| A | B |
|---|
| Social schemas | Mental models that represent and categorize social events and people. |
| Stereotypes | Beliefs about people based on their membership in a particular group. |
| Prejudice | Beliefs about people based on their membership in a particular group. |
| Out-group | A group to which one does not belong. |
| In-group | A group to which one belongs. |
| Discrimination | Treatment or consideration based on class or category rather than individual merit; partiality or prejudice. |
| Norms | Data that provide information about how a person’s test score compares with the scores of other test takers. |
| Attributions | Inferences people make about the causes of events and behavior. |
| Internal attributions | An inference that an event or a person’s behavior is due to personal factors such as traits, abilities, or feelings. It is also called dispositional attribution. |
| External attributions | An inference that a person’s behavior is due to situational factors. It is also called situational attribution. |
| Stable attributions | An inference that an event or behavior is due to stable, unchanging factors. |
| Fundamental Attribution Error | The tendency to attribute other people’s behavior to internal factors such as personality traits, abilities, and feelings. It is also called correspondence bias. |
| Self-serving bias | The tendency to attribute successes to internal factors and failures to situational factors. |
| Just-world theory | Theory that refers to the need to believe that the world is fair and that people get what they deserve. |
| Actor-observer bias | The tendency to attribute their own behavior to their circumstances, but tend to attribute other people's behaviors to their dispositions. |
| Conformity | The process of giving in to real or imagined pressure from a group. |
| Foot-in-the-door technique | The tendency to agree to a difficult request if one has first agreed to an easy request. |
| Low ball approach | A persuasion technique in which an offer is made that is much lower than what is being requested |
| Door-in-the-face technique | The persuader approaches an individual with a request that is so demanding or outrageous that it would most likely be refused. Then, the persuader presents a smaller and more reasonable request which was the intended request. |
| Central route of persuasion | A persuasive method that focuses an individual’s attention on the content and logic of a message itself |
| Peripheral route of persuasion | A persuasive method in which the individual is encouraged to NOT look at the content of the message, but rather the source. |
| Cognitive Dissonance Theory | An unpleasant state of tension that arises when a person has related cognitions that conflict with one another. |
| Reciprocity norm | An implicit rule in many societies that tells people they should return favors or gifts given to them. |
| Obedience | Compliance with commands given by an authority figure. |
| Milgram | The conductor of a famous, controversial research study of obedience to authority. He found that his experiment subjects were often so obedient to an authority figure that they were willing to cause serious harm and suffering to others. |
| Asch | Psychologist who investigated social conformity by studying how people reacted when their perceptions of events were challenged by others. He found that most individuals changed their own opinions in order to agree with the group, even when the majority was clearly wrong. |
| Social loafing | The reduced effort people invest in a task when they are working with other people. |
| Social facillitation | The tendency for individuals to perform better in the presence of other people. |
| Groupthink | The tendency of a close-knit group to emphasize consensus at the expense of critical thinking and rational decision-making. |
| Group polarization | The tendency for a dominant point of view in a group to be strengthened to a more extreme position after a group discussion. |
| Deindividuation | The tendency of people in a large, arousing, anonymous group to lose inhibitions, sense of responsibility, and self-consciousness. |
| Bystander effect | The tendency of people to be less likely to offer help to someone who needs it if other people are also present. |
| Diffusion of responsibility | The tendency for an individual to feel less responsible in the presence of others because responsibility is distributed among all the people present. |
| Self-fulfilling prophecy | When a person’s beliefs bout others lead one to act in ways that induce the other’s to appear to confirm the belief. |
