Organigram

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social psychology

study on how people think about, influence and relate to eachother

social relations

prejudice: an often negative attitude toward a social group that is formed before getting to know group members

discrimination: action based on prejudice or stereotypes toward a social group.

stereotypes: beliefs about a group’s characteristics that are applied generally, and often inaccurately, to group members

Aggression is behavior intended to cause harm or death

social influence

any way in which the presence of other people influences your thoughts, feelings, or behavior.

informational social influence:resulting from a person's willingness to accept others' opinion about reality

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

conformity: changes in an individual’s behavior to correspond to the behavior of a group of other people.

obedience: changes in an individual’s behavior to comply with the demands of an authority figure.

social cognitions

a person’s thoughts about other people and the social world.

attribution: an explanation of the cause of behavior.

attribution theory: a theory that behavior is caused either by traits within the individual or by the situation surrounding the individual.

ATTITUDE PERSUASION STRATEGY DESCRIPTION Central route persuasion Directly explain the actual benefits. Peripheral route persuasion Use “smoke and mirrors” to make it seem great. Foot-in-the-door technique Get them to agree to something little before asking for something big. Door-in-the-face technique Ask for something way too big first, then what I actually want will seem reasonable. Lowball technique Get them to agree, then jack up the price.