Ch.18 Social Influence

11307478	social influence	process whereby one person's behaviors are affected by the words and actions of others
11307479	norms	social rules that prescribe what people should or shouldn't do in various situations
11307480	descriptive norms	reveal rules for how a person should behave by actually showing us how to behave
11307481	injunctive norms	reveal accepted behavior by somehow telling us what we "should" or "ought" to do
11307482	reciprocity norm	a norm that causes you to act toward someone else as they have acted toward you
11307483	deindividuation	occurs when you are in a group and lose your individuality and sense of accountability and might do something that you wouldn't do alone
11307484	social facilitation	when the presence of others improves a person's performance
11307485	social impairment	when the presence of others reduces the quality of a person's performance
11307486	social loafing	exerting less effort when performing a group task than you would if performing the task alone
11307487	conformity	changing behavior or belief to match those of others, usually through unspoken pressure
11307488	compliance	changing behavior because of a direct or indirect request
11307489	Asch	performed famous study on conformity in which people gave an obviously incorrect answer just to conform to the group
11307490	public conformity	a type of conformity where you change your behavior to fit the group, but don't truly believe in it
11307491	private acceptance	a type of conformity in which you genuinely accept a new behavior or belief
11307492	foot-in-the-door approach	works by getting a person to agree to a small request and then gradually presenting larger ones
11307493	door-in-the-face approach	works by asking for a big favor that is likely to be denied, then you make a second smaller request "settling" for what you wanted in the first place
11349346	low-ball approach	works by obtaining an oral commitment, then increasing the cost of fulfilling this commitment
11349347	obedience	changing behavior in response to a demand from an authority figure
11349348	Milgram	did benchmark study on obedience showing that 65% of people were willing to give someone extreme shock simply because they were told to do so
11349349	expert social power	ability to influence peple because they assume the person in power is a knowledgeable and responsible expert in the related subject
11349350	legitimate social power	ability to influence people because they assume the person in power has the right or legitimate authority to tell them what to do
11349351	aggression	an act intended to harm another person
11349352	Thanatos	Sigmund Freud's theory for aggression, the death instinct that must be released in aggressive actions
11349353	limbic system	brain system that contains the hypothalamus and amygdala and controls aggression
11349354	testosterone	masculine hormone that plays an important role in aggression
11349355	culture of honor	aggression learned through the passing down of the belief that one may violently defend one's honor
11349356	Bandura	did landmark study of learned aggression involving children who watched an adult model violent behavior with a "bobo" doll
11349357	frustration-aggression hypothesis	argues aggression comes from built up frustration (or any stress) triggered by an environmental aggression cue
11349358	negative affect	unpleasant emotion
11349359	excitation transfer	when generalized arousal from one experience carries over to another; this is one factor that can influence aggression
11349360	environmental psychology	this field has done research showing that high temperatures, air pollution, noise, and crowds all are factors that lead to aggression
11349361	helping behavior	ANY act that is intended to benefit another person
11349362	altruism	unselfish concern for another's welfare; helping at a cost to oneself
11349363	arousal: cost-reward theory	holds that people help others to reduce the unpleasant arousal they feel when witnessing suffering
11349364	bystander effect	when, through diffusion of responsibility, people are less likely to help when others are present as well
11349365	self-efficacy	confidence in the likely success of one's efforts (to help, in this case)
11349366	empathy-altruism theory	theory suggesting that people help others because of empathy with their needs
11349367	kin selection	helping a relative survive so that one's genes may survive in future generations (inclusive fitness)
11349368	cooperation	any behavior in which people work together to attain a goal
11349369	competition	behavior in which individuals try to attain a goal for themselves while denying it to others
11349370	conflict	results from a person or group believing that another stands in the way of their achieving a valued goal
11349371	social dilemma	a situation in which an action that rewards an individual most, if taken by all in the group, would be negative for the group
11349372	prisoner's dilemma	a social dilemma in which mutual cooperation guarantees the best MUTUAL outcome
11349373	resource dilemma	dilemma in which people must share a common resource creating conflicts
11349374	commons dilemma	a resource dilemma in which people must decide how much to take from a common resource
11349375	public goods dilemma	a resource dilemma in which people must decide how much to contribute to a common resource
11349376	tit-for-tat	acting toward another as they have acted toward you (in the prisoner's dilemma this would involve rewarding cooperation with cooperation, etc.)
11349377	zero-sum game	social situation in which one person's gains are subtracted from another's resources (there can be only one who gets the resource)
11349378	task-oriented leader	a type of leader that provides close supervision, gives directions, and discourages group discussion
11349379	person-oriented leader	type of leader who supervises loosely, asks for group discussion, and shows concern for group members' welfare
11349380	groupthink	happens when group members are unable to thoroughly evaluate the negative consequences of a decision they are about to make