Fill in the Blanks


1		The is that observers tend to overestimate the importance of a person’s traits and underestimate the importance of situations when they seek to explain someone else’s behavior.


2		A is a generalization about a group’s characteristics that does not account for variations from one individual to the next.


3		is paying attention to the impressions you make on others and fine-tuning your performance to optimize those impressions.


4		The attempts to explain the relation between emotional and rational appeals through two routes: a central route and a peripheral route.


5		is behavior that complies with the explicit demands of the individual in authority.


6		The is the tendency for an individual who observes an emergency to help less when other people are present than when the observer is alone.


7		According to , we can improve our self-images either by favoring members of our own in-group or by disparaging members of the out-group.


8		The begins with an extreme request that is bound to be rejected; then the person retreats to a smaller request—the one that was desired all along.


9		The consists of obtaining compliance with a small request in order to obtain compliance later with a larger request.


10		is an unjustified negative or harmful action toward a member of a group simply because the person belongs to that group.