Chp. 6 Terms
Basking in Self-reflected Glory: tendency to enhance one’s image by publicly
announcing one’s association with those who are successful.
Collectivism: putting group goals ahead of personal goals and defining one’s identity in
terms of the groups to which one belongs.
Downward Social Comparison: the defensive tendency to compare oneself with
someone whose troubles are more serious than one’s own.
Explanatory Style: tendency to use similar causal attributions for a wide variety of
events in one’s life.
External Attributions: ascribing the causes of behaviour to situational demands and
environmental constraints rather than personal.
Impression Management: usually conscious efforts to influence the way others think of
Individualism: putting personal goals ahead of group goals and defining one’s identity in
terms of personal attributes rather than group memberships.
Ingratiation: efforts to make oneself likable to others.
Internal Attributions: ascribging the causes of behaviour to personal distributions,
traits, abilities and feelings rather than external events.
Possible Selves: one’s conception about the kind of person one might become in the