What occurs when we remember a message but forget the reason for discounting it?

What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?

Social Psychology, 7/e



acceptance   conformity that involves both acting and believing in accord with social pressure.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
adaptation-level phenomenon   the tendency to adapt to a given level of stimulation and thus to notice and react to changes from that level.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
aggression   physical or verbal behavior intended to hurt someone. In laboratory experiments, this might mean delivering electric shocks or saying something likely to hurt another's feelings. By this social psychological definition, one can be socially assertive without being aggressive.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
altruism   a motive to increase another's welfare without conscious regard for one's self-interests.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
arbitration   resolution of a conflict by a neutral third party who studies both sides and imposes a settlement.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
attitude   a favorable or unfavorable evaluative reaction toward something or someone, exhibited in one's beliefs, feelings, or intended behavior.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
attitude inoculation   exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
attractiveness   having qualities that appeal to an audience. An appealing communicator (often someone similar to the audience) is most persuasive on matters of subjective preference.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
attribution theory   the theory of how people explain others' behavior; for example, by attributing it either to internal dispositions (enduring traits, motives, and attitudes) or to external situations.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
autokinetic phenomenon   self (auto) motion (kinetic). The apparent movement of a stationary point of light in the dark. Perhaps you have experienced this when thinking you have spotted a moving satellite in the sky, only to realize later that it was merely an isolated star.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
availability heuristic   an efficient but fallible rule-of-thumb that judges the likelihood of things in terms of their availability in memory. If instances of something come readily to mind, we presume it to be commonplace.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
bargaining   seeking an agreement through direct negotiation between parties to a conflict.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
behavioral confirmation   a type of self-fulfilling prophecy whereby people's social expectations lead them to act in ways that cause others to confirm their expectations.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
behavioral medicine   an interdisciplinary field that integrates and applies behavioral and medical knowledge about health and disease.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
belief perserverance   persistence of one's initial conceptions, as when the basis for one's belief is discredited but an explanation of why the belief might be true survives.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
bogus pipeline   a procedure that fools people into disclosing their attitudes. Participants are first convinced that a machine can use their psychological responses to measure their private attitudes. Then they are asked to predict the machine's reading, thus revealing their attitudes.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
bystander effect   the finding that a person is less likely to provide help when there are other bystanders.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
catharsis   emotional release. The catharsis view of aggression is that aggressive drive is reduced when one "releases" aggressive energy, either by acting aggressively or by fantasizing aggression.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
central route to persuasion   persuasion that occurs when interested people focus on the arguments and respond with favorable thoughts.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
channel of communication   the way the message is delivered-whether face to face, in writing, on film, or in some other way.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
clinical psychology   the study, assessment, and treatment of people with psychological difficulties.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
co-actors   co-participants working individually on a noncompetitive activity.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
cognitive dissonance   tension that arises when one is simultaneously aware of two inconsistent cognitions. For example, dissonance may occur when we realize that we have, with little justification, acted contrary to our attitudes or made a decision favoring one alternative despite reasons favoring another.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
cohesiveness   a "we feeling"; the extent to which members of a group are bound together, such as by attraction for one another.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
collectivism   giving priority to the goals of one's groups (often one's extended family or work group) and defining one's identity accordingly.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
companionate love   the affection we feel for those with whom our lives are deeply intertwined.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
complementarity   the popularly supposed tendency, in a relationship between two people, for each to complete what is missing in the other. The questionable complementarity hypothesis proposes that people attract those whose needs are different, in ways that complement their own.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
compliance   conformity that involves publicly acting in accord with social pressure while privately disagreeing. Obedience is acting in accord with a direct order.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
confederate   an accomplice of the experimenter.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
confirmation bias   a tendency to search for information that confirms one's preconceptions.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
conflict   a perceived incompatibility of actions or goals.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
conformity   a change in behavior or belief as a result of real or imagined group pressure.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
correlational research   the study of the naturally occurring relationships among variables.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
counterfactual thinking   imagining what might have happened, but didn't.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
credibility   believability. A credible communicator is perceived as both expert and trustworthy.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
crowding   a subjective feeling of not having enough space per person.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
cult (also called new religious movement)   a group typically characterized by (1) distinctive ritual and beliefs related to its devotion to a god or a person, (2) isolation from the surrounding "evil" culture, and (3) a charismatic leader. (A sect, by contrast, is a spinoff from a major religion.)
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
culture   the enduring behaviors, ideas, attitudes, and traditions shared by a large group of people and transmitted from one generation to the next.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
deindividuation   loss of self-awareness and evaluation apprehension; occurs in group situations that foster responsiveness to group norms, good or bad.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
demand characteristics   cues in an experiment that tell the participant what behavior is expected.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
dependent variable   the variable being measured, so-called because it may depend on manipulations of the independent variable.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
depressive realism   the tendency of mildly depressed people to make accurate rather than self-serving judgments, attributions, and predictions.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
disclosure reciprocity   the tendency for one person's intimacy of self-disclosure to match that of a conversational partner.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
discrimination   unjustifiable negative behavior toward a group or its members.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
displacement   the redirection of aggression to a target other than the source of the frustration. Generally, the new target is a safer or more socially acceptable target.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
door-in-the-face technique   a strategy for gaining a concession. After someone first turns down a large request (the door-in-the-face), the same requester counteroffers with a more reasonable request.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
dual attitudes   differing implicit (automatic) and explicit (consciously controlled) attitudes toward the same object. Verbalized explicit attitudes may change with education and persuasion; implicit attitudes change slowly, with practice that forms new habits.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
egoism   a motive (supposedly underlying all behavior) to increase one's own welfare. The opposite of altruism, which aims to increase another's welfare.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
empathy   the vicarious experience of another's feelings; putting oneself in another's shoes.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
equal-status contact   contact on an equal basis. Just as a relationship between people of unequal status breeds attitudes consistent with their relationship, so do relationships between those of equal status. Thus, to reduce prejudice, interracial contact should be between persons equal in status.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
equity   a condition in which the outcomes people receive from a relationship are proportional to what they contribute to it. Note: Equitable outcomes needn't always be equal outcomes.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
ethnocentrism   a belief in the superiority of one's own ethnic and cultural group, and a corresponding disdain for all other groups.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
evaluation apprehension   concern for how others are evaluating us.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
evolutionary psychology   the study of the evolution of behavior using principles of natural selection.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
experimental realism   degree to which an experiment absorbs and involves its participants.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
experimental research   studies that seek clues to cause-effect relationships by manipulating one or more factors (independent variables) while controlling others (holding them constant).
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
explanatory style   one's habitual way of explaining life events. A negative, pessimistic, depressive explanatory style attributes failures to stable, global, and internal causes.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
false consensus effect   the tendency to overestimate the commonality of one's opinions and one's undesirable or unsuccessful behaviors.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
false uniqueness effect   the tendency to underestimate the commonality of one's abilities and one's desirable or successful behaviors.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
field research   research done in natural, real-life settings outside the laboratory.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
foot-in-the-door phenomenon   the tendency for people who have first agreed to a small request to comply later with a larger request.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
free riders   people who benefit from the group but give little in return.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
frustration   the blocking of goal-directed behavior.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
fundamental attribution error   The tendency for observers to underestimate situational influences and overestimate dispositional influences upon others' behavior. (Also called correspondence bias, because we so often see behavior as corresponding to a disposition.).
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
gender   in psychology, the characteristics, whether biological or socially influenced, by which people define male and female. Because "sex" is a biological category, social psychologists sometimes refer to biologically based gender differences as "sex differences."
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
gender role   a set of behavior expectations (norms) for males and females.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
GRIT   acronym for "graduated and reciprocated initiatives in tension reduction"-a strategy designed to de-escalate international tensions.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
group   two or more people who, for longer than a few moments, interact with and influence one another and perceive one another as "us."
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
group polarization   group-produced enhancement of members' preexisting tendencies; a strengthening of the members' average tendency, not a split within the group.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
group-serving bias   explaining away outgroup members' positive behaviors; also attributing negative behaviors to their dispositions (while excusing such behavior by one's own group).
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
groupthink   "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." -Irving Janis (1971).
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
health psychology   a subfield of psychology that provides psychology's contribution to behavioral medicine.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
heuristic   a rule-of-thumb strategy that enables quick, efficient judgments.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
hindsight bias   the tendency to exaggerate, after learning an outcome, one's ability to have foreseen how something turned out. Also known as the I-knew-it-all-along phenomenon.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
hostile aggression   aggression driven by anger and performed as an end in itself (also called affective aggression).
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
hypothesis   a testable proposition that describes a relationship that may exist between events.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
illusion of control   perception of uncontrollable events as subject to one's control or as more controllable than they are.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
illusory correlation   (1) Perception of a relationship where none exists, or perception of a stronger relationship than actually exists. (2) A false impression that two variables correlate.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
independent variable   the experimental factor that a researcher manipulates.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
individualism   giving priority to one's own goals over group goals and defining one's identity in terms of personal attributes rather than group identifications.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
informational influence   conformity occurring when people accept evidence about reality provided by other people.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
informed consent   an ethical principle requiring that research participants be told enough to enable them to choose whether they wish to participate.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
ingratiation   the use of strategies, such as flattery, by which people seek to gain another's favor.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
ingroup   "us"-a group of people who share a sense of belonging, a feeling of common identity.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
ingroup bias   the tendency to favor one's own group.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
instinctive behavior   an innate, unlearned behavior pattern exhibited by all members of a species.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
instrumental aggression   aggression that is a means to some other end.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
insufficient justification effect   reduction of dissonance by internally justifying one's behavior when external justification is "insufficient."
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
integrative agreements   win-win agreements that reconcile both parties' interests to their mutual benefit.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
interaction   the effect of one factor (such as biology) depends on another factor (such as environment).
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
just-world phenomenon   the tendency of people to believe the world is just and that people therefore get what they deserve and deserve what they get.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
kin selection   the idea that evolution has selected altruism toward one's close relatives to enhance the survival of mutually shared genes.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
leadership   the process by which certain group members motivate and guide the group.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
learned helplessness   the hopelessness and resignation learned when a human or animal perceives no control over repeated bad events.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
locus of control   the extent to which people perceive outcomes as internally controllable by their own efforts and actions or as externally controlled by chance or outside forces.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
low-ball technique   a tactic for getting people to agree to something. People who agree to an initial request will often still comply when the requester ups the ante. People who receive only the costly request are less likely to comply with it.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
matching phenomenon   the tendency for men and women to choose as partners those who are a "good match" in attractiveness and other traits.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
mediation   an attempt by a neutral third party to resolve a conflict by facilitating communication and offering suggestions.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
mere-exposure effect   the tendency for novel stimuli to be liked more or rated more positively after the rater has been repeatedly exposed to them.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
mirror-image perceptions   reciprocal views of one another often held by parties in conflict; for example, each may view itself as moral and peace-loving and the other as evil and aggressive.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
misinformation effect   (1) incorporating "misinformation" into one's memory of the event, after witnessing an event and receiving misleading information about it. (2) Witnessing an event, receiving misleading information about it, and then incorporating the "misinformation" into one's memory of the event.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
moral exclusion   the perception of certain individuals or groups as outside the boundary within which one applies moral values and rules of fairness. Moral inclusion is regarding others as within one's circle of moral concern.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
mundane realism   degree to which an experiment is superficially similar to everyday situations.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
naturalist fallacy   the error of defining what is good in terms of what is observable. For example: What's typical is normal; what's normal is good.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
natural selection   the evolutionary process by which nature selects traits that best enable organisms to survive and reproduce in particular environmental niches.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
need to belong   a motivation to bond with others in relationships that provide ongoing, positive interactions.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
non-zero-sum games   games in which outcomes need not sum to zero. With cooperation, both can win; with competition, both can lose. (Also called mixed-motive situations.)
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
normative influence   conformity based on a person's desire to fulfill others' expectations, often to gain acceptance.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
norms   rules for accepted and expected behavior. Norms prescribe "proper" behavior. (In a different sense of the word, norms also describe what most others do-what is normal.)
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
outgroup   "them"-a group that people perceive as distinctively different from or apart from their ingroup.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
outgroup homogeneity effect   perception of outgroup members as more similar to one another than are ingroup members. Thus "they are alike; we are diverse."
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
overconfidence phenomenon   the tendency to be more confident than correct to overestimate the accuracy of one's beliefs.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
overjustification effect   the result of bribing people to do what they already like doing; they may then see their action as externally controlled rather than intrinsically appealing.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
own-race bias   the tendency for people to more accurately recognize faces of their own race.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
passionate love   a state of intense longing for union with another. Passionate lovers are absorbed in one another, feel ecstatic at attaining their partner's love, and are disconsolate on losing it.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
peripheral route to persuasion   persuasion that occurs when people are influenced by incidental cues, such as a speaker's attractiveness.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
personal space   the buffer zone we like to maintain around our bodies. Its size depends on our familiarity with whoever is near us.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
persuasion   the process by which a message induces change in beliefs, attitudes, or behaviors.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
physical-attractiveness stereotype   the presumption that physically attractive people possess other socially desirable traits as well: What is beautiful is good.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
pluralistic ignorance   a false impression of how other people are thinking, feeling, or responding.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
possible selves   images of what we dream of or dread becoming in the future.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
prejudice   a negative prejudgment of a group and its individual members.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
primacy effect   other things being equal, information presented first usually has the most influence.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
priming   activating particular associations in memory.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
prosocial behavior   positive, constructive, helpful social behavior; the opposite of antisocial behavior.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
proximity   geographical nearness. Proximity (more precisely, "functional distance") powerfully predicts liking.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
racism   (1) an individual's prejudicial attitudes and discriminatory behavior toward people of a given race, or (2) institutional practices (even if not motivated by prejudice) that subordinate people of a given race.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
random assignment   the process of assigning participants to the conditions of an experiment such that all persons have the same chance of being in a given condition. (Note the distinction between random assignment in experiments and random sampling in surveys. Random assignment helps us infer cause and effect. Random sampling helps us generalize to a population.)
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
random sample   survey procedure in which every person in the population being studied has an equal chance of inclusion.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
reactance   (1) a motive to protect or restore one's sense of freedom. Reactance arises when someone threatens our freedom of action. (2) The desire to assert one's sense of freedom.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
realistic group conflict theory   the theory that prejudice arises from competition between groups for scarce resources.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
recency effect   information presented last sometimes has the most influence. Recency effects are less common than primacy effects.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
reciprocity norm   an expectation that people will help, not hurt, those who have helped them.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
regression toward the average   the statistical tendency for extreme scores or extreme behavior to return toward one's average.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
relative deprivation   the perception that one is less well off than others to whom one compares oneself.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
representativeness heuristic   the tendency to presume, sometimes despite contrary odds, that someone or something belongs to a particular group if resembling (representing) a typical member.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
reward theory of attraction   the theory that we like those whose behavior is rewarding to us or whom we associate with rewarding events.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
role   a set of norms that define how people in a given social position ought to behave.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-awareness   a self-conscious state in which attention focuses on oneself. It makes people more sensitive to their own attitudes and dispositions.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-concept   a person's answers to the question "Who am I?".
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-disclosure   revealing intimate aspects of oneself to others.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-efficacy   a sense that one is competent and effective, distinguished from self-esteem, one's sense of self-worth. A bombardier might feel high self-efficacy and low self-esteem.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-esteem   a person's overall self-evaluation or sense of self worth.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-handicapping   protecting one's self-image with behaviors that create a handy excuse for later failure.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-monitoring   being attuned to the way one presents oneself in social situations and adjusting one's performance to create the desired impression.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-perception theory   the theory that when we are unsure of our attitudes, we infer them much as would someone observing us, by looking at our behavior and the circumstances under which it occurs.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-presentation   the act of expressing oneself and behaving in ways designed to create a favorable impression or an impression that corresponds to one's ideals.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-reference effect   the tendency to process efficiently and remember well information related to oneself.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-schema   beliefs about self that organize and guide the processing of self-relevant information.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
self-serving bias   the tendency to perceive oneself favorably.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
sexism   (1) an individual's prejudicial attitudes and discriminatory behavior toward people of a given sex, or (2) institutional practices (even if not motivated by prejudice) that subordinate people of a given sex.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
sleeper effect   a delayed impact of a message. Occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
social comparison   evaluating one's abilities and opinions by comparing oneself to others.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
social-exchange theory   the theory that human interactions are transactions that aim to maximize one's rewards and minimize one's costs.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
social facilitation   (1) original meaning-the tendency of people to perform simple or well-learned tasks better when others are present (2) current meaning-strengthening of dominant (prevalent, likely) responses owing to the presence of others.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
social identity   the "we" aspect of our self-concept. The part of our answer to "Who am I?" that comes from our group memberships. Examples: "I am Australian." "I am Catholic."
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
social learning theory   the theory that we learn social behavior by observing and imitating and by being rewarded and punished.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
social loafing   the tendency for people to exert less effort when they pool their efforts toward a common goal than when they are individually accountable.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
social psychology   the scientific study of how people think about, influence, and relate to one another.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
social representations   socially shared beliefs, and widely held ideas and values, including our assumptions and cultural ideologies. Our social representations help us make sense of our world.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
social-responsibility norm   an expectation that people will help those dependent upon them.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
stereotype   a belief about the personal attributes of a group of people. Stereotypes are sometimes overgeneralized, inaccurate, and resistant to new information.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
stereotype threat   a disruptive concern, when facing a negative stereotype, that one will be evaluated based on a negative stereotype. Unlike self-fulfilling prophecies that hammer one's reputation into one's self-concept, stereotype threat situations have immediate effects.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
subtyping   accommodating individuals who deviate from one's stereotype by splitting off a subgroup stereotype (such as "middle class Blacks" or "feminist women"). Subtyping protects stereotypes.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
superordinate goal   a shared goal that necessitates cooperative effort; a goal that overrides people's differences from one another.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
theory   an integrated set of principles that explain and predict observed events.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
two-factor theory of emotion   arousal 3 label 5 emotion.
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
What occurs when we remember a message but forget the reason for discounting it?
two-step flow of communication   the process by which media influence often occurs through opinion leaders, who in turn influence others.

What occurs when we remember the message but forget the reason for discounting it?

The sleeper effect occurs when we initially discount the message given by an untrustworthy or nonexpert communicator but, over time, we remember the content of the message and forget its source. The result is an attitude change in the direction of the initially discounted message.

When an initially discounted message becomes persuasive a delayed impact of the message occurs?

Believability. A credible communicator is perceived as both expert and trustworthy. A delayed impact of a message that occurs when an initially discounted message becomes effective, such as we remember the message but forget the reason for discounting it.

In which of the following situation will Deindividuation most likely occur?

Lowered sense of responsibility: Deindividuation is more likely when people feel that other people are also responsible in a situation, or when someone else (such as a group leader) has taken responsibility.

Which of the following occurs when people are influenced by incidental cues such as a speaker's attractiveness?

Peripheral route persuasion- occurs when people are influenced by incidental cues, such as a speaker's attractiveness.