1. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Chapter 5 Self-Understanding: How We Come to Understand Ourselves

2. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. PowerPoint Presentation Prepared By Fred W. Whitford Montana State University

3. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Chapter Outline I. The Nature of the Self

4. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. The Nature of the Self William James defined a basic duality of the self: it is both the known, “Me,” or self-concept (our knowledge of who we are), and the knower, “I,” or self-awareness (the act of thinking about ourselves).

5. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. The Nature of the Self Tests of human infants suggest that self-recognition develops at about two years of age.

6. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. The Nature of the Self Other developmental studies show that the concept of self evolves from being concrete and focused on observable characteristics to being more abstract and focused on psychological characteristics during the course of childhood and adolescence.

7. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. The Nature of the Self The Functions of the Self Self-schemas are mental shortcuts that people use to organize knowledge about themselves and that influence what they notice, think about, and remember about themselves.

8. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. The Nature of the Self The Functions of the Self Self-reference effects are the tendency for people to remember information better if they relate it to themselves.

9. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. The Nature of the Self Cultural Differences in the Definition of the Self In many Western cultures, people have an independent view of the self, while in many Asian and other non-Western cultures, people have an interdependent view of the self.

10. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. The Nature of the Self Gender Differences in the Definition of Self There does appear to be a difference in the way women and men define themselves in the United States, with women having more of an interdependent sense of self than men.

11. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. The Nature of the Self Despite cultural differences, people are similar in having some basic self- motives: self-assessment, self- verification, and self-enhancement.

12. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Chapter Outline II. Knowing Ourselves Through Introspection

13. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection Intuitively, we recognize that introspection, the process of looking inward and examining one’s own thoughts, feelings, and motives, is one basis of self-knowledge.

14. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection Focusing on the Self: Self- Awareness Theory According to self-awareness theory, when we do focus on ourselves, we compare our current behavior against internal standards and values.

15. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection Focusing on the Self: Self-Awareness Theory

16. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection Focusing on the Self: Self- Awareness Theory When we become aware of a discrepancy, we attempt to reduce it by changing our behavior to match.

17. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection Focusing on the Self: Self-Awareness Theory

18. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection Focusing on the Self: Self- Awareness Theory Baumeister (1991) has postulated that because self-awareness can be unpleasant, we will be motivated to “escape the self” by engaging in destructive practices or spiritual practices.

19. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection Focusing on the Self: Self- Awareness Theory Self-awareness will be pleasant when we meet or exceed our standards and the state can motivate us to do so.

20. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection Judging Why We Feel the Way We Do: Telling More Than We Know Many of our mental processes occur outside of awareness -- we are aware of the final result of our thoughts, but not of the process by which we got there.

21. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection Judging Why We Feel the Way We Do: Telling More Than We Know Introspection may not lead us to the true causes of our feelings and behavior, but we’ll manage to convince ourselves it did.

22. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection Judging Why We Feel the Way We Do: Telling More Than We Know Diary studies have shown that although people have strong causal theories about factors that influence their moods, these theories are generally wrong.

23. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection The Consequences of Introspecting About Reasons There may be a downside to introspecting about reasons when making decisions -- namely, we may come up with inaccurate reasons.

24. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Introspection The Consequences of Introspecting About Reasons We may convince ourselves that these incorrect reasons are correct, thereby changing our attitudes about how we feel to match our reasons -- an effect known as reasons-generated attitude change.

25. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Chapter Outline III. Knowing Ourselves Through Observations of Our Own Behavior

26. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Observations of Our Own Behavior According to Bem’s self-perception theory, we find out how we feel by observing what we do.

27. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Observations of Our Own Behavior We are likely to infer our feelings from our behavior when our initial feelings are weak or unclear. And, we use our behavior to tell us about ourselves when we decide that we freely chose the behavior.

28. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Observations of Our Own Behavior Intrinsic versus Extrinsic Motivation Intrinsic motivation is the desire to engage in an activity because we enjoy it or find it interesting; extrinsic motivation is the desire to engage in an activity because of external rewards or pressures.

29. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Observations of Our Own Behavior Intrinsic versus Extrinsic Motivation When we are rewarded for engaging in an intrinsically motivating activity, we may underestimate the extent to which our behavior was caused by intrinsic motivation. This is known as the overjustification effect.

30. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Observations of Our Own Behavior Intrinsic versus Extrinsic Motivation If initial interest in the task is low, as opposed to high; if the reward is performance-contingent (based on quality) rather than task-contingent (based simply on performance); and by reminding people that they can do tasks for intrinsic reasons even if they are also extrinsically rewarded for engaging in them.

31. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Observations of Our Own Behavior Understanding Our Emotions: The Two-Factor Theory of Emotion The two-factor theory of emotion states that emotion results from first perceiving physiological arousal and then finding an explanation or label for that arousal.

32. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Observations of Our Own Behavior Understanding Our Emotions: The Two- Factor Theory of Emotion

33. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Observations of Our Own Behavior Finding the Wrong Cause: Misattribution of Arousal Studies have demonstrated that misattribution of arousal can occur. When this happens, we attribute our arousal to the wrong source and we experience mistaken or exaggerated emotions.

34. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Observations of Our Own Behavior Interpreting the Social World: Cognitive Appraisal Theories of Emotion. Cognitive appraisal theories of emotion hold that emotions result from people’s interpretations of events, even in the absence of any physiological arousal. The appraisals of the implications of the event and of the cause of the event are especially important.

35. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Knowing Ourselves Through Observations of Our Own Behavior Interpreting the Social World: Cognitive Appraisal Theories of Emotion.

36. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Chapter Outline IV. Using Other People to Know Ourselves

37. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Using Other People to Know Ourselves What others tell us about ourselves is a very important source of self- knowledge.

38. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Using Other People to Know Ourselves Using Other People to Know Ourselves Using Other People to Know Ourselves According to social comparison theory, when our goal is to find out information about ourselves, we are likely to engage in upward social comparison; but when our goal is to feel good about ourselves, we are likely to engage in downward social comparison.

39. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Using Other People to Know Ourselves Using Other People to Know Ourselves Seeing Ourselves through the Eyes of Others

40. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Chapter Outline V. Impression Management: All the World’s a Stage

41. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Impression Management Impression Management: All the World’s A Stage Through self-presentation we attempt to present who we are, or who we want people to believe we are, to other people.

42. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Impression Management Impression Management: All the World’s A Stage Impression management occurs when we consciously or unconsciously orchestrate a carefully designed presentation of self to fit a particular goal or need in a social interaction.

43. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Impression Management Impression Management: All the World’s A Stage Ingratiation is the process whereby people flatter, praise, and try to make themselves likable to a person who has higher status.

44. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Impression Management Impression Management: All the World’s A Stage Self-handicapping is creating obstacles for ourselves so that if we do poorly on a task, we can blame circumstances and not our abilities.

45. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Impression Management Culture, Impression Management, and Self-Enhancement

46. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions What is a self-concept and how does it change from childhood to adulthood?

47. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions What are the functions of the self? How successful are people’s attempts at self-control? What factors influence self-control?

48. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions How do self-concepts differ in Western cultures compared to Eastern cultures?

49. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions How do self-concepts differ according to gender?

50. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions What is similar about self- concepts across cultures and gender?

51. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions How often do people rely on introspection for self- knowledge?

52. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions According to self-awareness theory, what are the consequences of becoming self- aware? What are strategies people use to become less self- aware?

53. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions When is self-knowledge difficult to obtain? Why do causal theories fall short of explaining why we feel or did something? Why can it be a problem to introspect about the causes of our feelings? What is reasons- generated attitude change?

54. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions According to self-perception theory, what besides introspection is a source of self- knowledge? When are we most likely to seek out this source of self-knowledge?

55. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions What is the overjustification effect? What type of motivation is adversely affected by the overjustification effect? Which type of reward is less likely to lead to the overjustification effect?

56. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions According to the two-factor theory of emotion, how do we understand our emotional states? What is the significance of the main findings of the Schacter and Singer (1962) experiment? What is misattribution of arousal?

57. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions What is the main difference between the two-factor theory of emotion and cognitive appraisal theories of emotion?

58. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions Why do we engage in social comparison? What are the consequences of making upward and downward social comparisons? What are motives underlying each type of comparison?

59. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions How is impression management different from self-presentation? How do we manage our impressions?

60. Aronson Social Psychology, 5/e Copyright © 2005 by Prentice-Hall, Inc. Study Questions Why do people self-handicap? What are two ways that we self- handicap?