Attributional Styles and FAE Concepts

Internal attribution focuses on personality traits, while external attribution considers situational or environmental factors.

Consensus assesses if others behave similarly, distinctiveness examines if the actor behaves differently across situations, and consistency checks if the actor shows the same behavior repeatedly.

High consensus indicates an external attribution as many others behave similarly, while low consensus suggests an internal attribution since the behavior is unique to the individual.

<p>The FAE is the tendency to underestimate situational influences and overestimate personality traits when evaluating others' behaviors, highlighting a bias in our judgment.</p> Signup and view all the answers

<p>High distinctiveness suggests that the actor's behavior is specific to the situation, leading to an external attribution as the behavior is seen as a response to their environment.</p> Signup and view all the answers

<p>Normative influence, where individuals desire to gain social approval and avoid rejection, is the primary driver.</p> Signup and view all the answers

<p>Lower-status individuals are more likely to conform to higher-status individuals.</p> Signup and view all the answers

<p>Conformity increases when responses are visible to the public and decreases when they are private.</p> Signup and view all the answers

<p>The foot-in-the-door technique involves making a small request first, which is followed by a larger request.</p> Signup and view all the answers

<p>Cultural influences such as collectivistic cultures tend to promote higher conformity compared to individualistic cultures.</p> Signup and view all the answers

<p>Credibility affects persuasion through perceived expertise and trustworthiness of the speaker.</p> Signup and view all the answers

<p>The central route to persuasion involves deep thinking and careful consideration of arguments presented.</p> Signup and view all the answers

<p>This technique starts with a large request that is likely to be refused, followed by a smaller request.</p> Signup and view all the answers

<p>Fear can make individuals more responsive to messages, but it may also lead them to engage in denial.</p> Signup and view all the answers

<p>Positive feelings enhance positive thinking, which increases the effectiveness of persuasion.</p> Signup and view all the answers

<p>Discrepancy creates discomfort, leading individuals to change their behaviors or opinions, particularly when the message is from a credible source.</p> Signup and view all the answers

<p>Reactance refers to the rebellion against social pressures that threaten autonomy.</p> Signup and view all the answers

<p>One-sided arguments are more effective when the audience already agrees, while two-sided arguments are better for those aware of opposing viewpoints.</p> Signup and view all the answers

<p>The primary effect means information presented first is often more persuasive, while the recency effect indicates the last presented information can be more persuasive sometimes.</p> Signup and view all the answers

<p>The central route involves deep processing of information, while the peripheral route relies on superficial cues.</p> Signup and view all the answers

<p>Repetitive messages tend to be more persuasive and believable, even if they contain false information.</p> Signup and view all the answers

<p>The lowball procedure starts with an appealing offer, then changes to a less attractive one after agreement.</p> Signup and view all the answers

<p>If initial attitudes are formed through emotion, the audience is more likely to be swayed by peripheral cues.</p> Signup and view all the answers

<p>Opinion leaders receive media messages and transmit this information to the final audience, influencing public opinion.</p> Signup and view all the answers

<p>People are more likely to respond positively to requests from communicators who are similar to them.</p> Signup and view all the answers

<p>Medium self-esteem individuals are more vulnerable to persuasion, while low self-esteem individuals may have comprehension issues and high self-esteem individuals are harder to persuade.</p> Signup and view all the answers

<p>Physical proximity leads to repeated exposure and interaction, which enhances liking due to the mere exposure effect.</p> Signup and view all the answers

<p>The contrast effect occurs when individuals exposed to high levels of physical attractiveness perceive average attractiveness as less appealing.</p> Signup and view all the answers

<p>Similarity fosters connections and liking, while dissimilarity often leads to dislike.</p> Signup and view all the answers

<p>Attitude inoculation strengthens existing beliefs by exposing individuals to counterarguments before they encounter persuasive messages.</p> Signup and view all the answers

<p>Hostile aggression is driven by anger and can be influenced by factors like frustration, pain, and environmental cues.</p> Signup and view all the answers

<p>Media influences, such as violent video games and pornography, can increase aggressive behavior, especially towards women.</p> Signup and view all the answers

<p>The observer difference refers to how we focus on external attributions when we act, but on internal attributions when we observe others.</p> Signup and view all the answers

<p>Self-awareness directs our attention towards our own thoughts and feelings, making us more sensitive to our attitudes and dispositions.</p> Signup and view all the answers

<p>Sternberg identifies passion, intimacy, and commitment as the core components of love.</p> Signup and view all the answers

<p>Individualistic cultures encourage internal attributions, while collectivistic cultures promote external attributions focused on situational factors.</p> Signup and view all the answers

<p>The misinformation effect occurs when false information is incorporated into our memory, altering our recollection of events.</p> Signup and view all the answers

<p>The overconfidence phenomenon is the tendency to overestimate the accuracy of our beliefs and judgments.</p> Signup and view all the answers

<p>Cognitive dissonance is the mental discomfort arising from holding conflicting beliefs, values, or behaviors, which often leads individuals to change their beliefs.</p> Signup and view all the answers

<p>The principle of aggregation states that attitudes are better assessed by observing an individual's average behavior across various situations rather than specific behaviors.</p> Signup and view all the answers

<p>The Stanford experiment showcased how participants adapted their behaviors and attitudes to fit assigned roles, highlighting the power of situational influences on behavior.</p> Signup and view all the answers

<p>Conformity is the change in behavior or belief to align with group norms and expectations, often occurring in social contexts.</p> Signup and view all the answers

<p>Factors such as dehumanization, the legitimacy of authority, and institutional authority enhance obedience.</p> Signup and view all the answers

<p>Asch's line experiment demonstrated that individuals often conform to group judgments even when they are clearly incorrect, especially in public settings.</p> Signup and view all the answers

<p>A self-fulfilling prophecy occurs when a belief or expectation leads to behaviors that confirm that belief, influencing outcomes.</p> Signup and view all the answers

<p>Rosy retrospection is the tendency to remember past events more favorably than they actually occurred, often romanticizing our memories.</p> Signup and view all the answers

<p>Impression management involves altering one's behavior or presentation to gain social validation and approval, potentially leading to attitude changes.</p> Signup and view all the answers

<p>The fundamental attribution error causes us to overestimate the role of personality traits and underestimate situational influences when judging others' behaviors.</p> Signup and view all the answers

<p>Low distinctiveness occurs when an individual behaves similarly across different situations, leading observers to attribute their actions to internal traits rather than external factors.</p> Signup and view all the answers

<p>High consensus indicates that many individuals behave similarly in a given situation, leading observers to infer that the behavior is influenced more by the environment than by personal traits.</p> Signup and view all the answers

<p>If an individual consistently exhibits a specific behavior across different situations, it suggests an internal attribution; conversely, if the behavior varies, it suggests external factors are at play.</p> Signup and view all the answers

<p>Recognizing whether someone attributes their behavior to internal or external factors can improve empathy and reduce misunderstandings in interactions.</p> Signup and view all the answers

<p>Active experience based attitude involves direct engagement and personal involvement, whereas passive reception is formed through mere exposure to information without active participation.</p> Signup and view all the answers

<p>One-sided arguments are most effective with an audience that is already in agreement, as they reinforce existing beliefs without presenting opposing views.</p> Signup and view all the answers

<p>Frustration triggers a readiness to aggression, leading individuals to act out when their goals are thwarted.</p> Signup and view all the answers

<p>High credible messages make it difficult for individuals to maintain their discrepant opinions, often leading to behavior or opinion change.</p> Signup and view all the answers

<p>The mere exposure effect suggests that repeated exposure to individuals increases liking, as familiarity breeds positive feelings.</p> Signup and view all the answers

<p>Attitude inoculation strengthens existing beliefs by exposing individuals to counterarguments before they encounter persuasive messages.</p> Signup and view all the answers

<p>Making a public commitment can strengthen an individual's resolve, making them less vulnerable to opposing persuasive messages.</p> Signup and view all the answers

<p>Media influence can increase aggression, particularly through depictions of violence, leading audiences to adopt similar behaviors.</p> Signup and view all the answers

<p>Pain can trigger aggressive responses, as individuals may lash out when they are experiencing discomfort or hurt.</p> Signup and view all the answers

<p>Social and political attitudes often shift as individuals age, with younger people generally being more liberal and older individuals leaning towards conservatism.</p> Signup and view all the answers

<p>Cognitive dissonance occurs when an individual's beliefs conflict with their actions, such as a person who values health but smokes cigarettes, creating mental discomfort.</p> Signup and view all the answers

<p>Individuals with low self-esteem may struggle to comprehend messages fully, making them more vulnerable to persuasive attempts.</p> Signup and view all the answers

<p>The two-step flow of communication describes how media influences opinion leaders, who then relay information to the final audience.</p> Signup and view all the answers

<p>A self-fulfilling prophecy occurs when a person's belief about another individual leads them to act in ways that confirm that belief, thus influencing the behavior of the other person.</p> Signup and view all the answers

<p>The contrast effect suggests that individuals' perceptions of attractiveness are influenced by exposure to others, often leading to decreased evaluations of average-looking individuals.</p> Signup and view all the answers

<p>Priming involves presenting a stimulus that triggers associations in memory, making related concepts more accessible in recall.</p> Signup and view all the answers

<p>The recency effect indicates that information presented later can be more persuasive, sometimes overshadowing earlier messages.</p> Signup and view all the answers

<p>Conformity is changing behavior or beliefs to match group norms, while obedience is following direct commands from an authority figure.</p> Signup and view all the answers

<p>Group influences can elevate aggression, as individuals may feel emboldened in numbers, leading to social contagion of aggressive behavior.</p> Signup and view all the answers

<p>The principle of aggregation states that one should assess an individual’s attitude based on their average behavior across various situations rather than a single observation.</p> Signup and view all the answers

<p>Rosy retrospection is the tendency to recall past experiences more positively than they were actually experienced.</p> Signup and view all the answers

<p>Cultural factors, such as individualism and collectivism, shape whether people make internal attributions (personal traits) or external attributions (situational factors) for behavior.</p> Signup and view all the answers

<p>The misinformation effect occurs when post-event information distorts a person's memory of the original event.</p> Signup and view all the answers

<p>Increased conformity can result from group size (typically 3-5 people), the desire for social acceptance, or group cohesiveness.</p> Signup and view all the answers

<p>Self-justification occurs when individuals rationalize contradictory behaviors to alleviate feelings of guilt or discomfort, such as a health-conscious person justifying occasional junk food consumption.</p> Signup and view all the answers

<p>The overconfidence phenomenon leads individuals to overestimate the accuracy of their beliefs or judgments, often resulting in poor decision-making.</p> Signup and view all the answers

<p>Impression management involves altering one’s behavior to gain social acceptance or validation from others, which can result in changes to attitudes.</p> Signup and view all the answers

<p>Self-perception theory suggests that individuals form attitudes based on observing their own behaviors and the contexts in which they occur.</p> Signup and view all the answers

<p>Behavioral confirmation occurs when a person’s expectations about another lead them to act in ways that elicit behaviors confirming those expectations.</p> Signup and view all the answers

<p>The Milgram experiment demonstrated the extent to which individuals would comply with authority figures, even against their moral beliefs, highlighting the power of situational factors in obedience.</p> Signup and view all the answers

<p>Normative influence refers to the pressure individuals feel to conform in order to gain social approval and avoid rejection.</p> Signup and view all the answers

<p>The lowball procedure involves initially making an attractive offer, then raising the cost after a person has already agreed to it.</p> Signup and view all the answers

<p>High cohesion within a group leads to stronger conformity as members feel a greater sense of belonging and pressure to align with group norms.</p> Signup and view all the answers

<p>Visibility of responses increases the fear of social rejection, prompting individuals to conform to perceived social expectations.</p> Signup and view all the answers

<p>The foot-in-the-door technique involves making a small initial request followed by a larger request, capitalizing on the principle of consistency.</p> Signup and view all the answers

<p>Cultural influences, such as those from collectivistic cultures, promote conformity as individuals prioritize group harmony over personal preferences.</p> Signup and view all the answers

<p>Lower-status individuals are more likely to conform to higher-status individuals due to perceived authority and influence.</p> Signup and view all the answers

<p>Reactance is the tendency of individuals to resist social pressure and assert their autonomy when they feel their freedoms are threatened.</p> Signup and view all the answers

<p>The central route involves deep cognitive processing of a message's content, while the peripheral route relies on superficial cues and less engagement.</p> Signup and view all the answers

<p>The door-in-the-face technique involves starting with a large request that is likely to be refused, then following up with a smaller, more reasonable request.</p> Signup and view all the answers

<p>Fear-inducing messages prompt individuals to consider the consequences of their actions, increasing the likelihood of behavior change.</p> Signup and view all the answers

<p>Attractiveness can enhance a communicator's persuasiveness, as it can appeal to the audience's emotions and increase their attention.</p> Signup and view all the answers

<p>Good feelings create a positive mindset that can enhance receptiveness to persuasive messages, making attitude changes more likely.</p> Signup and view all the answers

<p>Public commitment can make individuals hesitant to withdraw from their original stance due to the fear of social embarrassment or rejection.</p> Signup and view all the answers

<p>Playing hard to get creates a sense of scarcity that can make individuals desire the object or person more, increasing compliance rates.</p> Signup and view all the answers