Ch. 1+3
Construal
(Ch. 1)
The way in which people perceive, comprehend, and interpret the social world
Misattribution of Arousal
(Ch. 5)
The process whereby people make mistaken inferences about what is causing them to feel the way they do
Conformity
(Ch. 8)
A change in one’s behavior due to real or imagined influence of other people
Instrumental Aggression
(Ch. 12)
Aggression that is done as a means to achieve some goal other than causing pain
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
Social Perception
(Ch. 4)
The study of how we form impressions of and make inferences about other people
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
Relative deprivation
(Ch. 12)
The feeling that you have less than what you deserve or less than people similar to you have; increases aggression
Counterfactual Thinking
(Ch. 3)
Mentally changing some aspect of the past as a way of imagining what might have been
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.
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)
Propinquity Effect
(Ch. 10)
The finding that the more we see and interact with people, the more likely they are to become our friends
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
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
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
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
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
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
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
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