Unit 7: Social Psychology

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Unit 7 Social Psychology

• Ch 18 Individual Interaction
• Ch 19 Group Interaction
• Ch 20 Attitudes and Social Influence
• Ch 21 Psychology Present and Future

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Ch 18 Individual Interaction

• Why we need friends

• Social psychology seeks to explain how our
  thoughts, feelings, perceptions, ___________
  are influenced by ___________ w/ others.
• Social cognition is a subfield of social psych.
  that focuses specifically on how we perceive,
  store, retrieve information about
  __________________.
• As infants we learn to associate
  _____________________ w/ the satisfaction of
  ____________.
• Being around other humans becomes a habit that is
  difficult to break. We develop needs for
  _______, respect, love, affection, other
  _________________ that can only be satisfied by
  _______.

3

• Anxiety companionship

• We seem to need company most when were ______ or
  anxious. We also need it when were unsure of
  ourselves want to _______________ w/ others.
• We like to compare our experiences w/ others.
  (How many of you asked one or more of your
  classmates how they did on your last psychology
  test when you got them back?) ?
• This helps us to ___________ our own situation.
• This is how we learn our _______________
  ___________.
• When we are uncertain, we want to socialize w/
  people who are in a __________________.
• Friends offer support in trying times b/c they
  can serve as __________ can react to our
  problems.
• Friends tend to help __________, be of no
  significant help w/ _______________ of stress,
  hinder peoples ability to deal w/ ___________ of
  stress.
• By repeatedly going over _____________ events,
  you might your sensitivity to them.

4

• How we choose friends

• Although modern methods of _____________
  communication make it easier to be friends w/ all
  kinds of people, we rarely go beyond the most
  ____________________ in making friends.
• __________ physical proximity refers to the
  distance of one person to another person. The
  closer 2 individuals are geographically (home,
  school, work, etc), the more likely they are to
  form a relationship. We tend to form
  relationships w/ people we _______________.
• ___________ what are you getting out of the
  friendship?
• Stimulation value is the ability of a person to
  _________ in or to expose you to new ideas
  ______________.
• Utility value is the ability of a person to help
  another achieve his/her ________.
• Ego-support value is the ability of a person to
  provide another person w/ _________,
  encouragement, __________.

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• ___________________ our appearance greatly
  influences others impressions of us. People
  feel better about themselves when they associate
  w/ people whom others ___________________.
• We often consider those w/ physical beauty to be
  more responsive, ________, sociable, intelligent,
  ______, outgoing, poised.
• This is true of same-sex opposite-sex
  relationships.
• One study showed that the only ___________________
  _ attractive people displayed more was that they
  tend to be more comfortable in ____ __________.
• We usually seek out others whom we consider to be
  ________ in attractiveness.
• _________ we tend to like people who agree w/
  support us b/c they make us _____________ about
  ourselves (ego-support value).

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• __________ we tend to choose friends whose
  backgrounds, attitudes, interests are similar
  to _____________. Why?
• Agreement on what is worthwhile fun, which
  provides the basis for _______ ____________.
• Most of us feel uneasy around people who are
  constantly ____________ our views.
• Most of us are ____________ enough to assume that
  people who share our values are basically
  _____________________.
• People who agree about things usually find it
  easier to ___________ w/ each other.
• Complementarity the attraction that often
  develops b/w _____________ of people b/c of the
  ability of one to supply what the other _______.
• Helps in some relationships, but most
  psychologists agree that _________ is a much more
  important factor.

End Section 1
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• 1st impressions

• Your ____________ of a person are often based on
  your __________ of him/her.
• Your 1st impression is usually based on a
  persons __________________.
• The primacy effect is the tendency to
  ____________ of others based on 1st impressions.
• These initial judgments often influence us more
  than ______ ____________ does.
• These impressions sometimes become a
  _________________ b/c the way you act toward
  someone changes depending on your impression of
  him/her which influences how that person
  __________ w/ you.

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• Schemas

• Forming ____________ helps us place these people
  into categories or schemas.
• Schemas are different for _____________.
• When you meet someone who exhibits a particular
  characteristic, you might assume he/she possesses
  ____________________ based on your past
  experience.
• Ex. You meet someone who is intelligent assume
  she is also interesting. Another person meets
  her, but assumes she must also be boring.
• We also develop schemas about people weve never
  met but ________________.
• Schemas allow us to explain a persons _____
  _______ to _______ his/her future behavior.
  They also allow us to organize information so
  that we can respond appropriately in
  __________________.

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• Stereotypes

• Are a __________________ about people in a given
  _________ often based on half-truths
  non-truths.
• Occur when we develop _______ for entire groups
  of people.
• May contain __________________ information.

10

• Attribution theory

• A collection of principles based on our
  ____________ of the causes of events, other
  peoples behavior, our own ___________.
• Internal (or dispositional) attributions refers
  to a persons personal ______________.
• External (or situational) attributions refers to
  _________________ on their behavior.
• The fundamental attribution error is the tendency
  to attribute others behavior to ________
  attributions ignore the ________ factors
  contributing to their behavior.
• The actor-observer bias is our tendency to focus
  on _______ factors when explaining the behavior
  of others, but more on __________ factors when
  explaining our own.
• We realize our own behavior changes from
  situation to situation, but when we observe
  people we dont take _________________.
• The self-serving bias is our tendency to claim
  ______ is due to our efforts, while failure is
  due to circumstances _____________________.

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• Nonverbal communication

• Is the process through which ________ are
  conveyed using space, ___________, facial
  expressions.
• People are ___________ of their nonverbal
  communication.
• We are more aware of nonverbal communication when
  were on the _____________ of the messages.
• Body language refers specifically to our use of
  space, posture, __________.
• Although the use of body language is often
  ___________, many of the postures we adopt
  gestures we make are governed by ______________.

End Section 2
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• Parent-child relationships

• Many psychologists believe that early
  persistent patterns of _____________ interaction
  can influence peoples later __________________
  about their relationships w/ the significant
  people in their lives.
• If our caregivers are loving, responsive
  consistent, we _________ other people to meet our
  needs.
• If our caregivers are unaffectionate,
  unresponsive, inconsistent, we will most likely
  be more _____________ of other people.
• As we form relationships w/ people outside our
  families, we apply what __________ from our
  families.
• Our parents (may) provide us w/ the 1st example
  of a __________ relationship.
• Many people tend to _________ this model (for
  better or worse).
• In our society, parent-child conflict may develop
  during _____________.
• Generational identity is the theory that people
  of ____________ tend to think differently about
  certain issues b/c of different formative
  experiences.

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• Romantic love

• While love w/o marriage is becoming more common
  in our society, marriage w/o love is
  ________________.
• Marrying for convenience, companionship,
  financial security, or any reason that _______
  __________ strikes most of us as impossible or at
  least unfortunate.
• Some believe that one of the main reasons its
  difficult for many people to adjust to love
  marriage is b/c we have _________________ about
  love. This could also explain the s of
  _________.
• There are 2 types of love
• ________ love intense, sensual, all-consuming.
• Feelings of great ___________, intense sexuality,
  the threat that it might go away. When it
  subsides, it __________ into the 2nd type.
• ____________ love friendship, liking someone,
  mutual trust, wanting to be w/ them.
• More _______, includes commitment _________.

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• Like vs. (romantic) love

• Liking is based primarily on ______ for another
  person the feeling that he/she is ________ to
  you.
• Loving has 3 major components
• _______ (attachment)
• ________ (the desire to give)
• _________ (a special knowledge of each other
  derived from uncensored self-disclosure)
• People in love feel strong desires to be w/ each
  other, to _____, to be praised cared for, to
  _______, be fulfilled.
• W/o caring, need becomes _____________, but w/o
  need, caring becomes charity or plain
  ____________.
• Men women tend to express the same degree of
  love for each other, but women ____________ their
  boyfriends more than their boyfriends like them.
• Women also tend to love share _________ w/
  their same-sex friends more than men do.
• When both partners express their interest in each
  other, the relationship is likely to _________.
• So love isnt something that happens to you, its
  something you seek _________.

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• The triangular theory of love

• Another psychologist proposed the triangular
  theory of love which contends that love is made
  up of 3 parts
• __________
• __________
• _____________
• The various combinations of these parts account
  for the many ___________ love is experienced.
• Early love is heavy on passion light on
  ____________, whereas a couple celebrating their
  50th anniversary is heavy on intimacy
  commitment, but probably light on _________.

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• Marriage

• A couples formal public ___________ to each
  other.
• Odds for a successful marriage improve if they
  have similar ________, economic, ___________
  backgrounds practice the same __________.
• Odds are even better if their _____ were happily
  married, they had happy __________, maintain
  good relationships w/ their _________.
• 2 principles tend to govern behavior leading to
  successful marriages
• Endogamy The tendency to marry someone who is
  from ones own ____ ______.
• Homogamy The tendency to marry someone who has
  _____________ such as physical attractiveness,
  age, physique.

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• Marital problems divorce

• In general, healthy adjustment to marriage
  depends on 3 factors
• 1. Whether their _______ are compatible.
• 2. Whether their images of themselves each
  other are _____________.
• 3. Whether they agree on what __________ in the
  marriage are.
• External factors may make it impossible for
  either to live up to their own ______________,
  but often the couple just _____________.
• In many ways, divorce is like adjusting to
  ______. A person often _________ even if he/she
  wanted the divorce. Other common emotions are
  resentment, fear, loneliness, anxiety, mostly
  the feeling of __________.
• __________________ often occurs this is when
  divorced people go through a period of ______
  that lasts until they suddenly realize they have
  _______.
• They then begin to construct __________ as single
  people.

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• Children divorce

• A divorce is usually far more ______ for the
  children than the parents. This is b/c
• Children usually ________ the divorce.
• Children usually ______________ the reasons for
  the divorce.
• Children rarely have any _______ over the outcome
  of a divorce.
• Children arent as _______________ able to cope
  w/ the experience.
• A child whose parents divorce may exhibit
  behaviors like __________________, depression,
  /or __________.
• How long these behaviors last may be determined
  by the _________ of the parents relationship,
  the ________ of the childs life, the adequacy
  of the ______________________.
• Most children do eventually __________ w/ the
  divorce.
• It helps if the parents explain the divorce
  allow the child to express his/her _________.

End Section 3
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Ch 19 Group Interaction

• Groups

• A collection of people who have a degree of
  ______________, some amount of ______________,
  shared _______.
• People who __________ but dont interact arent
  considered a group but an aggregate. So
  _________ is the key factor in forming a group.
• _____________ occurs when any action by 1 member
  will affect or _______ the other members.
• In small groups, members usually have a
  ____________ on each other. But in large groups,
  the influence may be ________.

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• ___________ is crucial to the functions of a
  group. It may be directed outwards toward
  _________ or internal for group members to
  discuss group activities share common goals.
  It also aids members __________________.
• Shared goals 2 kinds
• Task functions activities directed toward
  getting a ___________.
• Social functions responses directed toward
  satisfying the ___________ of members.
• Usually groups meet both types of goals, but 1
  type is __________.
• A _________ organization seems more useful for
  task-oriented groups, whereas a ___________
  network is more useful in socially oriented
  groups.

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• Why do we join groups?

• They satisfy our need to _______.
• We use group members as standards against which
  to ________________ our experiences.
• Groups our ___________.
• Group members may offer us ________ in trying
  times.
• Groups provide us w/ _____________.
• Groups help us accomplish things that we couldnt
  do ________.

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• How are groups held together?

• Factors that a groups cohesiveness are
• Norms ______________ that govern the behavior
  attitudes of group members.
• Includes rules, tendencies, habits.
• Group members are _________ for breaking them
  may only be __________.
• Ideology the set of principles, _______,
  defined objectives for which a group stands
  their _______.
• Commitment demonstration of personal
  _________________________.
• If a person is willing to pay , endure hardship,
  or undergo humiliation to join a group, he/she is
  ________________ w/ that group.
• When people actively participate in group
  decisions share the ______ of a groups
  accomplishments, their feelings of belonging
  .

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• Types of groups

• When a groups members _______ w/ their group,
  they are known as the in-group.
• The out-group includes everyone who isnt a
  member of the __________.
• A primary group is a group of people who interact
  daily _____________.
• Tend to be more __________.
• A secondary group is a larger group of people w/
  whom you might have a more ____________________.

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• Social facilitation vs. social inhibition

• Social facilitation refers to the tendency to
  _____________ in the presence of a group.
• Ex. Home team advantage.
• Seems to occur when participants perform
  __________________ tasks.
• Social inhibition refers to the tendency to
  _____________ in the presence of a group.
• Ex. Stuttering when giving a speech.
• Seems to occur when participants perform complex
  tasks or tasks that involve __________________.
• The effect of a crowd on your behavior may also
  be a reflection of your concern about being
  __________.
• Its about ____________!

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• Interactions w/in groups

• The particular role(s) we play w/in groups is
  important. Each group member has certain unique
  _______________, the group has a of different
  tasks that need to be performed.
• There are many aspects to group structure
• The ______________________ b/w individual members
• The ______ of each member on a particular
  dimension (ex. Popularity or power, amount of
  resources).
• The roles (__________ expected of individuals)
  the members are expected to play.
• Sometimes the roles a person plays may __________.

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• Decision making

• Group polarization is the theory that group
  discussion ________ the majoritys point of view
  shifts group members opinions to a more
  ____________________.
• The _______ of the same arguments results in
  stronger attitudes in support of the majoritys
  view.
• BUT if opinions of a group are _____ ____ on an
  issue before a discussion, the group discussion
  usually results in _____________.
• Groupthink refers to __________ decision making
  that occurs as a result of a group emphasizing
  unity over _______________.
• Group members refrain from criticizing each other
  may not discuss _____________________.
• Decision making can be improved by encouraging
  group discussion, hearing ALL viewpoints,
  _________ each others views. Also, focus on the
  _______.

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• Leadership

• A leader embodies the ___________ of the group
  represents the group to outsiders. W/in the
  group, the leader initiates action, gives orders,
  makes decisions, __________________.
• An effective leader has a great deal of _______
  on the other members.
• Leaders tend to be _______________, more
  self-confident, more energetic outgoing,
  slightly more intelligent than other members of
  _____________.
• When a leader is ___________, followers trust the
  correctness of his/her views, obey him/her
  willingly, feel affection for the leader, are
  more ________ to perform at peak levels.
• Styles of leadership
• ______________ makes all the decisions
  assigns tasks.
• _____________ only minimally involved in group
  decision making, he/she encourages the group to
  make its own decisions.
• __________ encourages the group to make
  decisions through consensus.

End Section 1
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• Group pressure to conform

• Conformity is acting in accord w/ ___________ or
  customs usually b/c of direct or indirect
  ________________.
• Many people sometimes conform to other peoples
  ideas of the truth, even when they __________.
• Why do we conform?
• Most children are taught the overriding
  ____________ of being liked accepted.
• Conformity is the standard means of gaining this
  approval.
• We learn to __________ throughout our lives.
• We are more likely to follow rules when an
  ____________ is present.
• We usually only need _________ disagreeing w/ the
  majority in order to be willing to go against a
  smaller group. It seems that its hardest to
  ______________.
• Even when we conform, we might not actually
  change our _____. This contradiction of public
  behavior private belief is known as compliance.

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• Factors that conforming behavior in people

• Belonging to a group that _________ ____________
  of groups rather than individuals.
• The desire to be ______ by other members of the
  group.
• Low _______________.
• Social shyness.
• Lack of ____________ w/ a task.
• __________ (conformity as the size of the
  group grows to 5-6 people. After that conformity
  levels off).
• ___________________.

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• Obedience to authority

• The influence _____________ have on your
  attitudes behavior is ____________. Sometimes
  this influence is direct obvious, other times
  its indirect ________.
• Obedience is a change in _______________ brought
  about by social pressure to comply w/ people
  perceived to be __________.
• It can be ______________________.
• The abuses of German Nazis American soldiers in
  Vietnam show that individuals often obey
  _________________, even when obedience goes
  against their __________.

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• The Milgram experiment

• P.558-560.
• During 1960s, Stanley Milgram wanted to determine
  whether participants would administer ___________
  to others just b/c an _____________________ told
  them to.
• It was a study on peoples _______________________
  _______.
• Almost 1,000 male participants were told the
  study was on how ______________________.
• Participants, the __________, were told to
  administer an electric shock to the _______
  when they answered incorrectly.
• Shocks werent real but learners acted as if in
  __________________.
• ____ of the teachers administered the full
  shock possible b/c they were told to.
• The teachers often showed signs of extreme
  discomfort many wanted to quit but _______
  ________________.
• People assume that authorities know what they are
  doing, even when their instructions seem to be
  __________.
• The experiment has been repeated w/ ______
  __________.

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• The Stanford prison experiment

• P. 561-562.
• In 1971, Philip Zimbardo wanted to determine how
  participants of ________________ would respond to
  being placed in a simulated prison environment w/
  ½ acting as guards ½ as prisoners. The
  experiment was planned to last ____________.
• He created a _______ in the basement of a
  building at Stanford Univ. Male volunteers were
  questioned then ______________ the role of
  guard or prisoner.
• W/in _______, the guards began behaving very
  harshly w/ the prisoners (excessively punishing
  ________ them) the prisoners, whom at 1st
  rebelled, eventually became angry ________.
• The experiment was called off after _______.
• Participants, although drastically affected at
  the time, reported ____________________.
• Showed the _________________ in affecting
  peoples actions personalities.
• Led to new, tougher _________________ for
  psychology experiments.

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End Section 2
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• Aggression

• Any behavior intended to do _____________________
  harm to others.
• There are several theories about what causes
  people to act in aggressive ways
• ________ factors Humans have innate biological
  factors that cause aggression (like some wild
  animals). __________________ also influence a
  persons aggressive behavior.
• ___________ factors Children learn aggressive
  behavior by observing _________ adults. The
  media also teaches aggressive behavior to
  children they can become _____________________.
• ___________ factors Certain personality traits
  (like impulsiveness, little empathy, w/ a
  dominating nature) can turn a person into a
  bully. Aggressive people may also be arrogant
  often strike out at others to affirm their
  ____________________.
• __________ factors The frustration-aggression
  hypothesis states that frustration or a failure
  to _____________________ leads to aggression in
  certain situations.

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• Controlling aggression

• So aggression is a combination of ___________,
  cognitive, personality, ____________ factors.
• How do we limit control aggression?
• Catharsis is ____________ or aggression by
  letting out powerful negative emotions.
• This can be done by talking it out w/ someone,
  _________________ ________, etc
• But some believe that expressing aggression may
  lead to _______ ___________ b/c you focus on the
  problem.
• _____________ for violent behavior (but the
  punishment must not be excessive) limit the
  amount of __________ theyre exposed to.
• Can be controlled by teaching people to
  _____________________ in ways other than violence.

37

• Group conflict vs. cooperation

• Conflicts b/w groups are a fact of life, but why
  do they occur persist?
• Studies have found that competition (even if it
  ________________) can lead to conflict.
• However, when 2 opposing groups have to
  ____________ cooperate for the good of all,
  gradually intergroup tensions lessen may go
  away.
• So the key to ending conflict is ____________.
• A social trap is when individuals in a group
  decide not to _________, but to act selfishly
  create a ____________ for all.

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• Helping others (or not)

• Altruism is the _____________, often at a cost or
  risk, for reasons other than expectation of a
  ________.
• Diffusion of responsibility occurs when the
  presence of others lessens an individuals
  feelings of ___________ for his/her actions or
  failure to act.
• We assume that ___________ will/should act.
• The bystander effect occurs when an individual
  doesnt take action b/c of the presence of
  others.
• People may even _________ each other not to act.
• The larger the crowd, the __________ we are to
  act.
• We also have a tendency to ______ the need for
  any response. We may hear screams wait to make
  sure its a real emergency rather than
  ____________________ by acting immediately.
• Its easier to believe nothing is wrong if others
  are ___________ may even make you think that
  not doing anything is the proper thing to do.

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• We are more likely to act if a _____ is present,
  we know the person who needs help, know what kind
  of help is needed, have seen the correct response
  modeled before, /or expect ______________ w/ the
  person needing help.
• Social loafing refers to the tendency to put less
  effort into work when ___________________ w/
  others.
• We realize that our individual contributions are
  not as apparent easily measured in a group
  setting may also experience a sense of
  ______________.
• When people act as individuals, obey their
  consciences, are concerned w/ self-evaluation,
  we think of them as _______________. But when
  deindividuation occurs, people lose their sense
  of self follow _______________. They may
  behave irrationally when there is less chance of
  being _______________.
• May feelings of guilt or self-awareness
  causing normally pleasant people to _______
  _________.
• But social pressure can also lead people to do
  good things as well or just ____________ doing
  bad things.

End Section 3
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Ch 20 and 21 Quiz
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Ch 20 Attitudes and Social Influence

• Attitude

• A ___________ to act, think, feel in particular
  ways towards a class of people, objects, or an
  _______.
• Where do attitudes come from?
• __________ classical operant.
• _________________ we form opinions after
  thinking about something or sometimes w/ very
  little thought.
• ___________ culture, parents, peers,
  experiences, etc

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• Functions of attitudes

• Help us make up our self-concept (how we see or
  describe ourselves our _____________ of
  ourselves).
• _____________ have attitudes as well.
• People in the same __________ tend to have the
  same _________ b/c they are exposed to the same
  _____________.
• Serve as guidelines for interpreting
  categorizing people, objects, events, as well
  as guide us to __________ in certain ways.
• So they tell us what to approach what to avoid.
• Sometimes our attitudes arent _________ w/ our
  behavior. Your behavior may reflect your
  attitudes more/less strongly depending on why you
  formed a certain attitude.
• Many psychologists believe that the attitudes
  that most strongly predict behavior are those
  acquired through ___________________.

End Section 1
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• Attitude change

• There are 3 main processes involved in forming or
  changing attitudes
• Compliance a _________________ to avoid
  discomfort or rejection to gain approval.
• We often give in to social pressure, but this is
  usually only ___________ the attitude doesnt
  ________________.
• Identification seeing oneself as _______ to
  another person/group ______________ __________
  of another person/group as ones own.
• Its different from compliance b/c the person
  _________ the newly adopted views.
• But these attitudes are _____, b/c if a person
  stops identifying w/ the other person/group, the
  attitude may _____.

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• Internalization incorporating the values,
  ideas, standards of others as part of
  ___________.
• The attitude becomes an ________ ______ of the
  person.
• Its most likely to occur when an attitude is
  _________ w/ a persons basic beliefs supports
  his/her self-image.
• This is the ____________ of the 3 types of
  attitude formation/change.
• Compliance or identification may lead to the
  ______________ of an attitude.
• Often the 3 __________.

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• Cognitive consistency

• Our attitudes change b/c were always trying to
  get things to fit together ________ inside our
  heads.
• Holding 2 opposing attitudes can create
  ___________________.
• Cognitive dissonance is the uncomfortable feeling
  when a person experiences _________ thoughts,
  attitudes, beliefs, or feelings.
• To reduce dissonance, its necessary to change
  either the __________ or the conflicting
  ___________.
• How do we reduce dissonance?
• By __________ it exists.
• ______ situations or exposure to information that
  would create conflict.
• By _________ the attitude /or reevaluating the
  event.
• The process of dissonance reduction doesnt
  always take place ___________.

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• Attitudes actions

• Actions can affect ___________ if you act
  speak as though you have certain beliefs
  feelings, you may begin to really believe feel
  that way. That is known as counterattitudinal
  behavior.
• This is also a method of reducing ___________
  ____________.
• People have a need for self-justification (the
  need to ___________ ones attitude behavior).
• Studies have shown that if people are led to
  believe theyve ___ someone, they will convince
  themselves they didnt like the victim so the
  victim ______ the injury.
• A self-fulfilling prophecy occurs when a person
  ____ in such a way as to make a belief,
  prediction, or expectation _______________.
• Ex. You think people are basically nice so you
  are very friendly making people like you, or
  you think people are basically rude so you are
  very unfriendly making people _____________.

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• Prejudice

• A preconceived attitude toward a person or group
  that has been formed w/o sufficient evidence
  isnt _______________.
• _____________________.
• Its not always __________.
• Can be based on social, economic, or physical
  factors.
• A stereotype is an oversimplified, hard to change
  way of seeing people who belong to __________.
• A role is an oversimplified, hard to change way
  _________.
• What causes prejudice?
• People tend to be prejudice in favor of those
  they see as ______ to themselves against those
  they see as ____________.
• May acquire it through ______________.
• Other causes as well.
• Discrimination is the ___________________ of
  members of certain groups.
• Prejudice is an ________ discrimination is an
  ___________.
• A person may be prejudice, but not discriminate.
  Also, a person may discriminate (due to something
  like social pressure) but not be prejudice.

End Section 2
48

• Persuasion

• A direct attempt to ______________________.
• The persuaders main hope is that by changing the
  other persons attitudes, he/she can change that
  persons __________ as well.
• Persuasive communication can be broken into 4
  parts
• 1. The __________ of the message.
• Is it trustworthy sincere?
• Is he/she _______________ about the subject?
• Is he/she ___________?
• - If the answer to all these questions is
  yes, the message is more likely to be
  __________.
• - The boomerang effect is when a change in
  attitude or behavior ______ of the one
  desired by the persuader occurs.
• - Ex. You dont like the sports player
  trying to get you to buy a particular pair
  of shoes.

49

• 2. The ___________ itself.
• The persuasiveness of a message depends on its
  content how it is composed organized.
• The central route for persuasion relies on
  presenting information __________.
• The peripheral route for persuasion relies on
  ___________ appeals.
• 3. The ___________ through which its delivered.
• When, where, how the message is delivered.
• Personal contact is usually the most _______.
• Movies, tv, the internet are more effective
  media of persuasion than ____________ b/c were
  more likely to believe what we see hear.
• 4. The ____________ that receives it.
• Persuading people to alter their views depends on
  knowing who they are why they hold the
  __________ they do.
• You need to know what __________ them.
• People tend to ignore information that doesnt
  _______________________.

50

• Heuristics

• Rules of thumb or ________that may lead to but
  doesnt guarantee a __________.
• If an individual isnt __________ in an issue,
  he/she is likely to rely on heuristic processing
  (a very casual, low-attention form of
  _______________).
• Advertisers use heuristics to get us to buy their
  products by using ________, stressing their
  products popularity, having it endorsed by a
  _______, etc

51

• The sleeper effect

• The ____________ on attitude change of a
  persuasive communication.
• Changes in attitude arent always ________
  usually have their greatest impact _____________
  then fade away.
• So why might the persuasion be delayed?
• The tendency to retain the message but forget the
  __________ (this is significant if the source was
  viewed _____________).
• It can take time for the message to sink in
  people to ______________.

52

• The inoculation effect

• Is developing a __________________ by exposing a
  person to arguments that challenge his/her
  beliefs so that he/she can __________________
  them.
• A person who has resisted a _________ on his/her
  beliefs is ready to defend them against a
  ________________ that might otherwise have been
  overwhelming.
• It __________ individuals to defend their beliefs
  more strongly gives them ______ in defending
  their beliefs.
• The most _______________ you have are the ones
  that youve never had to defend.

53

• Brainwashing

• An extreme form of ______________ involving
  physical torture _____________ manipulation by
  use of peer pressure, threats, rewards, guilt,
  /or intensive ______________.
• Peoples convictions are broken down they
  accept _____________ of belief, feeling, /or
  behavior.
• Brainwashing is done by
• Stripping away all ________ subjecting him/her
  to intense social pressure ____________.
• ____________ every act of compliance to his/her
  capturers.
• Eventually, the person begins _______ what
  his/her capturers wish.

End Section 3
54
Ch 21 Psychology Present and Future

• Careers in psychology

• Psychology is a logical undergraduate major for
  people planning graduate work in fields like
  sociology, ____________, law, medicine, or
  ________.
• These are all fields in which ________ _________
  plays a key role.
• Some career options are
• Crisis hot line advisor. A crisis intervention
  program is a short-term psychological ___________
  that helps individuals families deal w/
  emergencies or highly stressful situations.
• Certain types of salesmen good salesmen tend to
  be _________ to others.

55

• _________________ assistant.
• Personnel director involves getting the right
  people hired for jobs keeping them
  ___________________.
• _________ psychologist.
• Clinical psychologist provides therapy. Often
  _______________.
• Consulting psychologist often provides
  short-term services for businesses regarding
  _______________ how it relates to the
  services/product the business provides.

End Section 1
56

• Fields of psychology

• Psychology is among the ______________ fields
  according to the US Bureau of Labor.
• Forensic psychology deals w/ diagnosis,
  evaluation, treatment, testimony regarding the
  law _________________.
• Industrial/organizational psychology deals w/ the
  psychology of the ____________.
• They help businesses operate more
  _________________________.
• Sports psychology studies athletics athletic
  _______________.
• They focus on maximizing performance through
  techniques like visualization (_______________
  the steps involved in a successful performance or
  process).

57

• Psychologys contributions to society

• Mental health
• The ________ are no longer seen as being
  possessed needing to be put in chains, but as
  needing ____________________.
• Testing
• Psychologists have played a leading role in
  ______________ many tests (IQ, career interest
  inventories, etc) including the SAT (a
  standardized test that measures verbal, written,
  mathematical ________ abilities) the ACT (a
  standardized test that consists of 4 assessment
  tests that measure academic ______________).
• Everyday living
• _________________ (daycare, tv, etc)
• Childrearing
• Learning/behavior ______________
• Much, much more

58

• Experimental vs. applied psychology

• Experimental psych uses a ________ of scientific
  methods to study human animal __________.
• Applied psych puts the knowledge of psych to work
  solving _________________.
• Both gather the available evidence offer the
  best explanation they can find.
• Both study __________ use similar processes.
• Applied psychologists search for
  ____________________ experimental psychologists
  for __________________.

59

• The challenges of psychology

• Social change, ______________, early learning,
  the biological bases for behavior, reduction of
  violence, etc are all among the __________
  facing psychologists today.
• Gerontology is the study of _____. Its becoming
  increasingly important as people are
  ________________.
• The top 3 killers of children adolescents in
  our society are accidents, ______, drugs
  mostly ___________ problems.
• Many of the dangers facing society today are
  caused by ____ ___________, so they can only be
  solved by changing the behavior __________ of
  individuals ______________.

End Section 2