EXAM 2 STUDY GUIDE SOCIAL PSYCHOLOGY

Chapter 7
Persuasion
Lectures Slides 9

Concepts:
Persuasion
Central and peripheral routes to persuasion
Credibility
Sleeper effect
Attractiveness
Foot-in-the-door phenomenon
Lowball technique
Door-in-the-face technique
Primacy effect
Recency effect
Channel of communication
Need for cognition
Attitude inoculation
6 persuasion principles: authority, liking, social proof, reciprocity, consistency, scarcity

Questions:
What makes an effective communicatory (Hint: credibility, expertise, speaking style, trustworthiness,
attractiveness, liking)
What makes an effective message? (hint: reason vs. emotion; good feelings, fear; one-sided vs. two-
sided appeals)
What is the difference between personal and media influence?
What aspects of the audience should be considered?

Important Research:
Studies on six persuasion principles
One-sided vs. two-sided appeals
When is each route to persuasion effective?

Chapter 8
Group Influence
Lectures Slides 10

Concepts:
Group
Entitativity
Cohesiveness
Social facilitation
Evaluation apprehension
Choking under pressure
Social loafing
Free riders
Deindividuation
Self-awareness
Group polarization
Informational influence
Normative influence
Social comparison
Pluralistic ignorance
Groupthink
Leadership
Task leadership
Social leadership
Transformational leadership

Questions:
What are the symptoms of groupthink?
How can groupthink be prevented?
How do individuals influence the group?
When and how are groups good for us, and when and how are groups bad for us?
How can deindividuation be used for good (fun dance party) and what are the risks to
deindividuation (unsafe, harmful behavior)

Important Research:
Social facilitation studies
Social loafing studies
Deindividuation studies

Chapter 9
Prejudice
Lectures Slides 11

Concepts:
Prejudice
Stereotyping
Discrimination
Racism
Sexism
Implicit and explicit prejudice
Old-fashioned racism; modern racism
Social dominance orientation
Ethnocentric
Authoritarian personality
Realistic group conflict theory
Social identity
Ingroup
Outgroup
Ingroup bias
Terror management
Outgroup homogeneity effect
Own-race bias
Stigma consciousness
Group-serving bias
Just-world phenomenon
Subtyping
Subgrouping
Stereotype threat
Minimal groups
Illusory correlation
Social categorization
Old-fashioned vs. modern racism
Implicit and explicit prejudice
The contact hypothesis
Benevolent vs. hostile sexism

Questions:
What are the social sources of prejudice?
What are the motivational sources of prejudice?
What are the cognitive sources of prejudice?
What are the consequences of prejudice?

Important Research:
Automatic prejudice (e.g., shooter paradigm)
Racism in hiring practices
Sherif robbers cave study
Minimal groups studies
Group categorization study
Self-fulfilling prophecy of stereotypes
Stereotype threat

Chapter 10
Aggression
Lectures Slides 12

Concepts:
cyberbullying
Aggression
Physical aggression
Social aggression
Instrumental vs. hostile aggression
Direct vs. indirect aggression
Instinctive behavior
Frustration-aggression theories
Frustration
Displacement
Relative deprivation
Social learning theory
Displacement
Prosocial behavior
Social scripts
Catharsis

Questions:
What biological factors that influence aggression?
What role do aversive incidents play in aggression?
What role does violent media play in aggression?
How can violence be reduced?

Important Research:
Studies on violent cues
Banduras Bobo doll study
Effects of media on violence

TED Talks:
Paul Piff: Does money make you mean?
Dan Ariely: Our Buggy Moral Code

Activity
O-train Activity