situation.
External attribution
Also referred to as the “familiarity principle.”
Repeated exposure
The method by which you deliver an argument (news, social media, etc)
Channel
The tendency for individuals to perform differently when in the presence of others
Social facilitation
A change in attitude or behavior brought about by social pressure to comply with those perceived to be authorities
Obedience
The mental discomfort experienced when holding 2 or more contradictory beliefs, values, or behaviors.
Cognitive dissonance
A type of reward value based on the ability of a person to help you reach your goals.
Utility value
When you start with a big request, and then follow up with a smaller, more agreeable one.
Door-in-the-face
The tendency for decisions made in groups to be less conservative than the decision of the average group member
Risky-shift effect
An important study that was done to find out why people follow orders using fake electric shocks.
Milgram's study
Unconscious, automatic evaluations—positive or negative—toward people, places, or things, which exist outside of conscious awareness.
Implicit attitude
A type of reward value when a person interests you or exposes you to new ideas and experiences
Stimulation value
When one develops a resistance to persuasion by being exposed to arguments that challenge their beliefs.
The inoculation effect
The tendency for people to overemphasize personality-based explanations for behaviors in others while underemphasizing situational explanations
Fundamental attribution error