2.2.2 + 2.3.1

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Author:
efrain12
ID:
285088
Filename:
2.2.2 + 2.3.1
Updated:
2014-10-07 00:20:06
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Social Psychology
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Self perception + conformity
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  1. What are the 2 components of two-factor theory of emotion ?
    1. People experience physiological arousal

    2. They then seek an appropriate explanation for it

    **study= person gets injected with adrenaline hormone. Then takes a questionnaire. The subjects that had outbursts of anger were the subjects that received the injections.
  2. Study on the bridge + attractive person
    -people were more likely to feel attractive when they (subject and attractive person) were on the bridge than when they rested after crossing the bridge .
  3. What is misattribution of arousal ?
    Process where people make mistaken inferences about what is causing them to feel the way they do

    *if you are attracted to a girl that is beautiful, think carefully before wifing her up bc it might only be bc of her beauty and not compatibility
  4. 3 behaviors that low self esteem predicts?
    -depression

    -drug abuse

    -delinquency
  5. Which 3 behaviors does high self esteem predict?
    -initiative

    -resilience

    -improved mood
  6. 2 ways to measure self esteem
    -explicitly

    -implicitly
  7. Way to measure self esteem) explicitly
    Through questionnaires
  8. Way to measure self esteem) implicitly
    Outside of awareness

    ***reaction time studies ( how fast does one pair me with good & bad)
  9. What does high self esteem + social rejection =?
    aggression

    *bullies, terrorists etc
  10. Characteristics of narcissm
    -need for admiration

    -lack of empathy

    -grandiose sense of self importance
  11. What is social influence?
    The effect that the words, actions, or presence of others have on our thoughts, feelings, behaviors
  12. What are 3 types of social influence?
    -compliance

    -conformity

    -obedience
  13. 3 types of social influence) compliance
    Changing one's behavior in response to a direct request
  14. 3 types of social influence) conformity
    Changing one's behavior due to the real or imagined presence of others
  15. 3 types of social influence) obedience
    Changing one's behavior in response to a order from an authority figure
  16. What are the 3 basic motivations that we allow ourselves to be influenced?
    -seeking accuracy

    • -build and maintain relationships
    • *seeking social approval

    • -manage self concept
    • *seeking consistency
  17. Compliance) 2 ways of changing one's behavior in response to a direct request
    • -explicit
    • * asking directly for a donation

    • -implicit
    • *advertisement
  18. How many principles of social influence did cialdini observe?
    6
  19. cialdini observed 6 principles of social influence) Each principle is based on a _____ and linked to at least 1 important ______ or ______
    Heuristic; goal or motive
  20. cialdini observed 6 principles of social influence) which are the goals/motives that each principle Is linked to..? (3)
    -seeking accuracy

    -seeking social approval

    -managing self image
  21. What are the 6 principle of compliance?
    -reciprocity

    -consistency

    -social validation

    -friendship/liking

    -authority

    -scarcity
  22. 6 principles of compliance) Reciprocity- what is the heuristic that is attached to this principle?
    If someone does you a favor then you are obligated to repay it
  23. 6 principles of compliance) reciprocity- which goal/motive is it linked to?
    Social approval
  24. 6 principles of compliance) reciprocity- what are the 4 ways that compliance professionals use this
    -free gift

    -door in the face

    -that's not all

    -unequal exchanges
  25. 6 principles of compliance) ways pros use this) reciprocity- "free" gift
    target feels obligated to give something back
  26. 6 principles of compliance) ways pros use this) reciprocity- door in the face
    -offers large request then followed by a smaller, reasonable request
  27. 6 principles of compliance) ways pros use this) reciprocity- that's not all
    target feels obligated to reciprocate better deal
  28. 6 principles of compliance) ways pros use this) reciprocity- unequal exchanges
    target feels obligated to repay the favor
  29. 6 principles of compliance) consistency- what is the heuristic attached to this?
    I am a person who acts in a way that is consistent with my commitments
  30. 6 principles of compliance) consistency- what is the goal/motive attached to this?
    Manage self concept
  31. 6 principles of compliance) consistency- how pros use this (3)
    -foot in the door

    -commitment

    -even-a-penny-would-help
  32. 6 principles of compliance) consistency- how pros use this: foot in the door
    -small request granted then large related favor

    ***I donated  $ earlier therefore I must the the kind of person that donates $
  33. 6 principles of compliance) consistency- how pros use this: commitment (2)
    -bait and switch

    -lowball
  34. 6 principles of compliance) consistency- how pros use this: even a penny would help
    Desire to see ourselves as helpful
  35. 6 principles of compliance) social validation- which heuristic is attached?
    When in doubt look to the majority opinion
  36. 6 principles of compliance) social validation- what is the goal/motive linked to this? (2)
    Accuracy & social relationships
  37. 6 principles of compliance) social validation- 3 reasons that will most likely have you follow other behaviors when..
    -they seem sure of themselves

    -similar to you

    -right behavior is ambiguous
  38. 6 principles of compliance) social validation- how pros use this: 4 ways
    -largest selling, fastest growing

    -petition lists

    -salting the tip jar

    -lines for night clubs
  39. 6 principles of compliance) social validation- how pros use this: largest selling, fastest growing"
    -"everyone's donating therefore it is the correct thing to do
  40. 6 principles of compliance) social validation- how pros use this: petition lists
    The more people on the list, more likely we are to comply
  41. 6 principles of compliance) social validation- how pros use this: salting the jar tipp
    The more money on the jar, the more we are also likely to leave a tip
  42. 6 principles of compliance) social validation- how pros use this: lines for clubs
    Longer the line, the more likely we think it'll be fun
  43. 6 principles of compliance) liking- which heuristic is attached to this?
    We should help our friends and the people we like
  44. 6 principles of compliance) liking: which goal is linked to this?
    -gain social approval, maintain and build relationships with others
  45. 6 principles of compliance) liking- 4 types of people that we tend to like?
    -physically attractive

    -similar to us

    -compliment us

    -cooperate with us
  46. 6 principles of compliance) liking- how pros use this: physical attractiveness
    • -this is associated with talent, kindness, honesty, intelligence
    • *thus they are more likely to be receptive to what we have to say
  47. 6 principles of compliance) liking- how pros use this: similarity
    -mirror and match technique
  48. 6 principles of compliance) liking- how pros use this: compliments
    -praise does not have to be accurate nor does it have to be genuine
  49. 6 principles of compliance) liking- how pros use this: cooperation
    Bad cop/.good cop
  50. 6 principles of compliance) authority- which heuristic is attached to this?
    It pays to follow the advice of a legitimate authority who has superior knowledge, talent, fortune
  51. 6 principles of compliance) authority- which goal is attached to this?
    -to be accurate
  52. 6 principles of compliance) authority- how do pros use this? (4)
    -"fashionable mens clothiers since 1841

    -actors & celebs

    • - symbolism
    • *lab coat etc

    -con artists
  53. 6 principles of compliance) authority- how do pros use this: fashionable mens clothiers since 1841
    This relates bc it is trying to say that the clothing has been relevant since the old days thus they must know what they are doing to be in business that long
  54. 6 principles of compliance) authority- how do pros use this: actors & celebs
    - people tend to idolize theses people thus people would get influenced by them
  55. 6 principles of compliance) authority- how do pros use this: symbols
    -lab coat, suit & tie, doctor

    *we assume that these people have superior knowledge because of the schema that we have built
  56. 6 principles of compliance) authority- how do pros use this: con artists
    -these people use all of the above to try to con other people.
  57. 6 principles of compliance) scarcity: which heuristic is attached to this?
    Opportunities are more valuable when they are less available
  58. 6 principles of compliance) scarcity: which goal is attached to this?
    • -seeking accuracy
    • *get what's good
  59. 6 principles of compliance) scarcity: 2 reasons
    -rare is good heuristic

    -reactance theory: we want they rare item more then before
  60. 6 principles of compliance) scarcity: how do pros use scarcity? (2)
    -limited time offer

    -people are motivated by loss
  61. 6 principles of compliance) scarcity: how do pros use scarcity: limited time offer
    -one week sale, buy now or miss out on great offer type crap
  62. 6 principles of compliance) scarcity: how do pros use scarcity: people are motivated by loss
    "you can lose several health benefits by failing to go to the dentist"

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