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Social Psychology

Social Psychology. I. Social Cognition and Perception: refers to the mental processes that help us to collect and remember information about others, and to form beliefs and attitudes and make judgments based on that information .

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Social Psychology

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  1. Social Psychology

  2. I. Social Cognition and Perception: refers to the mental processes that help us to collect and remember information about others, and to form beliefs and attitudes and make judgments based on that information. A. Interpersonal Primacy Effect:the first information learned about someone will be a more powerful influence on our perceptions than any later information will be. B. Self-Fulfilling Prophecies: expectations that change one’s own behavior in such a way as to increase the probability of the predicted event.

  3. C. Stereotype:a generalized belief or expectation about a group of people. D. Prejudice:an attitude or feeling, favorable or unfavorable, toward a person or group of people, prior to, or not based on, actual experience. E. Discrimination: actual behaviors based on prejudice. F. Symbolic Racism:unintentionally discriminating against some groups while expressing a belief that all people are equal. G. Contact Hypothesis: the idea thatdiscrimination and prejudice will decline as we have more contact with people who we would have discriminated against. 1) Robbers Cave

  4. H. Internal Attributions:explanations based on an individual’s perceived stable characteristics, such as attitudes, personality traits, or abilities. I. External Attributions:explanations based on the current situation and events that would influence all people. 1) Consensus Information:how an individual’s behavior compares with other people’s behavior in a given situation. 2) Consistency Information:how an individual’sbehavior varies over time in a given situation. 3) Distinctiveness:how an individual’sbehavior varies between situations.

  5. J. Fundamental Attribution Error:the tendency to make internal attributions for another person’s behavior despite the presence of possible external influences. K. Actor-Observer Effect:the tendency to make external attributions for our own behaviors (especially negative ones) and internal attributionsfor the behaviors of others. L. Self-Serving Biases:attributions that we use to optimize our perception of ourselves. M. Self-Handicapping Strategies: we intentionally put ourselves at a disadvantage to provide an excuse for an expected defeat or failure.

  6. II. Attitudes and Persuasion A. Attitude:a like or dislike that influences our behavior toward a person or thing. B. Persuasion:any attempt to change your attitudes and thus your behavior. C. Central Route to Persuasion:serious decisions; invest time and effort in evaluating the evidence. D. Peripheral Route to Persuasion: decisions of little importance; attend to superficial aspects (speaker’s appearance or amount of evidence rather than quality of evidence.)

  7. E. Sleeper Effect:delayed persuasion by an initially rejected message. F. Minority Influence:those who hold an unpopular opinion eventually change the attitudes of those who hold the majority opinion. G. Strategies for resisting persuasive messages. 1) Inoculation: you give people counter-arguments to prepare them for people trying to change their attitudes. 2) Forewarning: people know ahead of time what the topic and method of persuasion will be and can be mentally prepared to avoid being taken advantage of.

  8. H. Strategies for increasing the power of persuasive messages. 1) Distraction: people’s attitudes are more easily changed when they are distracted enough from developing counterarguments, but not so distracted that they don’t receive / understand the message. 2) Rumination: if you get people to simply think about the reasons why they feel the way they do about something, that in and of itself leads to attitude strengthening. I. Some common strategies of persuasion. 1) Norm of Reciprocity (pre-giving):giving the persuadee something in advance before asking for compliance. 2) The Foot in the Door Tactic:making a small request first, & once it is agreed to, following it with a second larger request.

  9. 3) The Door in the Face Tactic:making a request so large that it is turned down, and then following it up with a second smaller request. 4) The That's Not All Tactic:adding additional incentives to the original offer (sweetening the deal). 5) The Lowball Tactic:making a deal that is too good to refuse, and then, after the initial deal is agreed to, changing it to one that is not as attractive. 6) The Bait and Switch Tactic:luring customers with an attractive product and then trying to get them to purchase a similar but different product. J. Cognitive Dissonance: a state of tension that exists when an individual holds contradictory attitudes or exhibits behavior that is inconsistent with their attitudes.

  10. III. Interpersonal Attraction A. Proximity:we are likely to develop relationships with people who live near us and become familiar to us. 1) Mere Exposure Effect:the more often we see someone or something the more likely we are to start to like that person or thing. B. Similarity C. Exchange / Equity Theories:we seek people with whom we feel we can make equitable transactions of goods and services. D. Physical Attractiveness 1) frequency of dating 2) feelings of popularity 3) others’ initial impressions of their personalities

  11. Desired Number of Sexual Partners Over the Course of One’s Lifetime

  12. IV. Interpersonal Influence A. Conformity:the maintenance or alteration of one’s behavior to match the behavior and expectations of others. 1) Sherif’s Research 2) Asch’s Research The Ally Effect:if you introduce a dissenter into the group (i.e. someone who takes the side of the real subject), then the real subject’s likelihood to conform drops significantly. B. The Bystander Effect: people are less likely to offer help in an emergency situation when other people are present; the greater the number of bystanders, the less likely it is that any one of them will help.

  13. C. Diffusion of Responsibility: we tend to feel less responsibility to act when other people nearby are equally able to act. D. Pluralistic Ignorance:people will sometimes assume in the absence of information that others have a different and better-informed opinion. E. Social Loafing:the tendency to “loaf” or to do less work when sharing work with other people. F. Group Decision-Making 1) Group Polarization: if most members of a group already have a strong opinion on a matter then a group discussion will move the group as a whole even further in that direction. 2) Groupthink: group members may suppress doubts about a decision in fear of making trouble or being criticized.

  14. V. The Power of the Social Situation A. Behavior Traps:situations in which conflicting parties, by each rationally pursuing its self-interest, become caught in mutually destructive behaviors. 1) The Prisoner’s Dilemma: a situation in which a person must choose between a cooperative act and an act very beneficial only to himself or herself and most likely hurtful to others.

  15. 2) TheCommons Dilemma: people who share a common resource tend to overuse it and therefore make it unavailable in the long run. B. The Stanford Prison Study C. Milgram’s Study of Obedience to Authority

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