CHAPTER 12 — SOCIAL PSYCHOLOGY
Attitudes and AttributionsAttitudeAn attitude is a belief or feeling that influences how we respond to people, objects, or events.
Attitudes are more likely to affect behavior when:
The attitude is strong
It is specific to the behavior
We are aware of it
The attitude was formed through direct experience
AttributionAttribution is how we explain the causes of behavior.
Dispositional Attribution – behavior is explained by internal traits or personality.
Situational Attribution – behavior is explained by external circumstances.
Fundamental Attribution Error – the tendency to overestimate dispositional factors and underestimate situational factors when judging others.
Self-Serving Bias – the tendency to attribute our successes to dispositional factors and our failures to situational factors.
Prejudice, Stereotypes, and DiscriminationPrejudice: a negative attitude toward a group
Stereotype: generalized belief about a group
Discrimination: behavior directed against a group
Factors that contribute to prejudice and discrimination:
Just-World Phenomenon: Belief that people get what they deserve
In-Group Bias: Favoring one's own group
Self-Fulfilling Prophecy: Expectations about someone influence their behavior
Learning: Prejudice can be taught or reinforced by observation
Brown Eyes, Blue Eyes Experiment (Jane Elliott)
Showed how arbitrary group distinctions create prejudice
Learned 2 things:
Prejudice can form quickly
Discrimination affects performance and self-esteem
Social InfluenceSocial Norms, Roles, and ScriptsSocial Norms: Rules about how to behave in society
Social Roles: Expectations for behavior in a given position (e.g., student, parent)
Scripts: Expected sequences of events in social situations
Zimbardo Prison ExperimentShowed that people conform to social roles, even to the point of abusing others
Highlighted the power of situational factors over personality
ConformityAdjusting behavior or thinking to match a group
Informational Social Influence: Conform because we believe the group is correct
Normative Social Influence: Conform to be accepted or liked by the group
ComplianceChanging behavior in response to a direct request
Techniques:
Foot-in-the-Door: Start small → ask bigger
Door-in-the-Face: Start large → then smaller
Lowball: Agree → change conditions
That's-Not-All: Add bonus to encourage agreement
ObedienceFollowing orders from an authority figure
Milgram Shock Experiment: People obeyed even when instructed to harm others
4 factors increasing obedience (from lecture):
Authority figure's closeness
Authority legitimacy
Group pressure/support
Victim's distance
Romantic RelationshipsAttractionSimilarity > Opposites – more likely to be attracted to similar people
Mere Exposure Effect: Repeated exposure increases liking
Physical Appearance: Top predictor of attraction for both men and women
Attachment TheoryAttachment styles influence romantic behavior:
Secure: Comfortable with intimacy, trusting
Resistant (Anxious): Clingy, fears abandonment
Avoidant: Uncomfortable with closeness, distant
Conflict in RelationshipsDestructive Conflict: Hurts the relationship, involves hostility or contempt
Constructive Conflict: Leads to problem-solving and growth
Gottman's 4 Patterns of Conflict:
Volatiles: Frequent arguments but affectionate, passion-filled
Validators: Calm, respectful, compromise-focused
Avoiders: Minimize conflict, stay calm
Hostiles: Criticism, defensiveness, contempt — usually unsuccessful
All except hostiles can lead to a successful relationship