Social Psychology Chapter 5 & 6
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Questions and Answers

What is persuasion?

The process by which a message induces change in beliefs, attitudes, or behaviours.

What are the two routes to persuasion?

  • The central route and the peripheral route (correct)
  • The conscious route and the subconscious route
  • The emotional route and the rational route
  • The direct route and the indirect route

Credibility is important for persuasion.

True (A)

What is the sleeper effect?

<p>A delayed impact of a message that occurs when an initially discounted message becomes effective.</p> Signup and view all the answers

What is attractiveness in persuasion?

<p>Encompassing qualities that appeal to an audience, such as being similar to the audience or being seen as attractive and likeable.</p> Signup and view all the answers

What is the foot-in-the-door phenomenon?

<p>The tendency for people who have first agreed to a small request to comply later with a larger request.</p> Signup and view all the answers

What is the lowball technique?

<p>A tactic for getting people to agree to something, by first making a low offer and then raising the price.</p> Signup and view all the answers

What is the door-in-the-face technique?

<p>A strategy for gaining a concession, by first making an unreasonable request and then following it up with a more reasonable request.</p> Signup and view all the answers

What is the primacy effect?

<p>Information presented first usually has the most influence.</p> Signup and view all the answers

What is the channel of communication?

<p>The way the message is delivered, whether face-to-face, in writing, on film, or in some other way.</p> Signup and view all the answers

What is the two-step flow of communication?

<p>The process by which media influence often occurs through opinion leaders, who in turn influence others.</p> Signup and view all the answers

People with a high need for cognition are more likely to be persuaded by peripheral cues.

<p>False (B)</p> Signup and view all the answers

What is attitude inoculation?

<p>Exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available.</p> Signup and view all the answers

What are cults characterized by?

<p>Distinctive rituals and beliefs related to its devotion to a god or a person, isolation from the surrounding &quot;evil&quot; culture, and a charismatic leader.</p> Signup and view all the answers

What is conformity?

<p>Acting or thinking differently from the way you would act and think if you were alone.</p> Signup and view all the answers

Which of the following is NOT a type of conformity?

<p>Resistance (C)</p> Signup and view all the answers

What is the chameleon effect?

<p>The unconscious mimicking of the postures, mannerisms, facial expressions, and other behaviours of one's interaction partners.</p> Signup and view all the answers

What is obedience?

<p>Acting in accord with a direct order or command.</p> Signup and view all the answers

What is the fundamental attribution error?

<p>Attributing someone's behaviour to their internal disposition or personality traits while underestimating the influence of situational factors.</p> Signup and view all the answers

What is cohesiveness?

<p>The extent to which members of a group are bound together.</p> Signup and view all the answers

What is normative influence?

<p>Conformity based on a person's desire to fulfil others' expectations.</p> Signup and view all the answers

What is informational influence?

<p>Conformity occurring when people accept evidence about reality provided by other people.</p> Signup and view all the answers

What is a group?

<p>Two or more people who, for longer than a few moments, interact with and influence one another and perceive one another as &quot;us.&quot;</p> Signup and view all the answers

What are co-actors?

<p>Co-participants working individually on a noncompetitive activity.</p> Signup and view all the answers

What is social facilitation?

<p>The tendency of people to perform simple or well-learned tasks better when others are present.</p> Signup and view all the answers

What is evaluation apprehension?

<p>Concern for how others are evaluating us.</p> Signup and view all the answers

What is social loafing?

<p>The tendency for people to exert less effort when they pool their efforts toward a common goal than when they are individually accountable.</p> Signup and view all the answers

What are free riders?

<p>People who benefit from the group but give little in return.</p> Signup and view all the answers

What is deindividuation?

<p>Loss of self-awareness and evaluation apprehension.</p> Signup and view all the answers

What is self-awareness?

<p>A self-conscious state in which attention focuses on oneself.</p> Signup and view all the answers

What is group polarization?

<p>Group-produced enhancement of members' preexisting tendencies.</p> Signup and view all the answers

What is social comparison?

<p>Evaluating one's opinions and abilities by comparing oneself with others.</p> Signup and view all the answers

What is pluralistic ignorance?

<p>A false impression of what most other people are thinking or feeling.</p> Signup and view all the answers

What is groupthink?

<p>The mode of thinking that persons engage in when concurrence-seeking becomes so dominant in a cohesive in-group that it tends to override realistic appraisal of alternative courses of action.</p> Signup and view all the answers

What is leadership?

<p>The process by which certain group members motivate and guide the group.</p> Signup and view all the answers

What are the two main types of leadership?

<p>Task leadership and social leadership (C)</p> Signup and view all the answers

What is transformational leadership?

<p>Leadership that, enabled by a leader's vision and inspiration, exerts significant influence.</p> Signup and view all the answers

What is altruism?

<p>A motive to increase another's welfare without conscious regard for one's self-interests.</p> Signup and view all the answers

What is the social exchange theory?

<p>The theory that human interactions are transactions that aim to maximise one's rewards and minimise one's costs.</p> Signup and view all the answers

What is the reciprocity norm?

<p>An expectation that people will help, not hurt, those who have helped them.</p> Signup and view all the answers

What is kin selection?

<p>The idea that evolution has selected altruism toward one's close relatives to enhance the survival of mutually shared genes.</p> Signup and view all the answers

What is empathy?

<p>The vicarious experience of another's feelings.</p> Signup and view all the answers

What are egoistic motives?

<p>Helping others to ultimately benefit oneself.</p> Signup and view all the answers

What are social norms?

<p>Unwritten rules of behaviour that guide social interactions.</p> Signup and view all the answers

What is evolutionary psychology?

<p>This perspective examines how evolutionary processes have shaped human behaviour, including altruism.</p> Signup and view all the answers

What is the bystander effect?

<p>The finding that a person is less likely to provide help when there are other bystanders.</p> Signup and view all the answers

Which of the following is NOT a factor that influences helping behaviour?

<p>Feeling empathy for the person in need (A)</p> Signup and view all the answers

What is aggression?

<p>Behaviour intended to cause harm.</p> Signup and view all the answers

What are the two main types of aggression?

<p>Hostile aggression and instrumental aggression (A)</p> Signup and view all the answers

What is instinctive behaviour?

<p>An innate, unlearned behaviour pattern exhibited by all members of a species.</p> Signup and view all the answers

What is cyberbullying?

<p>A specific form of social aggression carried out online or via electronic communication.</p> Signup and view all the answers

What is hostile aggression?

<p>Aggression that springs from anger; its goal is to injure.</p> Signup and view all the answers

What is instrumental aggression?

<p>Aggression that is a means to some other end.</p> Signup and view all the answers

What is the frustration-aggression theory?

<p>This theory posits that frustration, the blocking of goal-directed behaviour, triggers aggression.</p> Signup and view all the answers

What is social learning theory?

<p>This theory explains aggression as learned behaviour acquired through observation and imitation.</p> Signup and view all the answers

What is prejudice?

<p>A preconceived negative judgement of a group and its individual members.</p> Signup and view all the answers

What is a stereotype?

<p>A belief about the personal attributes of a group of people.</p> Signup and view all the answers

What is discrimination?

<p>Unjustified negative behaviour toward a group or its members.</p> Signup and view all the answers

What is social dominance orientation?

<p>A motivation to have one's group dominate other social groups.</p> Signup and view all the answers

What is ethnocentrism?

<p>Believing in the superiority of one's own ethnic and cultural group and having a corresponding disdain for all other groups.</p> Signup and view all the answers

What is an authoritarian personality?

<p>A personality that is disposed to favour obedience to authority and intolerance of outgroups and those lower in status.</p> Signup and view all the answers

What is the realistic group conflict theory?

<p>This theory proposes that prejudice arises from competition between groups for scarce resources.</p> Signup and view all the answers

What is social identity?

<p>The &quot;we&quot; aspect of our self-concept; the part of our answer to &quot;Who am I?&quot; that comes from our group memberships.</p> Signup and view all the answers

What is ingroup bias?

<p>The tendency to favour one's own group.</p> Signup and view all the answers

What is the outgroup homogeneity effect?

<p>The tendency to see members of outgroups as more similar to each other than members of our ingroups.</p> Signup and view all the answers

What is the own-race bias?

<p>The tendency to more easily recognize and remember faces of our own race compared to those of other races.</p> Signup and view all the answers

What is terror management?

<p>According to &quot;terror management theory,&quot; people's self-protective emotional and cognitive responses when confronted with reminders of their mortality.</p> Signup and view all the answers

Flashcards

Persuasion

The process by which a message induces change in beliefs, attitudes, or behaviours.

Central Route Persuasion

Occurs when interested people focus on the arguments and respond with favourable thoughts.

Peripheral Route Persuasion

Occurs when people are influenced by incidental cues, such as a speaker's attractiveness.

Credibility

Believability - perceived competency and trustworthiness of the communicator.

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Sleeper Effect

Delayed impact of a message due to forgetting initial dismissal reasons.

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Attractiveness

Qualities appealing to an audience.

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Foot-in-the-Door Phenomenon

Agreeing to a small request increases likelihood of agreeing to a larger one later.

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Lowball Technique

Agreeing to an initial request leads to compliance when the requester increases the cost.

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Door-in-the-Face Technique

Refusing a large request makes a subsequent smaller request more appealing.

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Primacy Effect

Information presented first has the most influence.

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Recency Effect

Information presented last sometimes has the most influence.

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Channel of Communication

The way a message is delivered - face-to-face, written, film, etc.

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Two-Step Flow of Communication

Media influence via opinion leaders who then influence others.

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Need for Cognition

The motivation to think and analyze.

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Attitude Inoculation

Exposing people to weak attacks on their attitudes to build resistance to stronger attacks.

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Conformity

Acting or thinking differently from how you would alone due to others' influence.

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Compliance

Outwardly going along with the group but inwardly disagreeing.

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Acceptance

Both acting and believing in accordance with social pressure.

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Chameleon Effect

Unconscious mimicking of others' postures, mannerisms, and behaviours.

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Werther Effect

Copycat suicides due to highly publicized events.

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Obedience

Acting in accord with a direct order or command.

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Fundamental Attribution Error

Overestimating dispositional factors and underestimating situational factors when explaining someone's behaviour.

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Autokinetic Phenomenon

Apparent movement of a stationary light in a dark room due to lack of stable reference point.

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Cohesiveness

A 'we feeling', how strongly group members are bound together.

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Normative Influence

Conformity to fulfill others' expectations and gain acceptance.

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Informational Influence

Conformity based on accepting evidence about reality from others.

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Group

Two or more people interacting and influencing each other for longer than a few moments.

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Social Facilitation

Performing simple or well-learned tasks better in the presence of others.

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Evaluation Apprehension

Concern about how others are evaluating us.

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Social Loafing

Exerting less effort when working in a group than when working alone.

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Deindividuation

Loss of self-awareness and evaluation apprehension in group situations.

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Self-Awareness

A self-conscious state where attention is focused on oneself.

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Group Polarization

Group discussion strengthens pre-existing tendencies of members.

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Social Comparison

Evaluating one’s opinions and abilities by comparing oneself with others.

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Study Notes

Social Psychology Final Study Notes

  • This is an introduction to Social Psychology from McMaster University.

Chapter 5: Persuasion

  • Persuasion is the process of a message changing beliefs, attitudes, or behaviours.
  • Examples include advertisements and political campaigns.
  • Central route to persuasion involves focusing on arguments and favourable responses from the audience, like computer ads comparing features and prices.
  • Peripheral route to persuasion involves using incidental cues like attractiveness to influence.
  • Credibility is believability, an expert communicator is persuasive.
  • Sleeper effect is delayed influence of a message when the reason for discounting is forgotten.
  • Attractiveness is qualities appealing to the audience; communicators similar to the audience are more persuasive.
  • Foot-in-the-door phenomenon means agreeing to a small request makes agreeing to a larger one more likely.

Chapter 6: Conformity

  • Conformity is acting or thinking differently than how one would normally act or think on their own.
  • Types of Conformity:
    • Compliance: outwardly agreeing.
    • Acceptance: agreeing and believing.
  • Chameleon Effect: Mimicking behaviour of others to enhance rapport.
  • Werther Effect: Suggests higher likelihood for suicides in response to highly publicised suicides.
  • Obedience: Acting in accordance with a direct order.
  • Fundamental Attribution Error (FAE): Underestimating situational factors impacting behaviour.

Chapter 7: Group Processes

  • Group: Two or more people who interact and influence one another.

  • Co-actors: Participants in non-competitive activities.

  • Social Facilitation: Improved performance with others present in simple, well-known tasks. However, the reverse is true for harder tasks.

  • Evaluation Apprehension: Increased concern of how others evaluate us.

  • Social Loafing: Decreased individual effort when working in a group.

  • Free Riders: Benefits from the group without contributing.

  • Deindividuation: Loss of self-awareness in group settings, leading to increased conformity.

Chapter 8: Altruism

  • Altruism: Helping others without expecting a reward.
  • Social Exchange Theory: Human interactions are transactions to maximize rewards and minimize costs.
  • Reciprocity Norm: Helping those who have helped us.
  • Social Responsibility Norm: Helping those who need help.
  • Kin Selection: Helping relatives to increase genetic survival.
  • Empathy: Understanding and sharing the feelings of others.

Chapter 9: Aggression

  • Aggression: Behaviour intended to cause harm.
    • Hostile Aggression: stemming from anger with the goal of inflicting pain.
    • Instrumental Aggression: a means to another end.
  • Theories of aggression address various perspectives.

Chapter 10: Social Influence

  • Bystander Effect: Less likely to help in the presence of others.
  • Factors influencing helping behaviour: Noticing, interpreting, assuming responsibility.

Chapter 11: Prejudice, Stereotypes, and Discrimination

  • Prejudice: Preconceived negative judgement.
  • Stereotype: General belief about personal attributes.
  • Discrimination: Unjustified negative behaviour towards a group.
  • Racism and Sexism: prejudice and discrimination based on race or sex.
  • Sources of Prejudice: various social and psychological factors influence the development of prejudice.

Chapter 12: Social Dominance Orientation

  • Social Dominance Orientation: Extent to which individuals prefer their ingroup to be superior to outgroups.
  • Ethnocentrism: Belief in superiority of one's own culture.

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This quiz covers key concepts from Chapters 5 and 6 of Social Psychology, focusing on persuasion and conformity. Understand the mechanisms of persuasion, including the central and peripheral routes, as well as the social influences that drive conformity. Test your knowledge on these essential psychological principles.

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