1. Attribution Theory
Attributing behavior of others to either internal disposition or external situations
Dispositional Attribution
Based on a person’s personality or characteristics
Situational Attribution
Based on a person’s situation or environment

2. Attribution Theory Fundamental Attribution Error Self-serving Bias
Make an attribution based on disposition when attribution should be situational
Self-serving Bias
Attributing one’s own behavior to situations but other’s behavior is dispositional

3. Attribution Theory Preexisting schema Attractiveness Bias
A set of belief’s about other’s that leads to attribution that conforms to your expectations
Attractiveness Bias
The tendency to perceive attractive people as more competent than others

4. Constructing Social Reality
Pygmalion effect
The tendency for people to behave according to the expectation of others
Self-Fulfilling prophecy
A belief that causes itself to become true
Behavioral expectation effect
A person influences another according to their own expectations

5. Conformity Normative Social Influence Asch’s Conformity Studies
A principle that requires people to adjust their behavior or thinking to match a group standard
Normative Social Influence
Influence that draws on a person’s desire for approval or feeling of belonging to a group
Asch’s Conformity Studies
Individuals will change their answer if other’s are giving an answer different than their own

6. Conformity Bystander Effect Reference Group
The likelihood of receiving help from a bystander
Depends on the number of bystander’s available
Reference Group
A group to which a person feels affiliated
If one person conforms than others will do the same

7. Milgram’s Obedience Studies
Teacher and learner
Learner is asked questions and shocked for a wrong response
Nothing was happening to the learner
The real participant was the teacher
67% of individuals obeyed up to 450 volts

8. Milgrams Obedience Studies
Proximity of researcher
Legitimacy of authority
Emotional distance to the learner
No models of defiance
A bystander is present
Normative and informational influence
Ingrained habit

9. Compliance
A change in a person's behavior that occurs in response to a direct request
Cognitive Dissonance
A disconnect between internal attitudes and external behavior
Lowball techniques
Offering an attractive deal, only to change terms later

10. Compliance Bait-and-Switch technique Foot-in-the-door technique
Offer something but then substitute that offer with something else
Foot-in-the-door technique
Compliance with a small request increases likelihood of responding to a larger request

11. Compliance Shared identity Norm of reciprocity
A feeling that you are similar to others in feeling, thought and behavior
Norm of reciprocity
A tendency to desire a return of favors
Door-in-the-face technique
Making a large request to obtain compliance for a smaller request

12. Attitudes
An evaluative belief or opinion about a person, object or idea
Implicit attitude
An attitude that automatically influences one’s reactions
External attitude
An attitude that one holds consciously and can report to others

13. Persuasion A deliberate effort to change an attitude or belief
Central route
Paying attention to good arguments that are personally relevant and appeal to reason
Peripheral route
Evaluating an argument based on tangential cues rather than the merits of the argument

14. Persuasion Elaboration-Likelihood Model Perseverance Effect
Central route -motivation is high
Peripheral route -motivation is low
Perseverance Effect
It is difficult to shake an initial impression
Sleeper Effect
Forgetting the sources of unreliable information
Remembering information as being reliable

15. Group Influence Social Loafing Deindividuation
People believe that individual efforts do not matter
Being only one member makes effort less necessary
Deindividuation
People in a group relinquish personal responsibility

16. Group Influence Group polarization Group think
The more members of a group discuss their ideas the more extreme the ideas become
Group think
A group members opinion becomes indistinguishable from the group

17. Prejudice/Discrimination
An attitude toward a particular group
Discrimination
A behavior directed toward a particular group
In-group/Out-group phenomenon
A group that you are a part of has more diversity than the group that you do not belong to

18. Stereotypes A general belief about a group of people Stereotype threat
A stereotyped group’s knowledge that they must work against stereotypes
Helpful to understand how our world works in GENERAL
Not helpful in understanding any one individual’s behavior

19. Aggression Behavior intended to harm another individual
Genetics
Alcohol and violence
Environmental
Childhood experiences
Learned expectations of others
Frustration-Aggression Hypothesis
An individuals becomes frustrated when goals are not fulfilled
Resulting behavior is aggression

20. Altruism Reciprocal altruism Egoism
Prosocial behavior carried out without concerns for one’s own safety or self-interest
Reciprocal altruism
The hope of some benefit in return at some point in the future
Egoism
The act of altruism with hope of receiving some benefit in return

21. Altruism Collectivism Principlism Why do we help?
Altruism that benefits the entire group
Principlism
Altruism as a result of principle
Why do we help?
Notice the situation
Identify as an emergency
Take responsibility
Decide on course of action