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Chapter 14 Social Psychology Social Cognition • Social perception – judgement about the qualities of individuals – how we form impressions of others – how we gain self-knowledge from perception of others – how we present ourselves to others to influence their perception of us Copyright © 1999 by The McGraw-Hill Companies, Inc. 2 Social Cognition • Impression formation – primacy effect • the enduring quality of initial impressions • Social comparison – the process in which individuals evaluate their thoughts, feelings, behaviors, and abilities in relation to others Copyright © 1999 by The McGraw-Hill Companies, Inc. 3 Social Cognition • Impression management – the process in which individuals strive to present themselves in a favorable light • Self-monitoring – individuals’ attention to the impressions they make on others and the degree to which they fine-tune their performance accordingly Copyright © 1999 by The McGraw-Hill Companies, Inc. 4 Social Cognition • Attribution – attribution theory • individuals are motivated to discover the underlying causes of behavior as part of their interest in making sense out of the behavior – fundamental attribution theory • observers’ tendency to overestimate the importance of traits and underestimate the importance of situations Copyright © 1999 by The McGraw-Hill Companies, Inc. 5 Social Cognition • Attitudes – beliefs and opinions that can predispose individuals to behave in certain ways • Cognitive dissonance – an individual’s motivation toward consistency and away from inconsistency • Self-perception theory – making inferences about attitudes by perceiving behavior Copyright © 1999 by The McGraw-Hill Companies, Inc. 6 Social Influence: Interpersonal influence • Persuasion – The communicator (source) • • • • expertise credibility trustworthiness power, attractiveness, likableness, similarity – The Medium (channel) Copyright © 1999 by The McGraw-Hill Companies, Inc. 7 Social Influence: Interpersonal influence • Persuasion – The Message (communication) • foot-in-the-door strategy • door-in-the-face strategy – The Audience (target) • Obedience – behavior that complies with the explicit demands of an individual in authority Copyright © 1999 by The McGraw-Hill Companies, Inc. 8 Social Influence: Influence in Groups • The nature of groups – norms • rules that apply to the members of a group – roles • rules and expectations that govern certain positions in a group Copyright © 1999 by The McGraw-Hill Companies, Inc. 9 Social Influence: Influence in Groups • Conformity – individuals’ adopting the attitudes or behavior of others because of real or imagined pressure from others to do so • Groupthink – the motivation of group members to maintain harmony and unanimity in decision making Copyright © 1999 by The McGraw-Hill Companies, Inc. 10 Copyright © 1999 by The McGraw-Hill Companies, Inc. 11 Social Influence: Influence in Groups • Deindividuation – a state of reduced self-awareness, weakened self-restraints against impulsive actions, and apathy about negative social evaluation • Cults – religious groups that isolate themselves from the outside world and practice severe lifestyles as part of their worship Copyright © 1999 by The McGraw-Hill Companies, Inc. 12 Social Influence: Influence in Groups • Leadership – Great person theory • individuals with certain traits are best suited for leadership positions – situational theory of leadership • the needs of a group change from time to time and a person who emerges as leader in one circumstance will not necessarily be the leader in another Copyright © 1999 by The McGraw-Hill Companies, Inc. 13 Interpersonal Relationships • Attraction – consensual validation • our own attitudes and behavior are supported when someone else’s attitudes and behavior are similar to ours – matching hypothesis • we choose someone who is close to our own level of attractiveness Copyright © 1999 by The McGraw-Hill Companies, Inc. 14 Interpersonal Relationships • Friendship – involves enjoyment, acceptance, trust, intimacy, respect, mutual assistance, understanding, and spontaneity • Romantic love – strong components of sexuality and infatuation – often predominates in the early part of a love relationship Copyright © 1999 by The McGraw-Hill Companies, Inc. 15 Interpersonal Relationships • Companionate love – occurs when an individual desires to have the other person near and has a deep, caring affection for the person • Triangular theory of love – love comes in three main forms: passion, intimacy, and commitment Copyright © 1999 by The McGraw-Hill Companies, Inc. 16 Copyright © 1999 by The McGraw-Hill Companies, Inc. 17 Interpersonal Relationships • Altruism – an unselfish interest in helping someone else • Social exchange theory – individuals should benefit those who benefit them, or that, for a benefit received, an equivalent benefit should be returned at some point Copyright © 1999 by The McGraw-Hill Companies, Inc. 18 Interpersonal Relationships • Egoism – an attitude in which one does something beneficial for another person in order to ensure reciprocity – to present oneself as powerful, competent, or caring – to avoid social or self-censure for failing to live up to normative expectations Copyright © 1999 by The McGraw-Hill Companies, Inc. 19 Interpersonal Relationships • Bystander effect – individuals who observe an emergency help less when another observer is present than when they are a lone observer • Diffusion of responsibility – the tendency to feel less responsible and to act less responsibly in the presence of others Copyright © 1999 by The McGraw-Hill Companies, Inc. 20