Social Psychology Pearson New International Edition, plus MyPsychLab without eText
5th Edition
Published on 30. October 2013
Book
Mixed media product
978-1-4479-6825-2 (ISBN)
Description
For an undergraduate introductory level course in social psychology.
Social Psychology: Goals in Interaction reveals the motives behind social behavior-why people love, hate, lead, and follow, for example- and bridges the person and the social situation.
A unique integrated approach to social behavior: What do terrorist bombings, testosterone, one-minute "hurry dates," Facebook, and political smear campaigns have to do with one another? Social Psychology textbooks typically provide a laundry list of interesting, but disconnected facts and theories. This standard approach grabs interest but falls short as a way to learn. Kenrick, Neuberg, and Cialdini instead provide an integrative approach, one that both builds upon traditional lessons learned by the field and pushes those lessons to the cutting-edge. By organizing each chapter around the two broad questions-"What are the goals that underlie the behavior in question?" and "What factors in the person and the situation connect to each goal?" -the book presents the discipline as a coherent framework for understanding human behavior. Expanding he integrative theme in this edition, KNC highlights social psychology as the ultimate bridge discipline-connectingthe different findings and theories of social psychology, exploring the field's links to other areas of psychology (e.g., clinical, organizational, and neuroscience), and bridging to other important academic disciplines (e.g., anthropology, biology, economics, medicine, and law).
Opening mysteries: Each chapter begins with a mystery, designed not only to grab student interest, but also to organize the ensuing discussion of scientific research: Why did the beautiful and talented artist Frida Kahlo fall for the much older, and much less attractive, Diego Rivera, and then tolerate his numerous extramarital affairs? What psychological forces led the Dalai Lama, the most exalted personage in Tibet, to forge a lifelong friendship with a foreign vagabond openly scorned by Tibetan peasants? Why would a boy falsely confess to murdering his own mother?
The latest scholarship, engaging writing, engrossing real-world stories and the authors' strengths as renowned researchers and expert teachers, all come together to make the fifth edition of Social Psychology: Goals in Interaction an accessible and engaging read for students, while providing a modern and cohesive approach for their teachers.
Check out the authors' website! www.knc5.com/Ad_Psych
Social Psychology: Goals in Interaction reveals the motives behind social behavior-why people love, hate, lead, and follow, for example- and bridges the person and the social situation.
A unique integrated approach to social behavior: What do terrorist bombings, testosterone, one-minute "hurry dates," Facebook, and political smear campaigns have to do with one another? Social Psychology textbooks typically provide a laundry list of interesting, but disconnected facts and theories. This standard approach grabs interest but falls short as a way to learn. Kenrick, Neuberg, and Cialdini instead provide an integrative approach, one that both builds upon traditional lessons learned by the field and pushes those lessons to the cutting-edge. By organizing each chapter around the two broad questions-"What are the goals that underlie the behavior in question?" and "What factors in the person and the situation connect to each goal?" -the book presents the discipline as a coherent framework for understanding human behavior. Expanding he integrative theme in this edition, KNC highlights social psychology as the ultimate bridge discipline-connectingthe different findings and theories of social psychology, exploring the field's links to other areas of psychology (e.g., clinical, organizational, and neuroscience), and bridging to other important academic disciplines (e.g., anthropology, biology, economics, medicine, and law).
Opening mysteries: Each chapter begins with a mystery, designed not only to grab student interest, but also to organize the ensuing discussion of scientific research: Why did the beautiful and talented artist Frida Kahlo fall for the much older, and much less attractive, Diego Rivera, and then tolerate his numerous extramarital affairs? What psychological forces led the Dalai Lama, the most exalted personage in Tibet, to forge a lifelong friendship with a foreign vagabond openly scorned by Tibetan peasants? Why would a boy falsely confess to murdering his own mother?
The latest scholarship, engaging writing, engrossing real-world stories and the authors' strengths as renowned researchers and expert teachers, all come together to make the fifth edition of Social Psychology: Goals in Interaction an accessible and engaging read for students, while providing a modern and cohesive approach for their teachers.
Check out the authors' website! www.knc5.com/Ad_Psych
More details
Edition
5th edition
Language
English
Place of publication
Harlow
United Kingdom
Target group
Professional and scholarly
College/higher education
Dimensions
Height: 275 mm
Width: 215 mm
Thickness: 20 mm
Weight
1072 gr
ISBN-13
978-1-4479-6825-2 (9781447968252)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Content
BRIEF TOC
1: Introduction to Social Psychology
2: The Person and the Situation
3: Social Cognition: Understanding Ourselves and Others
4: Presenting the Self
5: Attitudes and Persuasion
6: Social Influence: Conformity, Compliance, and Obedience
7: Affiliation and Friendship
8: Love and Romantic Relationships
9: Prosocial Behavior
10: Aggression
11: Prejudice, Stereotyping, and Discrimination
12: Groups
13: Social Dilemmas: Cooperation versus Conflict
14: Integrating Social Psychology
COMPLETE TOC
CHAPTER 1. INTRODUCTION TO SOCIAL PSYCHOLOGY
The Mysteries of Social Life
What Is Social Psychology?
Social Psychology Is an Interdisciplinary Bridge
Major Theoretical Perspectives of Social Psychology
The Sociocultural Perspective
The Evolutionary Perspective
The Social Learning Perspective
The Social Cognitive Perspective
Combining Perspectives
Basic Principles of Social Behavior
Social Behavior Is Goal Oriented
The Interaction between the Person and the Situation
How Psychologists Study Social Behavior
BRIDGING METHOD AND EVIDENCE: Why Good Theories Need Good Data
Descriptive Methods
Correlation and Causation
Experimental Methods
Why Social Psychologists Combine Different Methods
Ethical Issues in Social Psychological Research
Social Psychology's Bridges with Other Areas of Knowledge
Social Psychology and Other Areas of Psychology
Social Psychology and Other Disciplines
Revisiting the Mysteries of Social Life
Summary
CHAPTER 2. THE PERSON AND THE SITUATION
The Enigma of an Ordinary and Extraordinary Man
The Person
Motivation: What Drives Us
Knowledge: Our View of the World
Feelings: Attitudes, Emotions, and Moods
BRIDGING METHOD AND EVIDENCE: Assessing Feelings
Introducing the Self
The Situation
Persons as Situations: Mere Presence, Affordances, and Descriptive Norms
BRIDGING FUNCTION AND DYSFUNCTION: Descriptive Norms, Pluralistic Ignorance, and Binge Drinking on Campus
Rules: Injunctive Norms and Scripted Situations
Strong versus Weak Situations
Culture
The Person and the Situation Interact
Different Persons Respond Differently to the Same Situation
BRIDGING THEORY AND APPLICATION: Person-Situation Fit in the Workplace
Situations Choose the Person
Persons Choose Their Situations
Different Situations Prime Different Parts of the Person
Persons Change the Situation
Situations Change the Person
Revisiting the Enigma of an Ordinary and Extraordinary Man
Summary
CHAPTER 3. SOCIAL COGNITION: UNDERSTANDING OURSELVES AND OTHERS
Portraits of Hillary Rodham Clinton
The Social Thinker
Four Core Processes of Social Cognition
The Goals of Social Cognition
Conserving Mental Effort
Expectations
BRIDGING FUNCTION AND DYSFUNCTION: The Self-Fulfilling Prophecy
Dispositional Inferences
Other Cognitive Shortcuts: Heuristics
Arousal and Circadian Rhythms
Need for Structure
Complex Situations and Time Pressure
When the World Doesn't Fit Our Expectations
Managing Self-Image
Cognitive Strategies for Enhancing and Protecting the Self
BRIDGING THEORY AND APPLICATION: Control Beliefs and Health
Self-Esteem
Threats to Self-Esteem
When Self-Esteem Is Fragile
How Culturally Universal Is the Need for Positive Self-Regard?
Seeking an Accurate Understanding
Unbiased Information Gathering
Considering Alternatives
Attributional Logic: Seeking the Causes of Behavior
Mood
Need for Cognition
Unexpected Events
Social Interdependence
Accuracy Motivation Requires Cognitive Resources
Revisiting the Portraits of Hillary Rodham Clinton
Summary
CHAPTER 4. PRESENTING THE SELF
The Amazing Lives of Fred Demara
What Is Self-Presentation?
Why Do People Self-Present?
When Do People Self-Present?
The Nature of Self-Presentation
BRIDGING THEORY AND APPLICATION: Detecting Deception
Appearing Likable
Strategies of Ingratiation
BRIDGING METHOD AND EVIDENCE: The Science of Deciphering Facial Expressions
Gender and Ingratiation
Potential Friends and Power-Holders
Multiple Audiences
Appearing Competent
Strategies of Self-Promotion
BRIDGING FUNCTION AND DYSFUNCTION: The Paradox of Self-Handicapping
Competence Motivation and Shyness
When Competence Matters
Competence Checks
The Interpersonal Cycle of Self-Promotion
Conveying Status and Power
Strategies for Conveying Status and Power
Gender, Status, and Power
Threatened Images, New Resources
Different Strategies for Different Audiences
Revisiting the Amazing Lives of Fred Demara
Summary
CHAPTER 5. ATTITUDES AND PERSUASION
The Changing Story of Peter Reilly
The Nature of Attitudes
Attitude Formation
Attitude Strength
Attitude-Behavior Consistency
What Is Persuasion?
Measuring Attitude Change
BRIDGING METHOD AND EVIDENCE: The After-Only Design
Cognitive Responses: Self-Talk Persuades
BRIDGING THEORY AND APPLICATION: Smoking the Tobacco Companies with Counterarguments
Dual Process Models of Persuasion: Two Routes to Change
The Goals of Persuasion: Why People Change Their Attitudes and Beliefs
Having an Accurate View of the World
Good Shortcuts to Accuracy
What Affects the Desire for Accuracy?
BRIDGING FUNCTION AND DYSFUNCTION: Defeating Defensiveness and Denial
Being Consistent in One's Attitudes and Actions
Balance Theory
Cognitive Dissonance Theory
What Affects the Desire for Cognitive Consistency?
Consistency and Culture
Gaining Social Approval
Self-Monitoring
Gender: Women, Men, and Persuasion
The Expectation of Discussion and Self-Monitoring
Self-Monitoring and the Expectation of Discussion
Revisiting the Story of Peter Reilly
Summary
CHAPTER 6. SOCIAL INFLUENCE: CONFORMITY, COMPLIANCE, AND OBEDIENCE
The Extraordinary Turnaround (and Around) of Steve Hassan
Categories of Social Influence: Conformity, Compliance, and Obedience
Conformity: Asch's Research on Group Influence
Compliance: The "Foot-in-the-Door" Technique
BRIDGING METHOD AND EVIDENCE: Participant Observation
Obedience: Milgram's Shock(ing) Procedure
The Goals of Social Influence
Choosing Correctly: Yielding to Be Right
Authority
Social Validation
BRIDGING FUNCTION AND DYSFUNCTION: Contagious Delusions and Solutions
Consensus and Similarity
Uncertainty
Gaining Social Approval: Yielding to Be Likes
Social Norms: Codes of Conduct
What Personal Factors Affect the Impact of Social Approval?
What Situational Factors Affect the Impact of Social Approval?
Who's Strong Enough to Resist Strong Group Norms?
BRIDGING THEORY AND APPLICATION: Doing Wrong by Trying to Do Right
Managing Self-Image: Yielding to Be Consistent
Commitment-Initiating Tactics
Harnessing Existing Commitments
Active and Public Commitments
Gender and Public Conformity
Revisiting the Turnaround of Steve Hassan
Summary
CHAPTER 7. AFFILIATION AND FRIENDSHIP
The Fugitive Who Befriended the God-King
What Is a Friend?
Studying Real-Life Relationships
BRIDGING METHOD AND EVIDENCE: Studying Intimate Relationships without Really Being There
Goals of Affiliation and Friendship
Getting Social Support
BRIDGING THEORY AND APPLICATION: Health Psychology and Emotional Support
Do Women Tend and Befriend While Men Fight or Take Flight?
Threats: Why Misery (Sometimes) Loves Company
Pushing Support Away
BRIDGING FUNCTION AND DYSFUNCTION: The Self-Perpetuating Cycle of Loneliness and Depression
Attachment and Social Development
Getting Information
Social Comparison and Liking for Similar Others
Self-Disclosers and Nondisclosers
Uncertainty about Important Issues
Similarity to Us
When Dissimilarity Can Save Self-Esteem
Gaining Status
Men's Friendships Are More Hierarchical
Status by Association
Men's Status-Seeking May Erode Social Support
Exchanging Material Benefits
Fundamental Patterns of Social Exchange
Individual Differences in Communal Orientation
Communal and Exchange Relationships
Proximity and Social Capital
Distant Friends: Television, Facebook, and the Internet
Are Exchange Relationships Different in Western and Non-Western Cultures?
Revisiting the Fugitive Who Befriended the God-King
Summary
CHAPTER 8. LOVE AND ROMANTIC RELATIONSHIPS
The Love Affair of "The Elephant and the Dove"
Defining Love and Romantic Attraction
The Defining Features of Love
BRIDGING METHOD AND EVIDENCE: Uncovering the Different Factors of Love
Are There Different Varieties of Love?
The Goals of Romantic Relationships
Obtaining Sexual Gratification
Who's Sexually Attractive?
Gender Differences in Sexuality
Hormones and Sexual Desire
Sociosexual Orientation
Homosexual and Bisexual Attraction
Arousing Settings
Sexual Situations Look Different to Men and Women
Cultural Norms about Sexuality
Cultural Practices May Trick Evolved Mechanisms
Establishing Family Bonds
The Importance of Attachment
Attachment Style
Exchange/Communal Orientation
Threats Magnify Attachment
BRIDGING FUNCTION AND DYSFUNCTION: Obsessive Relationships and Unrequited Love
Jealousy and Same-Sex Competitors
Relationships Change Our Personalities
Gaining Resources and Social Status
Gender and Sexual Orientation
Culture, Resources, and Polygamy
Social Exchange in Committed Relationships
When Dominance Matters
Breaking Up (and Staying Together) Some People Are Better at Getting Along Some Situations Pull Couples Apart
Interactions: It Takes Two to Tango
BRIDGING THEORY AND APPLICATION: Studying Healthy Communication to Save Marriages
Revisiting the Love Affair of "The Elephant and the Dove"
Summary
CHAPTER 9. PROSOCIAL BEHAVIOR
The Strange Case of Sempo Sugihara
The Goals of Prosocial Behavior
Improving Our Basic Welfare: Gaining Genetic and Material Benefits
Insights into the Evolution of Help
BRIDGING METHOD AND EVIDENCE: Using Behavioral Genetics to Study Helping
Learning to Help
Similarity and Familiarity
BRIDGING THEORY AND APPLICATION: Getting Help by Adjusting the Helper's Sense of "We"
Gaining Social Status and Approval
Social Responsibility: The Helping Norm
Desire for Approval
Effects of Those around Us
Gender and Help
Managing Self-Image
Personal Norms and Religious Codes
Labeling and Self-Focus
Deciding Not to Help Friends or to Seek Their Help
BRIDGING FUNCTION AND DYSFUNCTION: Failing to Seek Needed Help
Managing Our Emotions and Moods
Managing Emotional Arousal in Emergencies: The Arousal/Cost-Reward Model
Managing Mood in Nonemergencies: The Negative State Relief Model
Does Pure Altruism Exist?
The Empathy-Altruism Sequence
An Egoistic Interpretation
Revisiting the Case of Sempo Sugihara
Summary
10. AGGRESSION
A Wave of Senseless Violence
What Is Aggression?
Different Types of Aggression
Gender Differences in Aggression May Depend on Your Definition
The Goals of Aggressive Behavior
Coping with Feelings of Annoyance
The Frustration-Aggression Hypothesis
Feelings of Arousal and Irritability
Unpleasant Situations
Annoyance Leads to Changes in Perception of Situations
Some People Create Their Own Annoying Situations
Gaining Material and Social Rewards
BRIDGING FUNCTION AND DYSFUNCTION: Gangland Violence
Social Learning Theory: Rewarding Violence
Who Finds Rewards in Violence?
Glamorized Violence in the Media
BRIDGING METHOD AND EVIDENCE: Using Meta-Analysis to Examine the Effects of Violent Media
Violent Media Magnify Violent Inclinations
Gaining or Maintaining Social Status
Aggression and Sexual Selection
Sex and Testosterone
Insults and the Culture of Honor
When Status Matters
Protecting Oneself or Others
Self-Defenders
Perceived Threats
Self-Protective Aggression Can Increase Danger
Reducing Violence
Rewarding Alternatives to Aggression
BRIDGING THEORY AND APPLICATION: Using Cognition to Manage Angry Arousal
Legal Punishments
Prevention by Removing Threats
Revisiting Senseless Violence
Summary
CHAPTER 11. PREJUDICE, STEREOTYPING, AND DISCRIMINATION
The Unlikely Journey of Ann Atwater and C. P. Ellis
Planet Prejudice
Prejudice and Stereotypes
Discrimination
The Costs of Prejudice, Stereotyping, and Discrimination
The Goals of Prejudice, Stereotyping, and Discrimination
Supporting and Protecting One's Group
Creating and Maintaining Ingroup Advantage
Social Dominance Orientation
Intergroup Competition
The Self-Fulfilling Spiral of Intergroup Competition
Seeking Social Approval
Religiosity and Prejudice
Prejudice Norms Change Over Time
Perceived Social Standing and Prejudice Expression
Managing Self-Image
Personal and Social Identities
Ingroup Identification
Authoritarianism and Prejudice
BRIDGING FUNCTION AND DYSFUNCTION: The Authoritarian Personality
Failure and Self-Image Threat
Self-Esteem and Threat
Seeking Mental Efficiency
The Characteristics of Efficient Stereotypes
BRIDGING METHOD AND EVIDENCE: The Social Neuroscience of Automatic and Controlled Prejudice, Stereotyping, and Discrimination
Need for Structure
Moods and Emotions
Cognitively Taxing Circumstances
Overheard Ethnic Slurs
Reducing Prejudice, Stereotyping, and Discrimination
Interventions Based on the Ignorance Hypothesis
The Goal-Based Approach
When Contact Helps
BRIDGING THEORY AND APPLICATION: Cooperation in the Classroom
Revisiting the Journey of Ann Atwater and C. P. Ellis
Summary
CHAPTER 12. GROUPS
Blowing the Whistle on Hidden Group Pathologies
The Nature of Groups
The Mere Presence of Others and Social Facilitation
Crowds and Deindividuation
Groups as Dynamic Systems: The Emergence of Norms
BRIDGING METHOD AND EVIDENCE: Using Computer Simulation to Explore Complex Group Processes
"Real" Groups
Why Do People Belong to Groups?
Getting Things Done
Lightening the Load, Dividing the Labor
BRIDGING FUNCTION AND DYSFUNCTION: The Social Disease of Social Loafing
Expectations of Individual Failure and Group Success
Current Needs, Individualistic Societies
When Are Groups Most Productive?
Making Accurate Decisions
The Need to Know
Uncertain Circumstances
Discussion and Decision Making
BRIDGING THEORY AND APPLICATION: Majority and Minority Influence in the Jury Room
Gaining Positions of Leadership
Who Wants to Lead?
When Opportunity Knocks
Who Gets to Lead?
When Are Leaders Effective?
Revisiting the Revealed Pathologies of the FBI, Enron, and WorldCom
Summary
CHAPTER 13. SOCIAL DILEMMAS: COOPERATION VERSUS CONFLICT
Contrasting Future Worlds
Defining Social Dilemmas
BRIDGING FUNCTION AND DYSFUNCTION: The Tragedy of the Commons
Interlocking Problems and Solutions
What Goals Underlie Global Social Dilemmas?
Gaining Immediate Satisfaction
Social Traps
Egoistic versus Prosocial Orientations
Distinguishing Different Value Orientations
Changing the Consequences of Short-Sighted Selfishness
Matching Interventions with Motives
Defending Ourselves and Valued Others
Outgroup Bias and International Conflict
Some of Us Are More Defensive Than Others
Competition and Threat
BRIDGING METHOD AND EVIDENCE: Time-Series Analysis and International Cooperation
Intercultural Misperception and International Conflict
The Reciprocal Dynamics of Cooperation and Conflict
BRIDGING THEORY AND APPLICATION: Increasing Intergroup Cooperation with the GRIT Strategy
Revisiting the Future
Summary
CHAPTER 14. INTEGRATING SOCIAL PSYCHOLOGY
Public Spectacles, Hidden Conspiracies, and Multiple Motives
What Ground Have We Covered?
Findings and Theories
Major Theoretical Perspectives of Social Psychology
The Sociocultural Perspective
The Evolutionary Perspective
The Social Learning Perspective
The Social Cognitive Perspective
Are Gender Differences in Our Genes, in Our Cultural Learning Experiences, or All in Our Minds?
Combining the Different Perspectives
Social Behavior Is Goal Oriented
BRIDGING FUNCTION AND DYSFUNCTION: The Thin Line between Normal and Abnormal Social Functioning
The Interaction between the Person and the Situation
Why Research Methods Matter
BRIDGING METHOD AND EVIDENCE: Some Conclusions for Consumers of Social Science Information
How Does Social Psychology Fit into the Network of Knowledge?
BRIDGING THEORY AND APPLICATION: Social Psychology's Usefulness for Business, Medicine, and Law
The Future of Social Psychology
Summary
1: Introduction to Social Psychology
2: The Person and the Situation
3: Social Cognition: Understanding Ourselves and Others
4: Presenting the Self
5: Attitudes and Persuasion
6: Social Influence: Conformity, Compliance, and Obedience
7: Affiliation and Friendship
8: Love and Romantic Relationships
9: Prosocial Behavior
10: Aggression
11: Prejudice, Stereotyping, and Discrimination
12: Groups
13: Social Dilemmas: Cooperation versus Conflict
14: Integrating Social Psychology
COMPLETE TOC
CHAPTER 1. INTRODUCTION TO SOCIAL PSYCHOLOGY
The Mysteries of Social Life
What Is Social Psychology?
Social Psychology Is an Interdisciplinary Bridge
Major Theoretical Perspectives of Social Psychology
The Sociocultural Perspective
The Evolutionary Perspective
The Social Learning Perspective
The Social Cognitive Perspective
Combining Perspectives
Basic Principles of Social Behavior
Social Behavior Is Goal Oriented
The Interaction between the Person and the Situation
How Psychologists Study Social Behavior
BRIDGING METHOD AND EVIDENCE: Why Good Theories Need Good Data
Descriptive Methods
Correlation and Causation
Experimental Methods
Why Social Psychologists Combine Different Methods
Ethical Issues in Social Psychological Research
Social Psychology's Bridges with Other Areas of Knowledge
Social Psychology and Other Areas of Psychology
Social Psychology and Other Disciplines
Revisiting the Mysteries of Social Life
Summary
CHAPTER 2. THE PERSON AND THE SITUATION
The Enigma of an Ordinary and Extraordinary Man
The Person
Motivation: What Drives Us
Knowledge: Our View of the World
Feelings: Attitudes, Emotions, and Moods
BRIDGING METHOD AND EVIDENCE: Assessing Feelings
Introducing the Self
The Situation
Persons as Situations: Mere Presence, Affordances, and Descriptive Norms
BRIDGING FUNCTION AND DYSFUNCTION: Descriptive Norms, Pluralistic Ignorance, and Binge Drinking on Campus
Rules: Injunctive Norms and Scripted Situations
Strong versus Weak Situations
Culture
The Person and the Situation Interact
Different Persons Respond Differently to the Same Situation
BRIDGING THEORY AND APPLICATION: Person-Situation Fit in the Workplace
Situations Choose the Person
Persons Choose Their Situations
Different Situations Prime Different Parts of the Person
Persons Change the Situation
Situations Change the Person
Revisiting the Enigma of an Ordinary and Extraordinary Man
Summary
CHAPTER 3. SOCIAL COGNITION: UNDERSTANDING OURSELVES AND OTHERS
Portraits of Hillary Rodham Clinton
The Social Thinker
Four Core Processes of Social Cognition
The Goals of Social Cognition
Conserving Mental Effort
Expectations
BRIDGING FUNCTION AND DYSFUNCTION: The Self-Fulfilling Prophecy
Dispositional Inferences
Other Cognitive Shortcuts: Heuristics
Arousal and Circadian Rhythms
Need for Structure
Complex Situations and Time Pressure
When the World Doesn't Fit Our Expectations
Managing Self-Image
Cognitive Strategies for Enhancing and Protecting the Self
BRIDGING THEORY AND APPLICATION: Control Beliefs and Health
Self-Esteem
Threats to Self-Esteem
When Self-Esteem Is Fragile
How Culturally Universal Is the Need for Positive Self-Regard?
Seeking an Accurate Understanding
Unbiased Information Gathering
Considering Alternatives
Attributional Logic: Seeking the Causes of Behavior
Mood
Need for Cognition
Unexpected Events
Social Interdependence
Accuracy Motivation Requires Cognitive Resources
Revisiting the Portraits of Hillary Rodham Clinton
Summary
CHAPTER 4. PRESENTING THE SELF
The Amazing Lives of Fred Demara
What Is Self-Presentation?
Why Do People Self-Present?
When Do People Self-Present?
The Nature of Self-Presentation
BRIDGING THEORY AND APPLICATION: Detecting Deception
Appearing Likable
Strategies of Ingratiation
BRIDGING METHOD AND EVIDENCE: The Science of Deciphering Facial Expressions
Gender and Ingratiation
Potential Friends and Power-Holders
Multiple Audiences
Appearing Competent
Strategies of Self-Promotion
BRIDGING FUNCTION AND DYSFUNCTION: The Paradox of Self-Handicapping
Competence Motivation and Shyness
When Competence Matters
Competence Checks
The Interpersonal Cycle of Self-Promotion
Conveying Status and Power
Strategies for Conveying Status and Power
Gender, Status, and Power
Threatened Images, New Resources
Different Strategies for Different Audiences
Revisiting the Amazing Lives of Fred Demara
Summary
CHAPTER 5. ATTITUDES AND PERSUASION
The Changing Story of Peter Reilly
The Nature of Attitudes
Attitude Formation
Attitude Strength
Attitude-Behavior Consistency
What Is Persuasion?
Measuring Attitude Change
BRIDGING METHOD AND EVIDENCE: The After-Only Design
Cognitive Responses: Self-Talk Persuades
BRIDGING THEORY AND APPLICATION: Smoking the Tobacco Companies with Counterarguments
Dual Process Models of Persuasion: Two Routes to Change
The Goals of Persuasion: Why People Change Their Attitudes and Beliefs
Having an Accurate View of the World
Good Shortcuts to Accuracy
What Affects the Desire for Accuracy?
BRIDGING FUNCTION AND DYSFUNCTION: Defeating Defensiveness and Denial
Being Consistent in One's Attitudes and Actions
Balance Theory
Cognitive Dissonance Theory
What Affects the Desire for Cognitive Consistency?
Consistency and Culture
Gaining Social Approval
Self-Monitoring
Gender: Women, Men, and Persuasion
The Expectation of Discussion and Self-Monitoring
Self-Monitoring and the Expectation of Discussion
Revisiting the Story of Peter Reilly
Summary
CHAPTER 6. SOCIAL INFLUENCE: CONFORMITY, COMPLIANCE, AND OBEDIENCE
The Extraordinary Turnaround (and Around) of Steve Hassan
Categories of Social Influence: Conformity, Compliance, and Obedience
Conformity: Asch's Research on Group Influence
Compliance: The "Foot-in-the-Door" Technique
BRIDGING METHOD AND EVIDENCE: Participant Observation
Obedience: Milgram's Shock(ing) Procedure
The Goals of Social Influence
Choosing Correctly: Yielding to Be Right
Authority
Social Validation
BRIDGING FUNCTION AND DYSFUNCTION: Contagious Delusions and Solutions
Consensus and Similarity
Uncertainty
Gaining Social Approval: Yielding to Be Likes
Social Norms: Codes of Conduct
What Personal Factors Affect the Impact of Social Approval?
What Situational Factors Affect the Impact of Social Approval?
Who's Strong Enough to Resist Strong Group Norms?
BRIDGING THEORY AND APPLICATION: Doing Wrong by Trying to Do Right
Managing Self-Image: Yielding to Be Consistent
Commitment-Initiating Tactics
Harnessing Existing Commitments
Active and Public Commitments
Gender and Public Conformity
Revisiting the Turnaround of Steve Hassan
Summary
CHAPTER 7. AFFILIATION AND FRIENDSHIP
The Fugitive Who Befriended the God-King
What Is a Friend?
Studying Real-Life Relationships
BRIDGING METHOD AND EVIDENCE: Studying Intimate Relationships without Really Being There
Goals of Affiliation and Friendship
Getting Social Support
BRIDGING THEORY AND APPLICATION: Health Psychology and Emotional Support
Do Women Tend and Befriend While Men Fight or Take Flight?
Threats: Why Misery (Sometimes) Loves Company
Pushing Support Away
BRIDGING FUNCTION AND DYSFUNCTION: The Self-Perpetuating Cycle of Loneliness and Depression
Attachment and Social Development
Getting Information
Social Comparison and Liking for Similar Others
Self-Disclosers and Nondisclosers
Uncertainty about Important Issues
Similarity to Us
When Dissimilarity Can Save Self-Esteem
Gaining Status
Men's Friendships Are More Hierarchical
Status by Association
Men's Status-Seeking May Erode Social Support
Exchanging Material Benefits
Fundamental Patterns of Social Exchange
Individual Differences in Communal Orientation
Communal and Exchange Relationships
Proximity and Social Capital
Distant Friends: Television, Facebook, and the Internet
Are Exchange Relationships Different in Western and Non-Western Cultures?
Revisiting the Fugitive Who Befriended the God-King
Summary
CHAPTER 8. LOVE AND ROMANTIC RELATIONSHIPS
The Love Affair of "The Elephant and the Dove"
Defining Love and Romantic Attraction
The Defining Features of Love
BRIDGING METHOD AND EVIDENCE: Uncovering the Different Factors of Love
Are There Different Varieties of Love?
The Goals of Romantic Relationships
Obtaining Sexual Gratification
Who's Sexually Attractive?
Gender Differences in Sexuality
Hormones and Sexual Desire
Sociosexual Orientation
Homosexual and Bisexual Attraction
Arousing Settings
Sexual Situations Look Different to Men and Women
Cultural Norms about Sexuality
Cultural Practices May Trick Evolved Mechanisms
Establishing Family Bonds
The Importance of Attachment
Attachment Style
Exchange/Communal Orientation
Threats Magnify Attachment
BRIDGING FUNCTION AND DYSFUNCTION: Obsessive Relationships and Unrequited Love
Jealousy and Same-Sex Competitors
Relationships Change Our Personalities
Gaining Resources and Social Status
Gender and Sexual Orientation
Culture, Resources, and Polygamy
Social Exchange in Committed Relationships
When Dominance Matters
Breaking Up (and Staying Together) Some People Are Better at Getting Along Some Situations Pull Couples Apart
Interactions: It Takes Two to Tango
BRIDGING THEORY AND APPLICATION: Studying Healthy Communication to Save Marriages
Revisiting the Love Affair of "The Elephant and the Dove"
Summary
CHAPTER 9. PROSOCIAL BEHAVIOR
The Strange Case of Sempo Sugihara
The Goals of Prosocial Behavior
Improving Our Basic Welfare: Gaining Genetic and Material Benefits
Insights into the Evolution of Help
BRIDGING METHOD AND EVIDENCE: Using Behavioral Genetics to Study Helping
Learning to Help
Similarity and Familiarity
BRIDGING THEORY AND APPLICATION: Getting Help by Adjusting the Helper's Sense of "We"
Gaining Social Status and Approval
Social Responsibility: The Helping Norm
Desire for Approval
Effects of Those around Us
Gender and Help
Managing Self-Image
Personal Norms and Religious Codes
Labeling and Self-Focus
Deciding Not to Help Friends or to Seek Their Help
BRIDGING FUNCTION AND DYSFUNCTION: Failing to Seek Needed Help
Managing Our Emotions and Moods
Managing Emotional Arousal in Emergencies: The Arousal/Cost-Reward Model
Managing Mood in Nonemergencies: The Negative State Relief Model
Does Pure Altruism Exist?
The Empathy-Altruism Sequence
An Egoistic Interpretation
Revisiting the Case of Sempo Sugihara
Summary
10. AGGRESSION
A Wave of Senseless Violence
What Is Aggression?
Different Types of Aggression
Gender Differences in Aggression May Depend on Your Definition
The Goals of Aggressive Behavior
Coping with Feelings of Annoyance
The Frustration-Aggression Hypothesis
Feelings of Arousal and Irritability
Unpleasant Situations
Annoyance Leads to Changes in Perception of Situations
Some People Create Their Own Annoying Situations
Gaining Material and Social Rewards
BRIDGING FUNCTION AND DYSFUNCTION: Gangland Violence
Social Learning Theory: Rewarding Violence
Who Finds Rewards in Violence?
Glamorized Violence in the Media
BRIDGING METHOD AND EVIDENCE: Using Meta-Analysis to Examine the Effects of Violent Media
Violent Media Magnify Violent Inclinations
Gaining or Maintaining Social Status
Aggression and Sexual Selection
Sex and Testosterone
Insults and the Culture of Honor
When Status Matters
Protecting Oneself or Others
Self-Defenders
Perceived Threats
Self-Protective Aggression Can Increase Danger
Reducing Violence
Rewarding Alternatives to Aggression
BRIDGING THEORY AND APPLICATION: Using Cognition to Manage Angry Arousal
Legal Punishments
Prevention by Removing Threats
Revisiting Senseless Violence
Summary
CHAPTER 11. PREJUDICE, STEREOTYPING, AND DISCRIMINATION
The Unlikely Journey of Ann Atwater and C. P. Ellis
Planet Prejudice
Prejudice and Stereotypes
Discrimination
The Costs of Prejudice, Stereotyping, and Discrimination
The Goals of Prejudice, Stereotyping, and Discrimination
Supporting and Protecting One's Group
Creating and Maintaining Ingroup Advantage
Social Dominance Orientation
Intergroup Competition
The Self-Fulfilling Spiral of Intergroup Competition
Seeking Social Approval
Religiosity and Prejudice
Prejudice Norms Change Over Time
Perceived Social Standing and Prejudice Expression
Managing Self-Image
Personal and Social Identities
Ingroup Identification
Authoritarianism and Prejudice
BRIDGING FUNCTION AND DYSFUNCTION: The Authoritarian Personality
Failure and Self-Image Threat
Self-Esteem and Threat
Seeking Mental Efficiency
The Characteristics of Efficient Stereotypes
BRIDGING METHOD AND EVIDENCE: The Social Neuroscience of Automatic and Controlled Prejudice, Stereotyping, and Discrimination
Need for Structure
Moods and Emotions
Cognitively Taxing Circumstances
Overheard Ethnic Slurs
Reducing Prejudice, Stereotyping, and Discrimination
Interventions Based on the Ignorance Hypothesis
The Goal-Based Approach
When Contact Helps
BRIDGING THEORY AND APPLICATION: Cooperation in the Classroom
Revisiting the Journey of Ann Atwater and C. P. Ellis
Summary
CHAPTER 12. GROUPS
Blowing the Whistle on Hidden Group Pathologies
The Nature of Groups
The Mere Presence of Others and Social Facilitation
Crowds and Deindividuation
Groups as Dynamic Systems: The Emergence of Norms
BRIDGING METHOD AND EVIDENCE: Using Computer Simulation to Explore Complex Group Processes
"Real" Groups
Why Do People Belong to Groups?
Getting Things Done
Lightening the Load, Dividing the Labor
BRIDGING FUNCTION AND DYSFUNCTION: The Social Disease of Social Loafing
Expectations of Individual Failure and Group Success
Current Needs, Individualistic Societies
When Are Groups Most Productive?
Making Accurate Decisions
The Need to Know
Uncertain Circumstances
Discussion and Decision Making
BRIDGING THEORY AND APPLICATION: Majority and Minority Influence in the Jury Room
Gaining Positions of Leadership
Who Wants to Lead?
When Opportunity Knocks
Who Gets to Lead?
When Are Leaders Effective?
Revisiting the Revealed Pathologies of the FBI, Enron, and WorldCom
Summary
CHAPTER 13. SOCIAL DILEMMAS: COOPERATION VERSUS CONFLICT
Contrasting Future Worlds
Defining Social Dilemmas
BRIDGING FUNCTION AND DYSFUNCTION: The Tragedy of the Commons
Interlocking Problems and Solutions
What Goals Underlie Global Social Dilemmas?
Gaining Immediate Satisfaction
Social Traps
Egoistic versus Prosocial Orientations
Distinguishing Different Value Orientations
Changing the Consequences of Short-Sighted Selfishness
Matching Interventions with Motives
Defending Ourselves and Valued Others
Outgroup Bias and International Conflict
Some of Us Are More Defensive Than Others
Competition and Threat
BRIDGING METHOD AND EVIDENCE: Time-Series Analysis and International Cooperation
Intercultural Misperception and International Conflict
The Reciprocal Dynamics of Cooperation and Conflict
BRIDGING THEORY AND APPLICATION: Increasing Intergroup Cooperation with the GRIT Strategy
Revisiting the Future
Summary
CHAPTER 14. INTEGRATING SOCIAL PSYCHOLOGY
Public Spectacles, Hidden Conspiracies, and Multiple Motives
What Ground Have We Covered?
Findings and Theories
Major Theoretical Perspectives of Social Psychology
The Sociocultural Perspective
The Evolutionary Perspective
The Social Learning Perspective
The Social Cognitive Perspective
Are Gender Differences in Our Genes, in Our Cultural Learning Experiences, or All in Our Minds?
Combining the Different Perspectives
Social Behavior Is Goal Oriented
BRIDGING FUNCTION AND DYSFUNCTION: The Thin Line between Normal and Abnormal Social Functioning
The Interaction between the Person and the Situation
Why Research Methods Matter
BRIDGING METHOD AND EVIDENCE: Some Conclusions for Consumers of Social Science Information
How Does Social Psychology Fit into the Network of Knowledge?
BRIDGING THEORY AND APPLICATION: Social Psychology's Usefulness for Business, Medicine, and Law
The Future of Social Psychology
Summary