social psychology studying the way people relate to others. attitude persuasion interpersonal...
TRANSCRIPT
Social Psychology
Studying the way people relate to others.
Attitude Persuasion
Interpersonal AttractionSocial Perception
Prejudice
Attitudes• A set of beliefs and
feelings.– Learned through
• Conditioning • Observational
learning• Cognitive evaluation
• Attitudes can guide behavior
• Advertising is ALL based on attitude formation.– Mere Exposure Effect
Ads that persuade
• https://www.youtube.com/watch?v=R3gcqzzlTso• https://www.youtube.com/watch?v=xk_hkdGf1tc• https://www.youtube.com/watch?v=2JnYcuRW_qo• https://www.youtube.com/watch?v=Bv09DRd4lsM• https://www.youtube.com/watch?v=R55e-uHQna0
Attitude and Behavior
Cognitive Dissonance Theory
• People want to have consistent attitudes and behaviors….when they are not consistent they experience dissonance (unpleasant tension).
• Usually they will change their attitude.
Persuasion
• A direct attempt to influence other peoples attitudes or views
Methods of Persuasion
• Central Route– Uses evidence and logical argumentshttps://www.youtube.com/watch?v=m39JbL5WX_Ehttps://www.youtube.com/watch?v=ab2E2lZzbH8https://www.youtube.com/watch?v=WZhh6BHcD9whttps://www.youtube.com/watch?v=Wnz_YJcCilohttps://www.youtube.com/watch?v=1BOHO7GpO0Q
• Peripheral route– Associates things that make you feel goodhttps://www.youtube.com/watch?v=MddslYvYuVMhttps://www.youtube.com/watch?v=smufr3-_Yb8https://www.youtube.com/watch?v=c-K29F3WU5Qhttps://www.youtube.com/watch?v=uaK41ak1daohttps://www.youtube.com/watch?v=owGykVbfgUE
Repetition encourages favorable attitudes
• Cools celebs– http://www.posh24.com/cool_celebrities– What's trending today• http://www.buzzfeed.com/trending• http://whatstrending.com/categories/trending-now
Types of arguments
• Two-sided– Presents both
sides
• One-sided– Only presents one side
What makes a person more persuasive?
• Experts• Trustworthy• Physically attractive • Similar to audience
Compliance Strategies
• Foot-in-the-door phenomenon
• Door-in-the-face phenomenon
• Norms of reciprocity
• Sales resistance
Prejudice
• A generalized attitude toward a group of people
• Undeserved (usually negative) attitude towards a group of people. – Ethnocentrism is an example of a
prejudice.
Stereotypes
• An unchanging, oversimplified, and usually distorted belief about a group of people
Discrimination
• The unfair treatment of individuals because they are members of a certain group
• An action based on a prejudice.
Causes of Prejudice
• Exaggerated Differences• Economic Status
• LEARNED• Victimization• Scapegoating
How does prejudice occur?Just world Phenomenon• In one popular study female and male subjects were
told two versions of a story about an interaction between a woman and a man. Both variations were exactly the same, except at the very end the man raped the woman in one and in the other he proposed marriage.
• In both conditions, both female and male subjects viewed the woman's (identical) actions as inevitably leading to the (very different) results.
In-Group versus Out-Groups.
• In-Group Bias
Scapegoat Theory
Social Perception
• The way in which people perceive one another
Does perception change with race?
Is it just race?
NO…• Religion• Gender
• Geographic location
• Sexual Orientation• Socioeconomic
• Age
Combating PrejudiceContact Theory• Contact between hostile groups will reduce
animosity if they are made to work towards a
Prejudices can often lead to a….
Self-Fulfilling Prophecy
• A prediction that causes itself to be true.
• Rosenthal and Jacobson’s “Pygmalion in the Classroom” experiment.
Social Perception effects
Primacy Effect• First impression
Recency Effect• Change in opinion due to
recent interaction
Attribution Theory
• Tries to explain how people determine the cause of the behavior they observe.
It is either a….• Situational
Attribution– Based on the situation
• Dispositional Attribution– Based on the persons
personality
Fundamental Attribution Error• We tend to
overestimate the role of dispositional factors.
False Consensus Effect
Self-Serving Bias
How do you view your teacher’s behavior?
You probably attribute it to their personality rather than their profession.
But do you really know?
If you win it is because you are awesome…if you lose, it must have been the coach or weather or….
Nonverbal Communication
• Facial expression• Gesture• Posture• Body language• Eye contact
Interpersonal Attraction
Physical Attractiveness
The Hotty Factor
• Physically attractiveness predicts dating frequency (they date more).
• They are perceived as healthier, happier, more honest and successful than less attractive counterparts.
What is beauty?
Beauty and Culture
Obesity is so revered among Mauritania's white Moor Arab population that the young girls are sometimes force-fed to obtain a weight the government has described as "life-threatening".
Are these cultures really that different?
Proximity
• Geographic nearness
Mere exposure effect:
• Repeated exposure to something breeds liking.
• Taiwanese Letters
Reciprocal Liking
• You are more likely to like someone who likes you.
• Why?• Except in
elementary school!!!!
Similarity
• Paula Abdul was wrong- opposites do NOT attract.
• Birds of the same feather do flock together.
• Similarity breeds content.
Liking through Association• Classical
Conditioning can play a part in attraction.
• I love Theo’s Wings. If I see the same waitress every time I go there, I may begin to associate that waitress with the good feelings I get from Theo's.