Definition
A readiness to perceive oneself favorably.
Self-serving bias
Zimbardo's Experiment; Prison movie with people taking on the roles of prisoners and guards.
Role
The scientific study of how we think about, influence, and relate to one another.
Social Psychologists
Occurs when people are influenced by incidental cues, such as a speaker's attractiveness.
Peripheral Route Persuasion
Chinese men in a prison slowly build up their privileges.
Suggests how we explain someone's behavior by crediting either the situation, or the person's disposition.
Attribution Theory
Occurs when interested people focus on the arguments and respond with favorable thoughts.
Central Route Persuasion
Environmentalist advocates show us evidence of melting glaciers.
Central Route Persuasion
Tendency of observers when analyzing behavior to underestimate the impact of the situation.
Fundamental Attribution Error
The tendency for people who have first agreed to a small request to comply later with a larger request.
Foot-in-the-door-phenomenon
Perfume ad may lure people in with images of people in love.
Peripheral Route Persuasion
Feeling, often based on our beliefs, that predispose us to respond in a particular way.
Attitude
A set of expectations about a social position, defining how those in the position ought to behave.
Role
Good grade because of studying. You get a bad grade because the teacher doesn't like you.
Self-serving bias
Making a large request that is likely to be turned down as a way to increase the chances that people will agree to a small request later.
Door-in-the-face