SOCIAL PSYCHOLOGY

1. SOCIAL PSYCHOLOGY

2. Before we begin… Are you pondering what I’m pondering?

3. Are you pondering what I’m pondering? • Why do you obey some rules and disobey others? • Are people essentially good or evil? Do we learn to be good or evil… or are we born that way? • Do you consider yourself a conformist? A nonconformist? • Have you ever been convinced by friends to do something you knew was wrong? To do something you knew was right?

4. People • Solomon Asch • Robert Cialdini • John Darley • Leon Festinger • Irving Janis • Bibb Latané • Stanley Milgram • MuzaferSherif • Philip Zimbardo

5. Key Terms • Social trap • Mirror-image perceptions • Self-fulfilling prophecies • Superordinate goals • GRIT

6. SOCIAL THINKING • Social cognition • Why people act as they do.

7. Attribution Theory • Internal Dispositions - Lazy (dispositional) • External situations – Sleepy (situational)

8. Attribution Theory • FUNDAMENTAL ATTRIBUTION ERROR • Overestimating the influence of personality and underestimating the influence of situations • We attribute others’ behavior to their personality

9. Fundamental Attribution Error • Napolitan & Goethals (1979) • Students from Williams College converse with a woman they either know is acting spontaneously, or is instructed to act warm or aloof. • Students assumed she was cold and aloof even when they were TOLD she was instructed to act that way. • CULTURAL NOTE: Western cultures are more prone to this error. Eastern cultures are more likely to interpret the situation.

10. Fundamental Attribution Error • What about ourselves? • Self-serving bias • We recognize how the situation affected our OWN behavior

11. Fundamental Attribution Error • So… • When explaining the behavior of OTHERS, we usually disregard the situation and leap to a conclusion about their personality traits • When explaining our OWN behavior, we explain in terms of the situation we were in more than we explain in terms of our personality traits

12. Other Factors • Optimists are more likely to attribute good events to dispositions and bad events to situations • d • Pessimists will make dispositional attributions for bad events and situational attributions for good events

13. Attribution

14. Attitudes • Feelings, often influenced by our beliefs, that predispose our reactions to people, objects, and events.

15. SOCIAL THINKING A – Affect B – Behavior C - Cognition

16. Attitudes Affect Action • Central Route to persuasion • When people think for themselves and become involved in issues because of logic and reason. • Peripheral Route to persuasion • When people respond to things such as endorsement by people they like/respect, and often make snap judgements

17. Compliance Techniques Foot-in-the-door Door-in-the-face Small  LargeLarge Small That’s not all Low-ball Initial offer, then throw in for free Low price  high Bait and Switch Guilt or Pressure Low price, trade up Self-explanatory Techniques of ingratiation Others • Flattery - Exchange • Agreeing with other person’s views - Build Alliances • Self-enhancement - Rational Appeal • Self-deprecation - Inspirational • Self-disclosure - Ask for Input • Authority

18. Attitudes Affect Action *** Looking-glass effect

19. LOOKING GLASS EFFECT Nearly all college students say that cheating is morally wrong. IQ test - stop when the bell sounds Left alone, 71 percent cheated Working in front of a mirror only 7 percent cheated. Diener, E., & Wallbom, M. (1976). Effects of self-awareness on antinormative behavior. Journal of Research in Personality, 10, 107-111.

20. LOOKING GLASS EFFECT • People who can see their reflections eat less unhealthy food than those who can’t see themselves. • College students to try full-fat, low-fat, and fat-free cream cheese. • Participants in a room with a mirror ate less of the full-fat spread than did those with no mirror Haugen, P. (1999, May/June).Thelooking glass effect. Psychology Today, p. 24.

21. OTHER COOL FINDINGS

22. I’M WATCHING YOU! http://www.ncbi.nlm.nih.gov/pmc/articles/PMC1686213/ Bateson, Nettle & Roberts (2006)

23. I’M WATCHING YOU! http://pss.sagepub.com/content/18/9/803.short Shariff & Norenzayan (2007)

24. Mwahahaha

25. LIGHTING

26. Lighting http://www.ncbi.nlm.nih.gov/pubmed/20424061 These people will donate a combined total of $14 over the next five years. Mostly by accident. None of those dim kids have their hands raised. Zhong, Bohn & Gino (2010)

27. Another… Fill in the missing letters of these words: W_ _H SH_ _ER S_ _P

28. Another… Fill in the missing letters of these words: W_ _H SH_ _ER S_ _P Boil the lies from your filthy bones.

29. Another… http://www.ncbi.nlm.nih.gov/pubmed/16960010 http://blogs.discovermagazine.com/notrocketscience/2008/07/05/the-lady-macbeth-effect-how-physical-cleanliness-affects-moral-cleanliness/ Time to go inconvenience some cripples… Zhong & Liljenquist (2006)

30. Citrus http://blogs.discovermagazine.com/notrocketscience/2010/02/08/clean-smells-promote-generosity-and-fair-play-dark-rooms-and-sunglasses-promote-deceit-and-selfishness/ http://www.kellogg.northwestern.edu/faculty/galinsky/Smell%20of%20Virtue%20Psych%20Science%20in%20press.pdf Zhong & Liljenquist

31. Citrus If only they’d had these in Nazi Germany.

32. LARGE TREES http://eab.sagepub.com/content/44/1/3.short http://content.usatoday.com/communities/greenhouse/post/2010/11/city-trees-fight-crime/1#.UEnKpu3HLQU Donovan & Prestemon (2012)

33. LARGE TREES People don’t know we still have a forestry service. Nothing like big trees to deter street crime…

34. Signs of other miscreants

35. Signs of other miscreants http://www.ncbi.nlm.nih.gov/pubmed/19023045 http://blogs.discovermagazine.com/notrocketscience/2011/08/10/the-spread-of-disorder-a-repost-in-wake-of-londons-riot-cleanup/ Keizer, Lindenberg, & Steg (2008)

36. BUT… • Social Pressures can reduce the attitude-behavior connection. • Approval for a war by the Democratic leaders, despite their own private reservations, because of a general demand by the public.

37. Actions Affect Attitudes • People will also come to believe an idea they have supported • Foot-in-the-Door • Korean War Prisoners • Chinese war camps • Captors secured prisoners’ participation in various activities

38. Actions Affect Attitudes • People will also come to believe in an idea that they have acted upon • Role Playing • Stanford Prison Experiment

39. Stanford Prison Experiment • Zimbardo (1972) • Random assignment: guards or prisoners • Guards became cruel and degraded prisoners • Prisoners broke down, rebelled, or resigned to their fate • Study was called off after 6 days “No man, for any considerable period, can wear one face to himself and another to the multitude without finally getting bewildered as to which may be true.” - Nathaniel Hawthorne http://www.youtube.com/watch?v=FkmQZjZSjk4&feature=related

40. Cognitive Dissonanceleonfestinger • When we become aware that our actions and attitudes don’t coincide, we experience tension. • Tension = cognitive dissonance. • We seek to REDUCE that tension.

41. Cognitive Dissonanceleonfestinger

42. Cognitive Dissonance- leonfestinger • We often bring our attitudes into line with our actions • The less coerced and more responsible we feel for an action, the more dissonance and tension we feel.