Unit 4.3 Vocabulary Terms: Psychology of Social Situations

Normative social influence

• Influence resulting in the desire to gain approval or avoid disapproval from others.

• Influence based on the desire to be correct or accurate.

• Influence that occurs when individuals conform to group norms to fit in.

• Influence that leads to a change in beliefs or attitudes without social pressure.

Central route

• A method of persuasion that uses evidence and logical arguments to influence people.

• A technique that relies on emotional appeals to persuade individuals.

• A strategy that focuses on superficial cues rather than the content of the message.

• A process that involves group dynamics to sway opinions.

Peripheral route

• A method of persuasion characterized by an emphasis on factors other than the message itself.

• A direct approach to persuasion focusing solely on the message content.

• A technique that involves emotional appeals to persuade an audience.

• A strategy that relies on logical reasoning and evidence to convince others.

Social influence theory

• A theory that examines how individuals change their behavior to meet the demands of a social environment.

• A theory that focuses on the biological factors influencing behavior.

• A theory that suggests behavior is solely determined by individual choices.

• A theory that emphasizes the role of genetics in shaping personality.

Informational social influence

• Influence resulting from one's willingness to accept others' opinions about reality.

• A type of influence that occurs when individuals conform to group norms to be liked.

• The pressure to conform to the expectations of others in a social setting.

• A form of influence that leads to changes in behavior due to fear of rejection.

Door-in-the-face technique

• A method of persuasion that involves making a small request first, followed by a larger request.

• A strategy that involves making a large request that is likely to be turned down, followed by a more reasonable request.

• A technique where the persuader makes a request and then immediately withdraws it.

• A form of negotiation where both parties make equal demands.

Social reciprocity norm

• The expectation that people will help those who have helped them.

• The belief that people should always act in their own self-interest.

• The idea that social interactions should be based on fairness and equality.

• The principle that individuals should avoid helping others to maintain independence.

Situational variables

• Environmental factors that can influence behavior.

• Biological traits that determine personality.

• Cognitive biases that affect decision making.

• Social norms that dictate group behavior.

Burnout

• A state of emotional, physical, and mental exhaustion caused by excessive and prolonged stress.

• A feeling of extreme happiness and satisfaction.

• A temporary state of fatigue after a long day of work.

• A condition characterized by high energy and motivation.

Collectivism

• A cultural value that emphasizes individualism and self-reliance.

• A cultural value that prioritizes the group over self and emphasizes cohesiveness among individuals.

• A political ideology that advocates for the abolition of private property.

• A social system that promotes competition and personal achievement.