1. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. Chapter 14 Social Psychology

2. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-2 Social Psychology Scientific study of how people’s thoughts, feelings, and actions are affected by others

3. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-3 Module 43: Attitudes and Social Cognition What are attitudes, and how are they formed, maintained, and changed? How do people form impressions of what others are like and of the causes of their behavior? What are the biases that influence the ways in which people view others’ behavior?

4. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-4 Persuasion: Changing Attitudes Persuasion - Process of changing attitudes Attitudes: Evaluations of a person, behavior, belief, or concept Factors that affect the ease with which attitudes change Message source Characteristics of the message Characteristics of the target

5. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-5 Persuasion: Changing Attitudes Routes to persuasion Central route processing: Occurs when a persuasive message is evaluated by thoughtful consideration of the issues and arguments used to persuade Peripheral route processing: Occurs when a persuasive message is evaluated on the basis of irrelevant or extraneous factors

6. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-6 Figure 1 - Routes to Persuasion

7. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-7 Persuasion: Changing Attitudes The link between attitudes and behavior Cognitive dissonance: Occurs when a person holds two contradictory attitudes or thoughts (cognitions) Theory predicts that participants will reduce dissonance by adopting more positive attitudes toward a task

8. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-8 Social Cognition: Understanding Others Understanding what others are like Social cognition: The way people understand and make sense of others and themselves Schemas: Sets of cognitions about people and social experiences

9. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-9 Social Cognition: Understanding Others Impression formation Process by which an individual organizes information about another person to form an overall impression of that person Central traits: Major traits considered in forming impressions of others

10. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-10 Social Cognition: Understanding Others Attribution process - Understanding the causes of behavior Attribution theory: Considers how we decide, on the basis of samples of a person’s behavior, what the specific causes of that behavior are

11. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-11 Figure 4 - Determining the Cause of Behavior

12. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-12 Social Cognition: Understanding Others Attribution process - Understanding the causes of behavior Situational causes: Perceived causes of behavior that are based on environmental factors Dispositional causes: Perceived causes of behavior that are based on internal traits or personality factors

13. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-13 Attribution Biases: To Err Is Human Typical biases include: Halo effect: Phenomenon in which an initial understanding that a person has positive traits is used to infer other uniformly positive characteristics Assumed-similarity bias: Thinking of people as being similar to oneself even when meeting them for the first time

14. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-14 Attribution Biases: To Err Is Human Self-serving bias: Tendency to attribute success to personal factors and attribute failure to factors outside oneself Fundamental attribution error: Tendency to overattribute others’ behavior to dispositional causes and minimize of the importance of situational causes Behavioral economics - How individuals’ biases and irrationality affect economic decisions

15. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-15 MODULE 44: Social Influence and Groups What are the major sources and tactics of social influence?

16. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-16 Introduction Social influence: Social groups and individuals exert pressure on an individual, either deliberately or unintentionally Groups Consist of two or more people who: Interact with one another Perceive themselves as part of a group Are interdependent Develop and hold “norms”

17. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-17 Conformity: Following What Others Do Change in behavior or attitudes brought about by a desire to follow the beliefs or standards of other people

18. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-18 Figure 1 - Conformity: Following What Others Do Solomon Asch (1951) Study

19. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-19 Conformity Conclusions Status Characteristics of the Group Situation in which the Individual is Responding Kind of Task Social supporter - Group member whose dissenting views make nonconformity to the group easier Unanimity of the Group

20. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-20 Groupthink: Caving in to Conformity Type of thinking in which group members share such a strong motivation to achieve consensus that they lose the ability to critically evaluate alternative points of view Entrapment - Circumstance in which commitments to a failing point of view or course of action are increased to justify investments in time and energy

21. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-21 Conformity to Social Roles Behaviors that are associated with people in a given position Philip Zimbardo's Prison Study (1973) Guards vs. prisoners

22. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-22 Compliance: Submitting to Direct Social Pressure Type of behavior that occurs in response to direct social pressure Attempts to gain compliance Foot-in-the-door technique Door-in-the-face technique That’s-not-all technique Not-so-free sample Norm of reciprocity Industrial/organizational psychology: Focuses on work- and job-related issues

23. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-23 Figure 2 - Obedience: Following Direct Orders Stanley Milgram’s Obedience Study - 1960s

24. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-24 MODULE 45: Prejudice and Discrimination How do stereotypes, prejudice, and discrimination differ? How can we reduce prejudice and discrimination?

25. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-25 Introduction Stereotype: Set of generalized beliefs and expectations about a specific group and its members Prejudice: A negative (or positive) evaluation of a group and its members Discrimination: Behavior directed toward individuals on the basis of their membership in a particular group

26. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-26 The Foundations of Prejudice Observational learning approaches Mass media Social identity theory Ethnocentric - Viewing the world from their own perspective and judging others in terms of their group membership Ingroups and outgroups

27. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-27 The Foundations of Prejudice Social neuroscience: Seeks to identify the neural basis of social behavior Amygdala - Highly responsive to threatening, unusual, or highly arousing stimuli

28. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-28 Measuring Prejudice and Discrimination: The Implicit Personality Test Implicit association test Measure of prejudice that permits a more accurate assessment of people’s discrimination between members of different groups

29. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-29 Reducing Prejudice and Discrimination Strategies Increase contact between the target of stereotyping and holder of the stereotype Make values and norms against prejudice more conspicuous Provide information about the targets of stereotyping Reduce stereotype threat Stereotype vulnerability Increase a sense of belonging

30. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-30 Reducing Prejudice and Discrimination Schools can design intervention programs to train minority group members about their: Vulnerability to stereotypes

31. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-31 MODULE 46: Positive & Negative Social Behavior Why are we attracted to certain people, and what progression do social relationships follow? What factors underlie aggression and prosocial behavior? Are people basically good or bad?

32. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-32 Liking and Loving: Interpersonal Attraction and the Development of Relationships Interpersonal attraction: Positive feelings for others Factors that attract people to each other: Proximity Mere exposure Similarity Reciprocity-of-liking effect - Tendency to like those who like us Physical attractiveness

33. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-33 Liking and Loving: Interpersonal Attraction and the Development of Relationships Passionate (romantic) love: State of intense absorption in someone that includes intense physiological arousal, psychological interest, and caring for the needs of another Companionate love: Strong affection we have for those with whom our lives are deeply involved

34. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-34 Figure 2 - Robert Sternberg’s Three Components of Love

35. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-35 Aggression and Prosocial Behavior: Hurting and Helping Others Hurting others: Aggression Intentional injury of, or harm to, another person Instinct approaches: Aggression as a release Catharsis - Process of discharging built-up aggressive energy

36. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-36 Aggression and Prosocial Behavior: Hurting and Helping Others Frustration-aggression approaches Aggression as a reaction to frustration The reaction to the blocking of goals Observational learning approaches Learning to hurt others People observe the behavior of models and the subsequent consequences of that behavior

37. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-37 Helping Others: The Brighter Side of Human Nature Prosocial behavior: Helping behavior Diffusion of responsibility: Belief that responsibility for intervening is shared, or diffused, among those present

38. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-38 Figure 5 - The Basic Steps of Helping

39. © 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 14-39 Helping Others: The Brighter Side of Human Nature Rewards-costs approach - Helping to predict the nature of the assistance a bystander will choose to provide Altruism: Helping behavior that requires self- sacrifice Neuroscience perspective If rational side wins, we’re more likely to take a logical view of moral situations If the emotional side prevails we’re more inclined to condemn the atrocity