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Attribution Theory
• Attributing behavior of others to either internal disposition or external situations
• Dispositional Attribution– Based on a person’s
personality or characteristics
• Situational Attribution– Based on a person’s situation
or environment
Attribution Theory
• Fundamental Attribution Error– Make an attribution based on
disposition when attribution should be situational
• Self-serving Bias– Attributing one’s own behavior
to situations but other’s behavior is dispositional
Attribution Theory• Preexisting schema
– A set of belief’s about other’s that leads to attribution that conforms to your expectations
• Attractiveness Bias– The tendency to perceive
attractive people as more competent than others
Constructing Social Reality
• Pygmalion effect– The tendency for people to
behave according to the expectation of others
• Self-Fulfilling prophecy– A belief that causes itself to
become true
• Behavioral expectation effect– A person influences
another according to their own expectations
Conformity• A principle that requires
people to adjust their behavior or thinking to match a group standard
• Normative Social Influence– Influence that draws on a
person’s desire for approval or feeling of belonging to a group
• Asch’s Conformity Studies– Individuals will change their
answer if other’s are giving an answer different than their own
Conformity• Bystander Effect
– The likelihood of receiving help from a bystander
– Depends on the number of bystander’s available
• Reference Group– A group to which a person
feels affiliated– If one person conforms
than others will do the same
Milgram’s Obedience Studies• Teacher and learner
– Learner is asked questions and shocked for a wrong response
– Nothing was happening to the learner
– The real participant was the teacher
– 67% of individuals obeyed up to 450 volts
Milgrams Obedience Studies• Proximity of
researcher• Legitimacy of authority• Emotional distance to
the learner• No models of defiance• A bystander is present• Normative and
informational influence• Ingrained habit
Compliance• A change in a person's
behavior that occurs in response to a direct request
• Cognitive Dissonance– A disconnect between
internal attitudes and external behavior
• Lowball techniques– Offering an attractive deal,
only to change terms later
Compliance
• Bait-and-Switch technique– Offer something but then
substitute that offer with something else
• Foot-in-the-door technique– Compliance with a small
request increases likelihood of responding to a larger request
Compliance
• Shared identity– A feeling that you are similar
to others in feeling, thought and behavior
• Norm of reciprocity– A tendency to desire a return
of favors
• Door-in-the-face technique– Making a large request to
obtain compliance for a smaller request
Attitudes• An evaluative belief or
opinion about a person, object or idea
• Implicit attitude– An attitude that
automatically influences one’s reactions
• External attitude– An attitude that one
holds consciously and can report to others
Persuasion• A deliberate effort to change
an attitude or belief
• Central route– Paying attention to good
arguments that are personally relevant and appeal to reason
• Peripheral route– Evaluating an argument
based on tangential cues rather than the merits of the argument
Persuasion• Elaboration-Likelihood Model
– Central route -motivation is high– Peripheral route -motivation is low
• Perseverance Effect– It is difficult to shake an initial
impression
• Sleeper Effect– Forgetting the sources of unreliable
information – Remembering information as being
reliable
Group Influence
• Social Loafing– People believe that individual
efforts do not matter– Being only one member
makes effort less necessary
• Deindividuation– People in a group relinquish
personal responsibility
Group Influence
• Group polarization– The more members of a
group discuss their ideas the more extreme the ideas become
• Group think– A group members opinion
becomes indistinguishable from the group
Prejudice/Discrimination• Prejudice
– An attitude toward a particular group
• Discrimination– A behavior directed toward a
particular group
• In-group/Out-group phenomenon– A group that you are a part of
has more diversity than the group that you do not belong to
Stereotypes• A general belief about a
group of people• Stereotype threat
– A stereotyped group’s knowledge that they must work against stereotypes
• Helpful to understand how our world works in GENERAL
• Not helpful in understanding any one individual’s behavior
Aggression• Behavior intended to harm another
individual– Genetics– Alcohol and violence– Environmental
• Childhood experiences• Learned expectations of others
• Frustration-Aggression Hypothesis– An individuals becomes frustrated
when goals are not fulfilled– Resulting behavior is aggression
Altruism• Prosocial behavior carried out
without concerns for one’s own safety or self-interest
• Reciprocal altruism– The hope of some benefit in return
at some point in the future
• Egoism– The act of altruism with hope of
receiving some benefit in return
Altruism
• Collectivism– Altruism that benefits the entire
group
• Principlism– Altruism as a result of principle
• Why do we help?– Notice the situation– Identify as an emergency– Take responsibility– Decide on course of action