PSYCH-106 Chapter Notes - Chapter 14: Normative Social Influence, Physical Attractiveness, Social Exchange Theory
10 Jan 2017
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Social psychologists: psychologists who study how we think about, influence and relate to each other. Attribution theory: the theory that we explain someone"s behavior by crediting either the situation or the person"s disposition. Fundamental attribution theory: the tendency for observers when analyzing another to underestimate the impact of the situation and to overestimate the impact of persona disposition. Attitude: feelings and often influenced by beliefs that predispose us to respond in a particular way to objects people and events. Central role persuasion: attitude change path which people focus on the arguments and respond with favorable thoughts. Peripheral route persuasion: attitude change path in which people are influenced by incidental cues such as speaker attractiveness. Foot in the door phenomenon: the tendency for people who have first agreed to a small request to comply later with a larger request. Role: a set of expectations about a social position, defining how those in a position ought to behave.
