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Chapter 12

Michelle Reed

Ciccarelli & White (2009)

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4.type of information processing that involves attending to the content of the message itself
7.social groups with whom a person identifies
8.the tendency to overestimate the influence of internal factors in determining behavior while underestimating situational factors
10.negative attitude held by a person about the members of a particular social group
12.occurring when a person fails to take responsibility for actions or for inaction because of the presence of other people who are seen to share the responsibility
13.kind of thinking that occurs when people place more importance on maintaining group cohesiveness than on assessing the facts of the problem with which the group is concerned
14.asking for a small commitment and, after gaining compliance, asking for a bigger commitment
17.theory in which the formation of a person's identity within a particular social group is explained by social categorization, social identity, and social comparison
22.liking or having the desire for a relationship with another person
25.the tendency for people to put less effort into a simple task when working with others on that task
26.sets of assumptions about how different types of people, personality traits, and actions are related to each other
28.changing one's behavior at the command of an authority figure
29.branch of psychology that studies the habits of consumers in the marketplace
31.referring to the effect that the presence of other people has on the decision to help or not help, with help becoming less likely as the number of bystanders increases
32.assumption that if someone does something for a person, that person should do something for the other in return
34.tendency of people to like other people who like them in return
38.cause of behavior attributed to external factors
39.the tendency of one's expectations to affect one's behavior in such a way as to make the expectations more likely to occur
40.type of love consisting of intimacy and passion
41.socially desirable behavior that benefits others
44.treating people differently because of prejudice
45.the theory of how people make attributions
46.the process by which one person tries to change the belief, opinion, or course of action of another person through argument, pleading, or explanation
47.a set of characteristics that people believe is shared by all members of a particular social category
48.educational technique in which each individual is given only part of the information needed to solve a problem, causing the separate individuals to be forced to work together to find the solution
49.the process through which the real or implied presence of others can directly or indirectly influence the thoughts, feelings, and behavior of an individual
50.getting a commitment from a person and then raising the cost of that commitment
51.the pattern of behavior that is expected of a person who is in a particular social position
52.changing one's own behavior to match that of other people
53.the part of the self-concept including one's view of self as a member of a particular social category
1.type of information processing that involves attending to factors not involved in the message
2.the effect that people's awareness of the stereotypes associated with their social group has on their behavior
3.physical or geographical nearness
5.model of persuasion stating that people will either elaborate on the persuasive message or fail to elaborate on it and that the future actions of those who do elaborate are more predictable thatn those who do not
6.a sales technique in which the persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision
7.the forming of the first knowledge that a person has concerning another person
9.a tendency to respond positively or negatively toward a certain person, object, idea, or situation
11.the assignment of a person one has just met to a category based on characteristics the new person has in common with other people with whom one has had experience in the past
12.asking for a large commitment and being refused and then asking for a smaller commitment
15.the tendency for the presence of other people to have a negative impact on the performance of a difficult task
16.the mental processes that people use to make sense of the social world around them
18.theory stating that prejudice and discrimination will be increased between groups that are in conflict over a limited resource
19.contact between groups in which the groups have equal status with neither group having power over the other
20.prosocial behavior that is done with no expectation of reward and may involve the risk of harm to oneself
21.sense of discomfort or distress that occurs when a person's behavior does not correspond to that person's attitudes
23.type of love consisting of intimacy and commitment
24.referring to the use of cognitive processes in relation to understanding the social world
27.cause of behavior attributed to internal factors
30.the process of explaining one's own behavior and the behavior of others
33.the tendency for the presence of other people to have a positive impact on the performance of an easy task
35.changing one's behavior as a result of other people directing or asking for the change
36.social groups with whom a person does not identify
37.the scientific study of how a person's thoughts, feelings, and behavior are influenced by the real, imagined, or implied presence of others
38.the comparison of oneself to others in ways that raise one's self-esteem
42.behavior intended to hurt ot destroy another person
43.any group of people with a particular religious or philosophical set of beliefs and identity

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