The scientific study of how we think about, influence, and relate to one another
The theory that we explain someone's behavior by crediting either the situation or the person's disposition
The tendency for observers, when analyzing others' behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition
Feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events
Occurs when people are influenced by incidental cues, such as the speaker's attractiveness
Occurs when interested people focus on the arguments and respond with favorable thoughts
The tendency for people who have first agreed to a small request to comply later with a larger request
A set of expectations (norms) about a social position, defining how those in the position ought to behave
The theory that we act to reduce the discomfort we feel when two of our thoughts are inconsistent
Understood rules for accepted and expected behavior
Adjusting our behavior or thinking to coincide with a group standard
Influence resulting from a person's desire to gain approval or avoid disapproval
influence resulting from one's willingness to accept to accept other's opinions about reality
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