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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
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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
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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
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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
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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
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Social Influence:
Interpersonal influence
• Persuasion
– The communicator (source)
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expertise
credibility
trustworthiness
power, attractiveness, likableness, similarity
– The Medium (channel)
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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
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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
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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
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Copyright © 1999 by The McGraw-Hill Companies, Inc.
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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
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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
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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
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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
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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
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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
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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
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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
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