3. Overview  How do we perceive people?  How do we form and change attitudes?  How are we attracted to others?  How do others influence our behavior?

4. Attribution  external attribution - perception that behavior is caused by the situation  internal attribution - perception that behavior is caused by characteristics of the person

5. Biases in Attribution  Fundamental Attributional Error - focus on internal causes of others’ behaviors  Actor-Observer Effect - focus on external causes of your own behavior, but internal causes for others

6. Biases in Attribution  Self-Serving Bias - attribute your successes to internal causes and your failures to external causes  Self-fulfilling Prophecy - your expectations cause someone to perform consistently with what you expected

7. Persuasion: Two Routes  Central Route - facts and logic  Peripheral Route - emotion (style)  Which route works better depends on Audience Personal importance of topic

8. Cognitive Dissonance  Our attitudes involve cognitive, affective, and behavioral components  When we notice a difference in these components, we experience discomfort  We are motivated to reduce the cognitive dissonance

9. Methods of Persuasion  Foot in the Door  Door in the Face

10. Factors Affecting Attraction  Environment proximity mere exposure effect  Similarity in personality, attitudes  Physical attractiveness matching hypothesis

11. Social Influence  Conformity  Obedience  Social Roles  Bystander Effect

12. Conformity abc  Changing behavior to match behaviors of others  Asch’s line-judging study

13. Obedience  Tendency to follow orders from an authority figure  Milgram’s “shocking” study

14. Social Roles  The Power of the Situation  The Stanford Prison Experiment

15. Bystander Effect  Failure to give help when others are present  Diffusion of responsibility