LOQ: What do social psychologists study? How do we tend to explain others’ behavior and our own?
Social psychologists focus on the situation
Social Psychology: the scientific study of how we think about, influence, and relate to one another.
Fritz Heider proposed and attribution theory after studying how people explain others’ behavior
People do have enduring personality traits. But sometimes we fall prey to the fundamental attribution error
David Napolitan and George Goethals showed the fundamental l attribution error in an experiment
Attribution Theory: the theory that we explain someone’s behavior by crediting either the situation or the person’s disposition.
Fundamental Attribution Error: the tendency for observers, when analyzing others’ behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition.
What Factors Affect Our Attributions?
One factor of this culture
Two important exceptions to our usual view of our own actions:
How Do Our Attributions Matter?
Our attributions—to a person’s disposition or to the situation—have real consequences.
LOQ: How do attitudes and actions interact?
Attitudes are feelings, often influenced by our beliefs, that predispose our reactions to objects, people, and events
Attitude: feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events.
Attitudes Affect Actions
Efforts to persuade generally take two forms:
Persuaders try to influence our behavior by changing our attitudes
Attitudes are especially likely to affect behavior when external influences are minimal
Peripheral Route Persuasion: occurs when people are influenced by incidental cues, such as a speaker’s attractiveness.
Central Route Persuasion: occurs when interested people focus on the arguments and respond with favorable thoughts.
Actions Affect Attitudes
The Foot-In-The-Door Phenomenon
A key ingredient was their use of the foot-in-the-door phenomenon
This tactic has helped boost charitable contributions, blood donations, and U.S. school desegregation
Foot-In-The-Door Phenomenon: the tendency for people who have first agreed to a small request to comply later with a larger request.
Role-Playing Affects Attitudes
When you adopt a new role you strive to follow the social prescriptions
Philip Zimbardo did an experiment and randomly assigned some volunteers to be guards. He gave them uniforms, clubs, and whistles and instructed them to enforce certain rules.
Role: a set of expectations (norms) about a social position, defining how those in the position ought to behave.
Cognitive Dissonance: Relief From Tension
One explanation is that when we become aware that our attitudes and actions don’t coincide, we experience tension, or cognitive dissonance
The attitudes-follow-behavior principle has a heartening implication
We can act ourselves into a way of thinking about as easily as we can think ourselves into a way of acting.
Cognitive Dissonance Theory: the theory that we act to reduce the discomfort (dissonance) we feel when two of our thoughts (cognitions) are inconsistent. For example, when we become aware that our attitudes and our actions clash, we can reduce the resulting dissonance by changing our attitudes.
LOQ: What is social contagion, and how do conformity experiments reveal the power of social influence?
Social Contagion
Social contagion is not confined to behavior
Social networks serve as contagious pathways for moods
Conformity and Social Norms
Suggestibility and mimicry are subtle types of conformity
People are more likely to conform when we
We often avoid rejection or to gain social approval
Conformity: adjusting our behavior or thinking to coincide with a group standard.
Normative Social Influence: influence resulting from a person’s desire to gain approval or avoid disapproval.
Informational Social Influence: influence resulting from one’s willingness to accept others’ opinions about reality.
LOQ: What did Milgram’s obedience experiments teach us about the power of social influence?
Milgram’s experiments discovered some conditions that influence people’s behavior and obedience was highest when
LOQ: What do the social influence studies teach us about ourselves? How much power do we have as individuals?
Milgram’s experiments and their modern replications, participants were torn
LOQ: How does the presence of others influence our actions, via social facilitation, social loafing, and deindividuation?
Social Facilitation
Triplett’s claim—of strengthened performance in others’ presence—is called social facilitation
What you do well, you are likely to do even better in front of an audience, especially a friendly audience
Social Facilitation: improved performance on simple or well-learned tasks in the presence of others.
Social Loafing
Social facilitation experiments test the effect of others
When people act as part of a group, they may
Social Loafing: the tendency for people in a group to exert less effort when pooling their efforts toward attaining a common goal than when individually accountable.
Deindividuation
The uninhibited behavior that results can range from a food fight to vandalism or rioting
Deindividuation thrives, for better or for worse, in many settings
Research also shows that interacting with others can similarly have both bad and good effects
Deindividuation: the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity.
LOQ: How can group interaction enable group polarization?
A powerful principle helps us understand our increasingly polarized world
Group Polarization: the enhancement of a group’s prevailing inclinations through discussion within the group.
LOQ: How can group interaction enable groupthink?
Irving Janis studied the decision-making process leading to the ill-fated invasion
Later studies showed that groupthink—fed by overconfidence, conformity, self-justification, and group polarization
Groupthink: the mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives.
LOQ: What is prejudice? How do explicit and implicit prejudice differ?
In prejudice, the ingredients in this three part mixture are
Prejudice: an unjustifiable (and usually negative) attitude toward a group and its members. Prejudice generally involves stereotyped beliefs, negative feelings, and a predisposition to discriminatory action.
Explicit and Implicit Prejudice
Psychologists study implicit prejudice by
LOQ: What groups are frequent targets of prejudice?
Racial and Ethnic Prejudice
Other studies reveal prejudice that is not just subtle, but unconscious (implicit)
Our perceptions can also reflect implicit bias
Gender Prejudice
both implicit and explicit gender prejudice and discrimination persist
LGBTQ Prejudice
Explicit anti-gay prejudice, though declining in Western countries, persists
Some evidence from a seurvy of LGBTQ Americans shows that:
Belief Systems Prejudice
In the aftermath of the 9/11 terrorist attacks and the Iraq and Afghanistan wars, 4 in 10 Americans acknowledged “some feelings of prejudice against Muslims
LOQ: What are some social, emotional, and cognitive roots of prejudice, and what are some ways to eliminate prejudice?
Social Inequalities and Divisions
When some people have money, power, and prestige and others do not, the “haves” usually develop attitudes that justify things as they are
Mentally drawing a circle defines “us,” the ingroup
Just-World Phenomenon: the tendency for people to believe the world is just and that people therefore get what they deserve and deserve what they get.
Ingroup: “us”—people with whom we share a common identity.
Outgroup: “them”—those perceived as different or apart from our ingroup.
Ingroup: bias the tendency to favor our own group.
Negative Emotions
Scapegoat theory notes that when things go wrong, finding someone to blame can provide a target for our negative emotions
Scapegoat Theory: the theory that prejudice offers an outlet for anger by providing someone to blame.
Cognitive Shortcuts
Our greater recognition for individual own-race faces—called the other-race effect emerges during infancy
Other-Race Effect: the tendency to recall faces of one’s own race more accurately than faces of other races. Also called the cross-race effect and the own-race bias.
Remembering Vivid Cases
We also simplify our world by employing heuristics—mental shortcuts that enable snap judgments.
Victim Blaming
Hindsight bias amplifies victim blaming
LOQ: How does psychology’s definition of aggression differ from everyday usage? What biological factors make us more prone to hurt one another?
Prejudice hurts, but aggression sometimes hurts more
Aggressive behavior emerges from the interaction of biology and experience
Aggression: any physical or verbal behavior intended to harm someone physically or emotionally.
The Biology of Aggression
Aggression varies too much between culture, eras, and people to be considered an instinct
Genetic Influences
Genes influence aggression
Neural Influences
Aggression is a complex behavior and there is no one spot that controls it in the brain
Biochemical Influences
Our genes engineer our individual nervous systems, which operate electrochemically
Alcohol also unleashes aggressive responses to frustrations
LOQ: What psychological and social-cultural factors may trigger aggressive behavior?
Aversive Events
Aversive stimuli—hot temperatures, physical pain, personal insults, foul odors, cigarette smoke, crowding—can evoke hostility
When overheated we think, feel, and act more aggressively
Frustration-Aggression Principle: the principle that frustration—the blocking of an attempt to achieve some goal—creates anger, which can generate aggression.
Reinforcement and Modeling
Aggression may naturally follow aversive events, but learning can alter natural reaction
Media Models for Violence
Parents are hardly the only aggression models
Media violence teaches us social scripts
Social Script: a culturally modeled guide for how to act in various situations.
Do Violent Video Games Teach Social Scripts for Violence?
Research reveals biological, psychological, and social-cultural influences on aggressive behavior
Historical trends suggest that the world is becoming less violent over time
The Psychology of Attraction
LOQ: Why do we befriend or fall in love with some people but not others?
Proximity
Proximity breeds liking partly because of the mere exposure effect
Mere Exposure Effect: the phenomenon that repeated exposure to novel stimuli increases liking of them.
Modern Matchmaking
Online matchmaking definitely expands the pool of potential mates
Speed dating pushes the search for romance
Researchers have found several findings ober speed dating:
Physical Attractiveness
Physical attractiveness also predicts how often people date and how popular they feel
Our feelings also influence our attractiveness judgments
Similarity
Proximity, attractiveness, and similarity are not the only determinants of attraction
LOQ: How does romantic love typically change as time passes?
Passionate Love
Passionate love mixes something new with something positive
Passionate Love: an aroused state of intense positive absorption in another, usually present at the beginning of a romantic relationship.
Companionate Love
As love matures, it typically becomes a steadier companionate love
One way to a gratifying and enduring relationship is equity
Sharing includes self-disclosure
A third key to enduring love is positive support
Companionate Love: the deep affectionate attachment we feel for those with whom our lives are intertwined.
Equity: a condition in which people receive from a relationship in proportion to what they give to it.
Self-Disclosure: the act of revealing intimate aspects of oneself to others.
LOQ: What is altruism? When are people most—and least— likely to help?
Altruism became a major concern of social psychologists after an especially vile act
Altruism: unselfish regard for the welfare of
Bystander Intervention
Darley and Latané assembled their findings into a decision scheme
Hundreds of additional experiments have confirmed this bystander effect
The odds of helping are highest when:
Happiness breeds helpfulness. But it’s also true that helpfulness breeds happiness
Bystander Effect: the tendency for any given bystander to be less likely to give aid if other bystanders are present.
LOQ: How do social exchange theory and social norms explain helping behavior?
Self-interest underlies all human interactions, that our constant goal is to maximize rewards and minimize costs
The reciprocity norm is the expectation that we should return help, not harm, to those who have helped us
The social-responsibility norm is the expectation that we should help those who need our help even if the costs outweigh the benefits
Social Exchange Theory: the theory that our social behavior is an exchange process, the aim of which is to maximize benefits and minimize costs.
Reciprocity Norm: an expectation that people will help, not hurt, those who have helped them.
Social-Responsibility Norm: an expectation that people will help those needing their help
Elements of Conflict
LOQ: How do social traps and mirror-image perceptions fuel social conflict?
To a social psychologist, a conflict is a perceived incompatibility of actions, goals, or ideas
Social Traps
In some situations, pursuing our personal interests also supports our collective well-being
Social traps challenge us to reconcile our right to pursue our personal well-being with our responsibility for the well-being of all
Conflict: a perceived incompatibility of actions, goals, or ideas
Social Trap: a situation in which the conflicting parties, by each pursuing their self-interest rather than the good of the group, become caught in mutually destructive behavior.
Enemy Perceptions
Psychologists have noted that those in conflict have a curious tendency to form diabolical images of one another
Perceptions can become self-fulfilling prophecies
Mirror-Image Perceptions: mutual views often held by conflicting people, as when each side sees itself as ethical and peaceful and views the other side as evil and aggressive.
Self-Fulfilling Prophecy: a belief that leads to its own fulfillment.
LOQ: What can we do to promote peace?
Contact
Negative contact increases disliking
Contact is not always enough
Cooperation
Muzafer Sherif settled a conflict and promoted superordinate goals
A shared predicament likewise can have a powerfully unifying effect on other groups as well.
The power of cooperative activity to make friends of former enemies has led psychologists to urge increased international exchange and cooperation.
Superordinate Goals: shared goals that override differences among people and require their cooperation.
Communication
Mediators can replace a competitive win-lose orientation with a cooperative win-win orientation that leads to a mutually beneficial resolution
Conciliation
Charles Osgood advocated a strategy of Graduated and Reciprocated Initiatives in Tension-Reduction (GRIT)
GRIT: Graduated and Reciprocated Initiatives in Tension-Reduction—a strategy designed to decrease international tensions.
LOQ: What do social psychologists study? How do we tend to explain others’ behavior and our own?
Social psychologists focus on the situation
Social Psychology: the scientific study of how we think about, influence, and relate to one another.
Fritz Heider proposed and attribution theory after studying how people explain others’ behavior
People do have enduring personality traits. But sometimes we fall prey to the fundamental attribution error
David Napolitan and George Goethals showed the fundamental l attribution error in an experiment
Attribution Theory: the theory that we explain someone’s behavior by crediting either the situation or the person’s disposition.
Fundamental Attribution Error: the tendency for observers, when analyzing others’ behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition.
What Factors Affect Our Attributions?
One factor of this culture
Two important exceptions to our usual view of our own actions:
How Do Our Attributions Matter?
Our attributions—to a person’s disposition or to the situation—have real consequences.
LOQ: How do attitudes and actions interact?
Attitudes are feelings, often influenced by our beliefs, that predispose our reactions to objects, people, and events
Attitude: feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events.
Attitudes Affect Actions
Efforts to persuade generally take two forms:
Persuaders try to influence our behavior by changing our attitudes
Attitudes are especially likely to affect behavior when external influences are minimal
Peripheral Route Persuasion: occurs when people are influenced by incidental cues, such as a speaker’s attractiveness.
Central Route Persuasion: occurs when interested people focus on the arguments and respond with favorable thoughts.
Actions Affect Attitudes
The Foot-In-The-Door Phenomenon
A key ingredient was their use of the foot-in-the-door phenomenon
This tactic has helped boost charitable contributions, blood donations, and U.S. school desegregation
Foot-In-The-Door Phenomenon: the tendency for people who have first agreed to a small request to comply later with a larger request.
Role-Playing Affects Attitudes
When you adopt a new role you strive to follow the social prescriptions
Philip Zimbardo did an experiment and randomly assigned some volunteers to be guards. He gave them uniforms, clubs, and whistles and instructed them to enforce certain rules.
Role: a set of expectations (norms) about a social position, defining how those in the position ought to behave.
Cognitive Dissonance: Relief From Tension
One explanation is that when we become aware that our attitudes and actions don’t coincide, we experience tension, or cognitive dissonance
The attitudes-follow-behavior principle has a heartening implication
We can act ourselves into a way of thinking about as easily as we can think ourselves into a way of acting.
Cognitive Dissonance Theory: the theory that we act to reduce the discomfort (dissonance) we feel when two of our thoughts (cognitions) are inconsistent. For example, when we become aware that our attitudes and our actions clash, we can reduce the resulting dissonance by changing our attitudes.
LOQ: What is social contagion, and how do conformity experiments reveal the power of social influence?
Social Contagion
Social contagion is not confined to behavior
Social networks serve as contagious pathways for moods
Conformity and Social Norms
Suggestibility and mimicry are subtle types of conformity
People are more likely to conform when we
We often avoid rejection or to gain social approval
Conformity: adjusting our behavior or thinking to coincide with a group standard.
Normative Social Influence: influence resulting from a person’s desire to gain approval or avoid disapproval.
Informational Social Influence: influence resulting from one’s willingness to accept others’ opinions about reality.
LOQ: What did Milgram’s obedience experiments teach us about the power of social influence?
Milgram’s experiments discovered some conditions that influence people’s behavior and obedience was highest when
LOQ: What do the social influence studies teach us about ourselves? How much power do we have as individuals?
Milgram’s experiments and their modern replications, participants were torn
LOQ: How does the presence of others influence our actions, via social facilitation, social loafing, and deindividuation?
Social Facilitation
Triplett’s claim—of strengthened performance in others’ presence—is called social facilitation
What you do well, you are likely to do even better in front of an audience, especially a friendly audience
Social Facilitation: improved performance on simple or well-learned tasks in the presence of others.
Social Loafing
Social facilitation experiments test the effect of others
When people act as part of a group, they may
Social Loafing: the tendency for people in a group to exert less effort when pooling their efforts toward attaining a common goal than when individually accountable.
Deindividuation
The uninhibited behavior that results can range from a food fight to vandalism or rioting
Deindividuation thrives, for better or for worse, in many settings
Research also shows that interacting with others can similarly have both bad and good effects
Deindividuation: the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity.
LOQ: How can group interaction enable group polarization?
A powerful principle helps us understand our increasingly polarized world
Group Polarization: the enhancement of a group’s prevailing inclinations through discussion within the group.
LOQ: How can group interaction enable groupthink?
Irving Janis studied the decision-making process leading to the ill-fated invasion
Later studies showed that groupthink—fed by overconfidence, conformity, self-justification, and group polarization
Groupthink: the mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives.
LOQ: What is prejudice? How do explicit and implicit prejudice differ?
In prejudice, the ingredients in this three part mixture are
Prejudice: an unjustifiable (and usually negative) attitude toward a group and its members. Prejudice generally involves stereotyped beliefs, negative feelings, and a predisposition to discriminatory action.
Explicit and Implicit Prejudice
Psychologists study implicit prejudice by
LOQ: What groups are frequent targets of prejudice?
Racial and Ethnic Prejudice
Other studies reveal prejudice that is not just subtle, but unconscious (implicit)
Our perceptions can also reflect implicit bias
Gender Prejudice
both implicit and explicit gender prejudice and discrimination persist
LGBTQ Prejudice
Explicit anti-gay prejudice, though declining in Western countries, persists
Some evidence from a seurvy of LGBTQ Americans shows that:
Belief Systems Prejudice
In the aftermath of the 9/11 terrorist attacks and the Iraq and Afghanistan wars, 4 in 10 Americans acknowledged “some feelings of prejudice against Muslims
LOQ: What are some social, emotional, and cognitive roots of prejudice, and what are some ways to eliminate prejudice?
Social Inequalities and Divisions
When some people have money, power, and prestige and others do not, the “haves” usually develop attitudes that justify things as they are
Mentally drawing a circle defines “us,” the ingroup
Just-World Phenomenon: the tendency for people to believe the world is just and that people therefore get what they deserve and deserve what they get.
Ingroup: “us”—people with whom we share a common identity.
Outgroup: “them”—those perceived as different or apart from our ingroup.
Ingroup: bias the tendency to favor our own group.
Negative Emotions
Scapegoat theory notes that when things go wrong, finding someone to blame can provide a target for our negative emotions
Scapegoat Theory: the theory that prejudice offers an outlet for anger by providing someone to blame.
Cognitive Shortcuts
Our greater recognition for individual own-race faces—called the other-race effect emerges during infancy
Other-Race Effect: the tendency to recall faces of one’s own race more accurately than faces of other races. Also called the cross-race effect and the own-race bias.
Remembering Vivid Cases
We also simplify our world by employing heuristics—mental shortcuts that enable snap judgments.
Victim Blaming
Hindsight bias amplifies victim blaming
LOQ: How does psychology’s definition of aggression differ from everyday usage? What biological factors make us more prone to hurt one another?
Prejudice hurts, but aggression sometimes hurts more
Aggressive behavior emerges from the interaction of biology and experience
Aggression: any physical or verbal behavior intended to harm someone physically or emotionally.
The Biology of Aggression
Aggression varies too much between culture, eras, and people to be considered an instinct
Genetic Influences
Genes influence aggression
Neural Influences
Aggression is a complex behavior and there is no one spot that controls it in the brain
Biochemical Influences
Our genes engineer our individual nervous systems, which operate electrochemically
Alcohol also unleashes aggressive responses to frustrations
LOQ: What psychological and social-cultural factors may trigger aggressive behavior?
Aversive Events
Aversive stimuli—hot temperatures, physical pain, personal insults, foul odors, cigarette smoke, crowding—can evoke hostility
When overheated we think, feel, and act more aggressively
Frustration-Aggression Principle: the principle that frustration—the blocking of an attempt to achieve some goal—creates anger, which can generate aggression.
Reinforcement and Modeling
Aggression may naturally follow aversive events, but learning can alter natural reaction
Media Models for Violence
Parents are hardly the only aggression models
Media violence teaches us social scripts
Social Script: a culturally modeled guide for how to act in various situations.
Do Violent Video Games Teach Social Scripts for Violence?
Research reveals biological, psychological, and social-cultural influences on aggressive behavior
Historical trends suggest that the world is becoming less violent over time
The Psychology of Attraction
LOQ: Why do we befriend or fall in love with some people but not others?
Proximity
Proximity breeds liking partly because of the mere exposure effect
Mere Exposure Effect: the phenomenon that repeated exposure to novel stimuli increases liking of them.
Modern Matchmaking
Online matchmaking definitely expands the pool of potential mates
Speed dating pushes the search for romance
Researchers have found several findings ober speed dating:
Physical Attractiveness
Physical attractiveness also predicts how often people date and how popular they feel
Our feelings also influence our attractiveness judgments
Similarity
Proximity, attractiveness, and similarity are not the only determinants of attraction
LOQ: How does romantic love typically change as time passes?
Passionate Love
Passionate love mixes something new with something positive
Passionate Love: an aroused state of intense positive absorption in another, usually present at the beginning of a romantic relationship.
Companionate Love
As love matures, it typically becomes a steadier companionate love
One way to a gratifying and enduring relationship is equity
Sharing includes self-disclosure
A third key to enduring love is positive support
Companionate Love: the deep affectionate attachment we feel for those with whom our lives are intertwined.
Equity: a condition in which people receive from a relationship in proportion to what they give to it.
Self-Disclosure: the act of revealing intimate aspects of oneself to others.
LOQ: What is altruism? When are people most—and least— likely to help?
Altruism became a major concern of social psychologists after an especially vile act
Altruism: unselfish regard for the welfare of
Bystander Intervention
Darley and Latané assembled their findings into a decision scheme
Hundreds of additional experiments have confirmed this bystander effect
The odds of helping are highest when:
Happiness breeds helpfulness. But it’s also true that helpfulness breeds happiness
Bystander Effect: the tendency for any given bystander to be less likely to give aid if other bystanders are present.
LOQ: How do social exchange theory and social norms explain helping behavior?
Self-interest underlies all human interactions, that our constant goal is to maximize rewards and minimize costs
The reciprocity norm is the expectation that we should return help, not harm, to those who have helped us
The social-responsibility norm is the expectation that we should help those who need our help even if the costs outweigh the benefits
Social Exchange Theory: the theory that our social behavior is an exchange process, the aim of which is to maximize benefits and minimize costs.
Reciprocity Norm: an expectation that people will help, not hurt, those who have helped them.
Social-Responsibility Norm: an expectation that people will help those needing their help
LOQ: How do social traps and mirror-image perceptions fuel social conflict?
To a social psychologist, a conflict is a perceived incompatibility of actions, goals, or ideas
Social Traps
In some situations, pursuing our personal interests also supports our collective well-being
Social traps challenge us to reconcile our right to pursue our personal well-being with our responsibility for the well-being of all
Conflict: a perceived incompatibility of actions, goals, or ideas
Social Trap: a situation in which the conflicting parties, by each pursuing their self-interest rather than the good of the group, become caught in mutually destructive behavior.
Enemy Perceptions
Psychologists have noted that those in conflict have a curious tendency to form diabolical images of one another
Perceptions can become self-fulfilling prophecies
Mirror-Image Perceptions: mutual views often held by conflicting people, as when each side sees itself as ethical and peaceful and views the other side as evil and aggressive.
Self-Fulfilling Prophecy: a belief that leads to its own fulfillment.
LOQ: What can we do to promote peace?
Contact
Negative contact increases disliking
Contact is not always enough
Cooperation
Muzafer Sherif settled a conflict and promoted superordinate goals
A shared predicament likewise can have a powerfully unifying effect on other groups as well.
The power of cooperative activity to make friends of former enemies has led psychologists to urge increased international exchange and cooperation.
Superordinate Goals: shared goals that override differences among people and require their cooperation.
Communication
Mediators can replace a competitive win-lose orientation with a cooperative win-win orientation that leads to a mutually beneficial resolution
Conciliation
Charles Osgood advocated a strategy of Graduated and Reciprocated Initiatives in Tension-Reduction (GRIT)
GRIT: Graduated and Reciprocated Initiatives in Tension-Reduction—a strategy designed to decrease international tensions.