Key Terms
Situationism
Behavior is determined by the immediate environment and surroundings. Dispositionism: behavior is determined by internal
Attribution
Your explanation for why someone behaved a certain way.
Definition
People approach relationships like informal accountants; weighing costs against benefits. Relationships continue when be
Example
You aced the test because you're smart. You failed because the test was unfair.
Halo effect
Related bias. Overall impression of a person colors how we interpret specific traits.
Why
We have more information about our own situation than about others' situations.
Social role
Expected pattern of behavior for a person in a given setting. You have multiple simultaneously (student, sibling, employ
Social norm
The group's shared expectations for appropriate behavior. Norms define how a role is supposed to be performed.
Script
Your knowledge of the expected sequence of events in a specific setting. Entering a classroom, ordering at a restaurant,
What happened
Guards became abusive. Prisoners became anxious and submissive.
What it demonstrates
Social roles, norms, and scripts are powerful enough to override a person's typical personality. Normal people behaved a
Attitude
Evaluation of a person, idea, or object; typically positive or negative.
Three ways to reduce it
1. Change your behavior (quit smoking) 2.
Yale Attitude Change Approach (Hovland)
Persuasion effectiveness depends on the source, message, and audience.
Source factors
Credibility, trustworthiness, physical attractiveness. More credible and attractive sources are more persuasive.