Exam 2

description of way in which people explain causes of their own and other people's behaviors

drawing meaningful conclusions about another person's personality or skills based on an extremely brief sample of behavior

Facial expressions in which one part of the face registers one emotion while another part of the face registers another

a defensive attribution wherein people assume that bad things happen to bad people and good things happen to good people

The tendency to stick with an initial judgment even in the face of new information that should prompt us to reconsider

to interpret the meaning of the nonverbal communication that people express

culturally determined rules about which nonverbal behaviors are appropriate to display

to express or emit nonverbal behavior

nonverbal gestures that have well-understood definitions within a given culture

When it comes to learning about others, the first information we get about a person influence how we perceive the information we get about them later

The study of how we form impressions and make inferences about other people

how people communicate intentionally or unintentionally without words

inference that a person is behaving in a certain way bc of something about the person such as attitude, character, or personality

high consistency, low consensus and distinctiveness

inference that a person is behaving a certain way because of something he or she is in; assumption that most people would respond the same way in that situation

high consistency, consensus, and distinctiveness

theory that states that to form an attribution about what caused a person's behavior, we systematically note the pattern between the presence or absense of possible causal factors and whether the behavior occurs

info about the extent to which other people behave the same way towards same stimulus as actor does

do other people behave that way in the situation

info about extent to which one particular actor behaves in the same way to different stimuli

does the person's behavior occur ONLY in this situation? is this distinctive to this particular person or to everyone?

info about extent to which behavior between one actor and one stimulus is same across time and circumstances

does the person usually behave like this in the situation?

seeming importance of info that is focus of people's attention

analyzing another person's behavior first by making an automatic internal atrribution and only then thinking about possible situational resasons for the behavior, after which one may adjust original internal attribution

characterization - make an internal attribtution (automatic)

correction - we consider situational factors (controlled)

explanations for one's success that credit internal, dispositional factors and explanations for one's failures that blame external, situational factors

tendency to think that other people are more susceptible to attributional biases in their thinking than we are

overall set of beliefs that people have about their personal attributes

way of defining ones self in terms of ones own internal thoughts, feelings, actions

western

way of defining ones self in terms of ones relationships to other people, recognizing ones behavior is often determined by the thoughts feelings and actions of others

eastern

process whereby people look inward & examine their own thoughts, feelings, and motives

idea that when people focus their attention on themselves, they evaluate and compare their behavior to their internal standard and values

1. self-knowledge
2. self-control
3. impression management
4. self-esteem

theories about the causes of one's feelings and behaviors, often we learn such theories from our culture

theory that when our attitudes and feelings are uncertain and ambiguous, infer these states by observing our behavior and a situation in which it occurs

idea that emotional experience is the result of a 2-step self-perception process in which people first experience physiological arousal and then seek appropriate explanation for it

when people make mistaken inferences about what is causing them to feel the way that they do

rewarding a behavior each time will increase frequency of behavior

desire to engage in activity because we enjoy it or find it interesting, not because of external rewards or pressures

desire to engage in activity because of external rewards/pressures, not because we enjoy task or find it interesting

tendency for people to view behavior as caused by compelling extrinsic reasons, making them underestimate the extent to which it was caused by intrisnic reasons

rewards given for performing a task regardless of performance

rewards based on how well you perform a task

idea we have set amount of an ability that cannot change

idea that our abilities are malleable qualities that we can cultivate and grow

idea that we learn about our own abilities and attitudes by comparing ourselves to others

comparing ourselves to people who are better than we are w/ regard to a particular trait or ability

comparing ourselves to people who are worse than we are w/ regard to a particular trait or ability

the process whereby people adopt another person's attitudes

ability to subdue immediate desires to achieve long-term goals

people's specific plans about where, when, and how they will fulfill a goal

attempt by people to get others to see them as they want to be seen

process whereby people flatter, praise, generally try to make themselves to other persons, often of higher status

strategy whereby people create obstacles & excuses for themselves so that if they do poorly on a task, they can avoid blaming themselves

evaluations of people, objects, and ideas

thoughts and beliefs that people form about the attitude object

emotional reactions towards the attitude object

how people act toward attitude object

attitude based primarily on people's beliefs about the properties of an attitude object

an attitude based more on people's feelings and values than on their beliefs about the nature of an attitude object

phenomenon whereby a stimulus that elicits an emotional response is repeatedly paired with a neutral stimulus that does not, until the neutral stimulus takes on the emotional properties of the first stimulus

phenomenon whereby behaviors we freely choose to perform become more or less frequent, depending on whether they are followed by a reward or punishment

attitude based on observations of how one behaves towards an object

attitudes we consciously endorse & can easily report

rooted in recent experiences

attitudes that exist outside of conscious awareness

rooted more in people's childhood experiences

strength of the association between an attitude object and a person's evaluation of that object, measured by the speed with which people can report how they feel about the object

idea that people's intentions are the best predictors of their deliberate behaviors, which are determined by their attitudes toward specific behaviors, subjects norms, and perceived behavioral control

attitudes -> behavioral intention -> behavior

beliefs about how others they care about will view behavior in question

message advocating particular side of an issue

study of conditions under which people are most likely to change their attitudes in response to persuasive messages, focusing on source of communication, and nature of audience

model explaining 2 ways in which persuasive communications can cause attitude change:
1. centrally - people motivated & have ability to pay attention to the arguments in communication
2. peripherally - people do not pay attention to the arguments but are instead swayed by surface characteristics

audiences will follow different routes to persuasion depending on whether they are motivated and able to listen to the message

case in which people have ability & motivation to elaborate on persuasive communication, listening carefully to and thinking about the arguments presented

if audience is motivated and able to follow message, then message strength will determine the outcome

case in which people do not elaborate on the arguments in a persuasive communication but are instead swayed by more superficial cues

if audience is either unmotivated or unable to follow message then peripheral cues will determine the outcome. Any chance will be more fragile

persuasive message that attempts to change peoples attitudes by arousing their fears

explanation of 2 ways in which persuasive communications can cause attitude change: systematically processing merits of arguments, or using mental shortcuts of heuristics

words or pictures that are not consciously perceived but may nevertheless influence judgements, attitudes, and behaviors

how people explain causes of behavior

tendency to overestimate importance of internal factors, and underestimate the importance of external factors on a persons behavior

we want to accurately evaluate the self

high accessibility & personal experience

extent to which one believes they can engage in the behavior

amount of knowledge the communicator has relevant to the persuasive message

communicator's perceived intentions; their sincerity

acting contrary to one's self-interest is a sign of trustworthiness

if we believe people are not intending to persuade us, they are more persuasive

initially discounted persuasive message becomes more persuasive after a day

requirements:
-think about message
-given discounting cue
-acknowledge inaccuracy

making people immune to attempts to change their mind by giving them small doses of arguments against their position

The idea that when people feel their freedom to perform a certain behavior is threatened, an unpleasant state or resistance is aroused, which they can reduced by performing the prohibited behavior