PSYCHOLOGY 3e Saundra K. Ciccarelli, J. Noland White Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 ocial psychology ocial psychology ** Influence of real, imagined, or implied presence of others

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Conformity Social influence: Process through which the real or implied presence of others can directly or indirectly influence the thoughts, feelings, and behavior of an individual ** Conformity: Changing one’s own behavior to match that of other people 12.1 What factors influence people to conform to the actions of others?

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Conformity Asch study Subjects conformed to group opinion about 1/3 of the time Source: Adapted from Asch (1956). Standard LineComparison Lines 1 2 3

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Groupthink ** Groupthink: Occurs when a decision- making group feels that it is more important to maintain group unanimity and cohesiveness than to consider the facts realistically

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Characteristics of Groupthink

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Compliance Compliance and consumer psychology: Door-in-the-face technique Lowball technique ** Foot-in-the-door technique asking for a small commitment and, after gaining compliance, asking for a bigger commitment. Telemarketers know that anyone who agrees to listen to a pitch is more likely to by the product. ** That’s-not-all technique

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Obedience Compliance due to perceived authority of the asker Request perceived as command 12.3 What factors make obedience more likely?

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Milgram’s Obedience Experiment METHOD: Participants (“teachers”) were instructed to give electric shocks to another person (“learner”), who only pretended to be shocked. RESULTS: 65% obeyed until the end, even though many were upset by being asked to do so.

Copyright © Pearson Education 2011 Sample Script Items from Milgram’s Classic Experiment ** No one single personality trait was found to be associated to high levels of obedience.

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Group Behavior Group polarization: Tendency for members involved in a group discussion to take somewhat more extreme positions and suggest riskier actions when compared to individuals who have not participated in a group discussion

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Group Behavior ** Social facilitation: Positive influence of others on performance Social impairment: Negative influence of others on performance ** Social loafing: When lazy person works in a group, that person often performs less well than if the person were working alone

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Attitudes ** Attitude: Tendency to respond positively or negatively toward certain people, ideas, objects, or situations “She is such a nice person.”

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 I think country music is better than any other kind of music. CognitiveAffective I buy country music CDs every chance I get. Behavior Attitudes Components of Attitudes I like country music; it's fun and uplifting.

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Direct contact Direct instruction ** Interaction with others Vicarious learning Attitude formation can be the result of several processes: Attitude Formation

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Persuasion ** Persuasion: Attempt to change another’s attitude via argument, explanation, etc. Source of message Message itself Target audience

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Elaboration Likelihood Model Involves attending to the content of the message itself Involves attending to factors not involved in the message, such as: Appearance of source of message Length of message

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Cognitive Dissonance ** Cognitive dissonance: Discomfort arising when one’s thoughts and behaviors do not correspond Lessening cognitive dissonance: Change the conflicting behavior Change the conflicting attitude Form a new attitude to justify the behavior “I am a good, loyal friend.” “I repeated gossip about my friend Chris.”

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Impression Formation and Social Categorization Impression formation: Forming of first knowledge about another person Influenced by primacy effect Part of social cognition Social categorization: Automatic unconscious assignment of a new acquaintance to some category or group Stereotype: Set of characteristics that people believe is shared by all members of a particular social category

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Situational (external) Dispositional (internal) Attribution Attribution: Process of explaining the behavior of others as well as one’s own behavior ** Fundamental attribution error (actor-observer bias) “He probably got caught in some bad traffic, and then he was late for a meeting.” “He’s such a careless driver. He never watches out for other cars.”

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Prejudice and Discrimination Prejudice: Negative thoughts and feelings about a particular group Discrimination: Treating others differently because of prejudice

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Types of Prejudice and Discrimination In-group: Social groups with whom a person identifies; “us” Out-group: Social groups with whom a person does not identify; “them” Realistic conflict theory Scapegoating USTHEM **** Forms of prejudice include: Ageism Sexism Racism Too fat Too thin

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 How People Learn Prejudice Formation of a person’s identity within a particular group due to: Social categorization Social identity Social comparison Knowledge of someone else’s stereotyped opinions Self-fulfilling prophecy Stereotype threat Views prejudice as an attitude acquired through direct instruction, modeling, and other social influences Social cognitive theory Social identity theory Stereotype vulnerability

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Rules of Attraction Interpersonal attraction: Liking or having the desire for a relationship with another person Factors Physical attractiveness Proximity Similarity Complementary qualities Reciprocity of liking What factors govern attraction and love, and what are some different kinds of love?

Copyright © Pearson Education 2011 Intimacy Commitment Passion Sternberg’s Triangular Theory of Love: Three Components of Love

Copyright © Pearson Education 2011 Sternberg’s Triangular Theory of Love: Different Forms of Love Intimacy, passion, and commitment produce seven different kinds of love: Liking Infatuation Empty Romantic Fatuous Companionate Consummate Source: Adapted from Sternberg (1986).

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Aggression Biological influences: –Genetics –Amygdala and limbic system –Testosterone and serotonin levels Learning influences: –Social learning theory and social roles –Media violence

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Prosocial Behavior Altruism and prosocial behavior ** Bystander effect Diffusion of responsibility –Fewer bystanders = less diffusion, more help

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Latané and Darley’s Study Participants in room filling with smoke more likely to report smoke when alone Source: Latané & Darley (1969).

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Five Steps in Making a Decision to Help Noticing Defining an emergency Taking responsibility Planning a course of action Taking action

Copyright © Pearson Education 2012 Modified by Jackie Kroening 2013 Anatomy of a Cult Cults use love-bombing, isolation, rituals, and activities to keep new recruits from questioning, critical thinking Also use the foot-in-the-door technique