| attitudes | Evaluations of people, objects, and ideas.
|
 |
|
|
| attributions | Thoughts about why people behave the way they do.
|
|
|
|
| bystander effect | The tendency for an individual who observes an emergency to help less when other people are present than when the observer is alone.
|
|
|
|
| conformity | Involves a change in a person's behavior to coincide more closely with a group standard.
|
|
|
|
| discrimination | An unjustified negative or harmful action toward a member of a group simply because the person belongs to that group.
|
|
|
|
| door-in-the-face strategy | Illustrates the principle of reciprocation; the strategy 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.
|
|
|
|
| elaboration likelihood model | A model that attempts to explain the relation between emotional and rational appeals through two routes: a central route and a peripheral route.
|
|
|
|
| ethnocentrism | The tendency to favor one's own group and believe it is superior to other groups.
|
|
|
|
| foot-in-the-door strategy | Obtaining compliance with a small request in order to obtain compliance later with a larger request.
|
|
|
|
| fundamental attribution error | The tendency for observers to overestimate the importance of a person's traits and underestimate the importance of situations when they seek to explain someone else's behavior.
|
|
|
|
| impression management (self-presentation) | The process of acting in a way that presents a desired image.
|
|
|
|
| informational social influence | The influence other people have on us because we want to be right.
|
|
|
|
| normative social influence | The influence to conform that other people have on us because we seek their approval or seek to avoid their disapproval.
|
|
|
|
| obedience | Behavior that complies with the explicit demands of the individual in authority.
|
|
|
|
| prejudice | An unjustified negative attitude toward an individual based on the individual's membership in a group.
|
|
|
|
| self-monitoring | Paying attention to the impressions you make on others and the degree to which you fine-tune your performances accordingly.
|
|
|
|
| social identity | Refers to the way you define yourself in terms of your group membership.
|
|
|
|
| social identity theory | Tajfel's theory that we can improve our self-image by enhancing our social identity; this occurs by favoring our in-group and disparaging the out-group.
|
|
|
|
| stereotype | A generalization about a group's characteristics that does not account for variations from one individual to another.
|