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| field that researches how people behave with others and in social situations |
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| the process by which we come to know and evaluate others |
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| mental processes involved in acquiring knowledge |
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| influence and attribution theory |
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| a set of theories that describe how people explain the causes of behavior |
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| fundamental attribution error |
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| a tendency to make an excuse for your own behavior but not for another person’s behavior even when the two behaviors might have been caused by the same situation |
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| individualistic vs. collectivistic societies |
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| individualistic see themselves as individuals, while collectivist societies see themselves as part of a group setting |
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| Sternberg's theory of love |
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Sternberg hypothesizes that the various elements of love progress in different ways over the course of time.
- intimacy, passion, and commitment.
Intimacy increases over time, commitment increases over time, and passion increases, then decreases, then stays steady. |
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| remembering things more correctly at the beginning or end of a list |
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| a stereotype when people estimate that they have encountered more conformations of an association between social traits than they have actually seen. “I have never met an honest lawyer” |
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| tendency to attribute one’s successes to personal factors and one’s failures to situational factors |
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| we are attracted to something just from being exposed to it multiple times |
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| people only remain in relationships as long as the is a well balanced ratio of benefits to costs. |
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| thinking regarding other alternative relationships that the individual could be in. |
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| cost to benefits ration is approximately equal |
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| Conformity - Asch's experiment |
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| subjects were asked to pick a similar line to given line picture and in a group of people who all answered the wrong choice, the individual would 37% of the time change their answer to conform to the rest of the group’s choice. |
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| conformity because you think that other’s are correct |
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| conformity because there is a fear of social rejection |
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| Authority - Milgram's study on obedience to authority |
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| 65% of participants fully obeyed the experimenter and delivered the maximum level of 450 volts to the victim |
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| Stanford Prison study/Jonestown |
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| The students chosen to be guards automatically became more authoritative and those who were prisoners became more somber and |
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| Social influence: attitude change |
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| due to persuasion a person’s positive or negative evaluations of a objects of thought change sides. |
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| person who sends communication |
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| information transmitted by the source |
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| who the message is sent to |
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| what are the Elaboration Likelihood Model (ELM) two routes to persuasion? |
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1)central persuasion
2)peripheral persuasion |
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| change in attitude or beliefs brought about by appeals to reason |
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| change in attitudes or beliefs brought about by appeals to habit or emotion |
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| Cialdini's principles (6) |
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Definition
Cialdini wrote a book called "Influence", where he lists six basic social and psychological principles that form the foundation for successful strategies used to achieve influence.
1) reciprocity
2) social validation
3) consistancy
4)liking
5) scarcity
6) authority |
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| people feel the need to return the favor if they are given something (advertisers handing out pens etc. to gain customers) |
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| paying attention to how other people act. If more people are doing the action then we assume that it is more correct |
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| we want to appear consistent through commitment. if a customer agrees to one small favor then they are more likely to agree to repeatedly agree to more favors |
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| more willing to agree to persuasion if they like the person trying to persuade them. Home Tupperware parties |
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| opportunities are more appealing if they seem scarce, technology seems much more valuable if they are selling out- wii or playstation, or “limited time only” |
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| we listen to authorities because they have knowledge and that they control our rewards and punishments. When stores claim they are experts on their business “men’s suits 1885” “babies are our business, our only business”, we are much more likely to obey to people who claim they are doctors or are wearing security uniforms. Con-artists take advantage of this |
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| development and evolution of patterns of relationships between and amongst group participants and how they work together in achieving tasks. |
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| when tasks are easier then we find working with others is a positive influence |
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| social loafing and remedies for it |
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| the more people in a group the more the individual’s efforts decrease. A way to fix this is to make each individual’s efforts separate from the group, assign specific jobs to an individual, reward individual as well as group, make tasks personally meaningful |
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| when members of a cohesive group emphasize concurrence at the expense of critical thinking in arriving at a decision. |
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| when related attitudes or beliefs are inconsistent and contradicting |
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| 2 reasons for helping: Personal Distress (guilt, anxiety, discomfort) or Empathy (sympathy and compassion for the person). Even selfish reasons can lead to helping |
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| people are less likely to provide needed help when they are in groups than when thy are alone |
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| selection of course of action among several alternatives |
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| Intergroup discrimination |
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| behaving differently or unusually unfairly toward the members of a group |
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| behavior directed against persons because of their affiliation with a social group (always bad) |
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| a belief the associates a group of people with certain traits (isn’t always a bad thing), automatic in human nature but can be overruled if an individual takes time to separate the person from their typical group |
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| Luis immigrated to America and couldn’t communicate and felt like he didn’t belong in the community even after he learned English language. When he was 11 he joined a club to protect them from violence in LA but actually became part of gang. He was unaware that the club was a gang and was pressured into committing violent acts. Felt loyalty to his culture and to his gang, but decided against the gang and had to leave the city to then become a spokesperson against gang violence. We all feel social pressure that influences our actions and thoughts. |
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