CHAPTER 12 detailed study guide outline

CHAPTER 12 detailed study guide outline - CHAPTER 12 Social...

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CHAPTER 12 Social psychology= the scientific study of how a person’s thoughts, feelings, and behavior are influenced by the real, imagined, or implied presence of others Social influence=the process through which the real or implied presence of others can directly or indirectly influence the thoughts, feelings, and behavior of an individual Conformity=changing one’s own behavior tin ire closely match the actions of others Asch’s study on conformity: Shows a line on one sheet of paper and then 3 on a separate sheet and you have to pick which of the 3 is closest the original. However, the impact of others comes into play. For example, people will purposely say the wrong line and you would be surprised at how many people will agree even though they know it’s not the closest in comparison Groupthink= kind of thinking that occurs when people place more importance on maintaining group cohesiveness than on assessing the facts of the problem with which the group is concerned EX: sinking the Titanic, Challenger, Bay of Pigs ***refer to Table 12.1 Consumer psychology= branch of psychology that studies the habits of consumers in the marketplace Compliance= changing one’s behavior as a result of other people directing or asking for the change Foot-in-the-door technique= asking for a small commitment and after gaining compliance, you ask for a bigger commitment Door-in-the-face technique= asking for a large commitment and being refused and then asking for a smaller commitment Norm of reciprocity= assumption that if someone does something for a person, that person should do something for the other in return Lowball technique= getting a commitment from a person and then raising the cost of that commitment That’s-not-all technique= a sales technique in which the persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision Obedience= changing one’s behavior at the command of an authority figure Milgram did the shock experiment
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Teacher/learner roles where teacher shocks learner for answering something wrong, teacher continues to administer painful shocks even when learned asks them to stop all because an authority figure is telling them to 65% of teachers went all the way through shock levels, despite learners protest Social facilitation= the tendency for the presence of other people to have a positive impact on the performance of an easy task Social impairment= the tendency for the presence of other people to have a negative impact on the performance of a difficult task Social loafing= the tendency for people to put less effort into a simple task when working with others on that task Social cognition focuses on the ways in which people think about other people and how those cognitions influence behavior toward those other people Attitude= tendency to respond positively or negatively toward a certain idea, person, object, or situation Attitudes are not something people have when they are born. They are learned through
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This note was uploaded on 03/28/2011 for the course PSYCHOLOGY 101 taught by Professor Caldwell during the Fall '10 term at Michigan State University.

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CHAPTER 12 detailed study guide outline - CHAPTER 12 Social...

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