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Person Perception

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The process of forming impressions of others. Usually an automatic process.

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Snap Judgements

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Superficial assessments of others. Good-enough accuracy.

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Systematic judgements

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Judgements that take time to observe the person in a variety of situations and to compare that person's behavior with that of others in a similar situation. Used when forming impressions of those who can affect our welfare and happiness.

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Attributions

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Are inferences that people draw about the causes of their own behavior, others' behavior and events.

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Attributions have 3 key dimensions:

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- internal vs external - stable vs unstable - controllable vs uncontrollable

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When people ascribe the causes of someone's behavior to personal dispositions, traits, abilities, or feelings, they are making:

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Internal attributions.

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When people impute the causes of their behavior to situational demands and environmental constraints they are making:

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External attributions.

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People are most likely to make attributions when:

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- Others behave in unexpected or negative ways. - When events are personally relevant. - When they are suspicious about another persons motives.

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Ingroup

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Categorization of people similar to self.

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Outgroup

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Categorization of people dissimilar to self.

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Stereotypes:

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Are widely held beliefs that people have certain characteristics because of their membership in a particular group.

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What is beautiful is good stereotype

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Physically attractive people are believed to have desirable personality traits.

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Stereotyping is:

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Automatic

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Why does stereotyping continue?

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- People are cognitive misers. The tendency is to reduce complexity to simplicity. The tradeoff for simplification is inaccuracy. - Also endure because of confirmation bias. - The self-fulfilling prophecy is a third reason.

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The fundamental attribution error refers to the:

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Tendency to explain others' behavior as the result of personal, rather than situational, factors.

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Also known as the Correspondence bias:

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The fundamental attribution error.

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In individualistic cultures where independence is valued it is assumed that:

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individuals are responsible for their actions.

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In collectivist societies, conformity and obedience to group norms is valued so it is assumed that:

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that an individual's behavior reflects adherence to group expectations.

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Western mentality is:

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Analytical (attention is focused on an object and causality is ascribed to it).

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East Asian mentality is:

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Holistic (attention is focused on the field surrounding an object, and causality is understood to reside in the relationship between the object and its field).

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Americans explain others' behavior in terms of:

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Internal attributions.

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Defensive attribution:

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is a tendency to blame victims for their misfortune, so that one feels less likely to be victimized in a similar way.

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Defensive attributions are:

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a self-protective, but irrational strategy that allows people to avoid such unnerving thoughts and helps them feel in control of their lives.

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There are 3 recurrent themes in Person Perception what are they:

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- Efficiency - Selectivity - Consistency

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Primacy Effect:

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occurs when initial information carries more weight than subsequent information.

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Predjudice:

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Is a negative attitude toward members of a group; discrimination involves behaving differently, usually unfairly, toward the members of a group.

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Modern discrimination:

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- Privately harbor racist or sexist attitudes, but express only when they feel justified or when they feel it is safe to do so. - When people endorse equality as an abstract principle but oppose concrete programs intended to promote equality on the grounds that discrimination against minority groups no longer exist.

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Aversive racism:

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an indirect, subtle, ambiguous form of racism that occurs when their conscious endorsement of egalitarian ideals is in conflict with unconscious, negative reactions to minority group members.

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Right-wing authoritarianism:

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Characterized by authoritarian submission (exaggerated deference to those in power) authoritarian aggression (hostility toward targets sanctioned by authorities) and conventionalism (strong adherence to values endorsed by authorities). Commonly found among political conservatives.

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Social dominance orientation:

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People high in SDO prefer inequality among social groups, believing in a hierarchy where some are destined to dominate over others.

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Social categorization predisposes people to:

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Divide the social world into ingroups and outgroups.

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Stereotype vulnerability:

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Feelings of stereotype vulnerability can undermine group members' performance on standardized tests, as well as other measures of academic achievement.

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Also known as Stereotype threat:

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Stereotype vulnerability.

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Social identity theory:

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or collective self, which is tied to one's group memberships.

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Threats to both personal and social identity motivate individuals to restore:

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Self-esteem

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Threats to social identity are more likely to provoke:

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Responses that foster prejudice and discrimination.

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Superordinate goals:

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goals that require two or more groups to work together to achieve mutual ends.

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Equal Status Contact:

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requires bringing together members of different groups in ways that ensure that everyone has equal status.

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Persuasion involves:

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the communication of arguments and information intended to change another person's attitude.

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Attitudes are defined as:

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beliefs and feelings about people objects and ideas.

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Source:

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Is the person who sends a communication.

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Receiver:

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Is the person to whom the message is sent.

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The message is the:

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information transmitted by the source.

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Channel is the:

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Medium through which the message is sent.

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What two subfactors make a communicator credible?

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- Expertise - Trustworthiness

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One-sided argument

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Ignores any possible problems in an idea.

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Two-sided argument

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Acknowledges the concern about the problems and then downplays them.

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Which is more effective one-sided arguments or two-sided arguments?

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Two sided arguments.

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Need for cognition:

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the tendency to seek out and enjoy effortful thought, problem solving activities, and in-depth analysis.

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Elaboration likelihood model:

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An individuals thoughts about a persuasive message (rather than the actual message itself) will determine whether the attitude change will occur.

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Conformity occurs when:

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People yield to real or imagined social pressure.

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Compliance occurs when:

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people yield to social pressure in their public behavior, even though their private beliefs have not changed.

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Normative influence operates when:

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people conform to social norms for fear of negative social consequences.

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Informational influence operates when:

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people look to others for how to behave in ambiguous situations.

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The bystander effect is:

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The tendency for individuals to be less likely to provide help when others are present than when they are alone.

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Obedience is:

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A form of compliance that occurs when people follow direct commands, usually from someone in a position or authority.

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The foot-in-the-door technique:

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Involves getting people to agree to a small request to increase the chances that they will agree to a larger request later.

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The lowball technique:

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Which involves getting someone to commit to an attractive proposition before its hidden costs are revealed.

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The Reciprocity principle:

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The rule that one should pay back in kind what one receives from others.

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The Door-in-the-face technique:

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Involves making a large request that is likely to be turned down in order to increase the chances that people will agree to a smaller request later.

Chapter 7: Key Terms

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