Social Psych Exam Prep 2

Chs 5-8

What is an attitude?

a favorable or unfavorable evaluation of a particular thing

(Ex: I like many sodas)

Strong vs. Weak Attitude?

Strong: persisting over time & resisting persuasion (high commitment and embeddedness)

Weak: malleable, easily swayed, and loosely connected to actual behavior

What is a belief?

pieces of information, facts

(ex: there are many types of sodas)

What 6 characteristics predict behavior?

1. Strength

2. Knowledge (abt. topic)

3. Personal Relevance (implicate self)

4. Attitude Accessibility (easy to come to mind)

5. Behavioral Intentions (intention to act)

6. Consistency

What is it called when there is an inconsistency of attitude and behavior?

Cognitive Dissonance

What are 5 sources of attitudes?

Learning

1. Classical Conditioning

2. Operant Conditioning

3. Observational Learning

4. Heredity

5. Mere Exposure

Classical Conditioning is…

when we like or dislike things b/c they become associated w/ objects or events we already like or dislike.

Operant Conditioning is…

When we like or dislike things b/c we are rewarded or punished for liking/disliking them.

Observational Learning is…

when we like or dislike things b/c we see others rewarded or punished for liking/disliking them

Heredity is…

unlearned, genetic component to certain attitudes

Mere Exposure is…

The phenomenon that repeated exposure to novel stimuli increases liking

What are the two routes to persuasion, and what is it called as a whole?

*Likelihood Model of Persuasion

-Central Route

-Peripheral Route

Central Route is…

the way ppl are persuaded when they focus on the quality of the arguments in a message

Peripheral Route is…

the way ppl are persuaded when they focus on factors other than the quality of the arguments in a message, such as the # of arguments

Which route to persuasion requires deeper thinking?

Central Route

What is commitment?

certainty of attitudes and how much they are shielded against contradictory info.

What is embeddedness?

how connected this attitude is to other aspects of the self and one’s goals.

Attitude Accessibility

The more quickly/easily the attitude comes to mind = persistent the behaviors

Social Influence

a change in overt behavior caused by real or imagined pressure from others

*Behavior change and attitude change can happen independently

What are the 3 types of Social Influence?

• Conformity

• Compliance

• Obedience

What is conformity?

changing one’s behavior to match the actions of others (to fit in)

What is compliance?

Changing one’s behavior in response to a direct request

(Requester does NOT have to be physically present)

What is obedience?

changing one’s behavior in response to a direct request from an authority figure

(Special type of compliance)

What are the 6 principles of social influence?

1. Reciprocity

2. Commitment / Consistency

3. Authority

4. Social Validation

5. Scarcity

6. Liking/Friendship

Norm of Reciprocity

returning a favor to someone who has already done something for you

Commitment/Consistency

We want our actions to be consistent w/ our previous commitments

*People are more likely to comply with a request when they’ve already made a small commitment.

Authority in Social Influence Setting

*People are more willing to follow recommendations of someone they view as an authority

Social Validation

people more willing to comply if they see evidence that others have complied

Scarcity in Social Influence Setting

people find objects attractive if they are scarce, rare, or dwindling in availability

Liking/Friendship in Social Influence Setting

People are more likely to comply with a request from a friend, someone they like

6 Compliance Techniques

1. Door in the Face

2. That’s not all technique

3. Foot-in-the-door technique

4. Bait-and-switch technique

5. Lowball Technique

6. Labelling Technique

Door in the face technique

Step 1) Ask for a larger favor (likely to be rejected)

Step 2) “Make a concession” by asking for moderate favor instead

That’s not all technique

Step 1) Get the person to agree to a small request

Step 2) Request compliance w/ a larger related request

Foot in the door technique

Step 1) Get the person to agree to do something

Step 2) Request compliance w/ a larger related request

Bait and Switch Technique

Step 1) Get a person to agree to do something

Step 2) Change the terms of the agreement

Lowball Technique

Step 1) Get a person to agree to do something

Step 2) Change the terms of the request (such that person @ disadvantage)

Labelling Technique

Step 1) Label the person in a way that will be consistent w/ request you make

Step 2) Make a request consistent w/ lable

Active Commitment

commitment through action (doing something; opt. in)

Public Commitment

Committing to something in public

-Ex: in front of friends, agree to request of volunteering

Informational Social Influence

behavior change that results from taking others’ comments or actions as a source of information about what is correct, proper, or effective

Normative Social Influence

behavior change that results from individuals desire to avoid disapproval, negative judgment, or social sanctions from others

2 Main Factors that Influence Conformity

1) The person we conform to has Expertise

→ We lack knowledge

2) We lack info.

→We lack knowledge about how to behave

→Situation is ambiguous

→We don’t know what is factually correct

Factors that influence Normative Conformity

• Bigger Group Size

• Increased Unanimity (all the same answer)

• Greater Expertise/Status

• Greater Interdependent Culture

• Greater Cohesion

• Decrease Anonymity (doing things alone decrease it)

Factors that influence Likelihood of Obedience

• Increased Proximity of the Authority

• Increased Depersonalization of the Victim

• Increased prestige of the Authority

• Increase Lack of a Defiant Role Model

Define Friendship

someone whom we have a long-term,affectionate relationship

Common Features of Friendship across Societies (4)

• Mutual Aid

• Gift Giving

• Positive Affect

• Giving in time of need

Two Classifications of Relationships

• Exchange Relationships

• Communal Relationships

Exchange Relationships

trade-based relationship (focus on giving and receiving)

Ex: Work Relationships

Communal Relationships

need-based relationship

(give to who need it most, and give w/o worrying about receiving)

Affiliation

the process of wanting to be near others, and to have pleasant and affectionate interactions w/ them

Domain General Models

are models that attempt to explain all behavior using some simple rule

3 Domain General Theories of Friendship

1. Reinforcement-Affect Model

2. Social Exchange Theory

3. Need to Belong

Reinforcement-Affect Model

-theory that we like people we associate positive feelings with and dislike those we associate w/ negative feelings

Social Exchange Theory

-theory that we evaluate relationships based on the trading of benefits within the relationship

Need to Belong

theory that humans have an inherent need to engage in relationships

*this need drives us to affiliate w/ others

4 Models of Social Exchange

• Communal Sharing

• Authority Ranking

• Equality Matching

• Market Pricing

Communal Sharing

All group members share in the group resources as needed and depend on one another for mutual care

-Ex: Tight-knit Family

Authority Ranking

Higher-ranking people = entitled to loyalty, respect, and difference

Lower-ranking people = entitled to protection, advice, and leadership

Ex: Military Squad

Equality Matching

No one get more than others, ppl take turns, share equally and reciprocate benefits

-Ex: Children playing a game

Market Pricing

Individuals trade according to rational rules of self-interest, seeking best possible “deal”

-Ex: Customer and shopkeeper

Who do we choose as friends? (3)

1. Reinforcement-Affect Model

2. Social Exchange Theory

3. Proximity-Attraction Principle

Domain Specific Model of Affiliation

Assume different relationships have different goals @ different times.

4 Main Goals for Affiliating and forming friendships

1. Getting Social Support

2. Getting Information

3. Gaining Status

4. Exchanging Mental Benefits

Define Social Support in the Specific Model of Affiliation

-emotional, informational, or material assistance provided by other people in one’s social network

3 Subtypes fo Social Support

• Emotional Support

• Informational Support

• Instrumental Support

a. Emotional Support

-offering of empathy, concern, affection and warmth and care provided by others

b. Informational Support

-provision of advice, guidance, and other types of information

c. Instrumental Support

concrete, often financial ways that people help us

Define Getting information in the Specific Model of Affiliation

other people can provide a wealth of facts helpful for solving problems in the physical world

Define Gaining Status in the Specific Model of Affiliation

people often form alliances to improve their position in the social dominance hierarchy

Define Exchanging Mental Benefits in the Specific Model of Affiliation

b/c of the importance of sharing resources, all societies have strong rules about sharing

Connects back to the 4 Social Exchange theories

Sternberg’s 3 Features of Love

1. Passion

2. Intimacy

3. Decision/Commitment

Difference between Passion and Intimacy

Passion: physiological arousal and longing to be together

*Romantic attraction, sexual desire

Intimacy: feelings promoting close bonds, including mutual sharing and emotional support

2 Varieties of Love Types

1. Companionate Love

2. Passionate Love

Companionate Love

-affection and tenderness felt for those whose lives are entwined w/ our own

(ex: parental love, maternal love, brotherly love, etc)

Passionate love

-a state of intense longing for someone

(Ex: Romantic Love, crushes)

2 Varieties of Love: Emotions

1. Nurturing love - feelings of tenderness and concern

(e.g., parents caring for children or pets)

2. Attachment Love - desire to be cared for and protected by another

(Ex: Kids w/ parents)

3 Goals of Romantic Relationships

1. Obtain Sexual Gratification

2. Establish Family Bonds

3. Gain Resources and Social Status

1.Obtain Sexual Gratification:

a. What counts as attractive?

• Universally:

→Personality: Kindness, intelligence, humor

→Physical: symmetry, healthy (no disease cues)

• Gender Differences due to evolutionary

→Men: Physical Attractiveness (track fertility)

→Women: Stability in finances

Obtain Sexual Gratification:

b. Who gets it and how? (mating history)

-Faster: short-term life history and mating strategies in animals (“r” strategies)

-Slower: longer-term mates, few offspring, high investment (“k” strategies)

Humans are slow or faster life history?

slower, “K” strategies, since few offspring and longer mates usually

Define Sociosexual Orientation

individual differences in the tendency to prefer either:

-Unrestricted sex: w/o the necessity of love/commitment

-Restricted Sex: only in the context of a committed, loving relationship

Obtain Sexual Gratification:

c. What Influences It?

2-factor love Theory of Love: which consists of….

1. General Arousal (racing heart, butterflies in the stomach)

2. A Label (here, love-but in other situations, it could be fear or excitement)

(Ex: Amusement Park date)

2. Establish Family Bonds

2 Subcategories…

Human Needs

Attachment Love

3 Types of Attachment Styles

-Secure

-Anxious

-Avoidant/Ambivalent

3.Gain Resources and Social Status

3 Subcategories

a. What are resources?

b. Revisiting Sex Differences

c. Polygamy and resources

Gain Resources and Social Status:

a. What are resources?

*Reproductive Relevant Resources

• Limiting factors for female reproductive success → Food and $

• Limiting Factor for Male Reproductive Success → Viable partners=sexual access

Gain Resources and Social Status:

b. Revisiting Sex Differences

Women = finances

Men = Physical Appearance

Gain Resources and Social Status:

Polygamy and Resources

Polygamy - marriage to multiple partners

*2 Subtypes

Define Polygyny and details relating to it

Marital arrangements involving one man and more than one wife

-Step hierarchy, rich environment (rich can be very rich), and occasional faminines

Define Polyandry and details relating to it

Marital arrangement involving one woman and more than one husband

-Extremely harsh environment and men are usually brothers

What are the 2 social exchange rules for stable Relationships?

-Equity Rule

-Need Based Rule

What are the 3 principles of effective communication for stable relationship?

-Positive Framing (appreciate what’s been done)

-Speak for yourself

-Be Kind

The Central Route requires what two things?

Motivation and ability

From the 6 compliance techniques which two are for Reciprocity?

-Door in the face

-That’s not all technique

What 4 Compliance techniques relate to commitment/consistent techniques?

-Foot in the door technique

-Bait and switch technique

-Lowball technique

-Labelling Tehnicque