M9L1 M9L2 Social Psychology

a person who is given a role to play in a study so that the social context can be manipulated

• confederate

• door-in-the-face

• foot-in-the-door

• central route persuasion

the theory that we explain someone's behavior by crediting either the situation or the person's disposition

• attribution theory

• just-world hypothesis

• actor-observer bias

• foot-in-the-door

Uses facts to persuade someone

• central route persuasion

• peripheral route persuasion

• false consensus effect

• self-serving bias

attributing behavior to the environment

• dispositional attribution

• situational attribution

• central route persuasion

• self-serving bias

the tendency to be more likely to agree to a large request after agreeing to a small one

• foot-in-the-door

• actor-observer bias

• false consensus effect

• door-in-the-face

an unpleasant state that arises when a person recognizes the inconsistency of his or her actions, attitudes, or beliefs

• cognitive dissonance

• actor-observer bias

• norms of reciprocity

• false consensus effect

attributing behavior to the person's disposition and traits

• situational attribution

• normative social influence

• informational social influence

• dispositional attribution

the tendency for observers, when analyzing another's behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition

• false consensus effect

• fundamental attribution error

• informational social influence

• actor-observer bias

influence resulting from a person's desire to gain approval or avoid disapproval

• norms of reciprocity

• peripheral route persuasion

• informational social influence

• normative social influence

a readiness to perceive oneself favorably, the tendency to attribute success to internal factors and failures to external factors.

• self-fulfilling prophecy

• foot-in-the-door

• actor-observer bias

• self-serving bias