Two social norms that influence altruistic behavior are...
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reciprocity and social responsibility norm.
Also social exchange theory
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Social Echange Theory
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the theory that our behavior is an exchange we wan maximum benefits and minimum costs
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reciprocity norm
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an expectation that people will help, not hurt, those who have helped them
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social-responsibility norm
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an expectation that people will help those needing their help
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attribution theory was designed to account for?
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other people's behavior
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Opinion change resulting from a thoughtful focus on the content of arguments illustrates
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central route to persuasion
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central route persuasion
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occurs when interested people focus on the arguments and respond with favorable thoughts
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peripheral route persuasion
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occurs when people are influenced by incidental cues, such as a speaker's attractiveness
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Tendency for observers to underestimate the impact of the situation and to overestimate the impact of personal dispositions others behavior is called
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the fundamental attribution error
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fundamental attribution error
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the tendency for observers, when analyzing another's behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition
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the enhancement of a group's prevailing inclinations through discussion within the group
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group polarization
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A social trap is a situation in which
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the pursuit of self-interest leads to mutual destruction
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foot-in-the-door phenomenon
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the tendency for people who have first agreed to a small request to comply later with a larger request
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door-in-the-face technique
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asking for a large commitment and being refused and then asking for a smaller commitment
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involves being persuaded in a manner that is NOT based on the arguments or the message content (only superficial things)
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peripheral route to persuasion
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people want to have consistent attitudes and behaviors...when they are not consistent with each other they experience unpleasant internal tension
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cognitive dissonance theory
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The persons study showed us Conformity strengthens when; Group is unanimous, the group is at least three people, one admires the groups status, one has made no prior commitment, one is made to feel incompetent or insecure.
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Milgram
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