1. Psych 120 General Psychology Christopher Gade Office: 1030A Office hours: MW 4:30-5:30 Email: gadecj@gmail.com Class MW 1:30-4:30 Room 2240

2. The world of social psychology Social psychologists examine the world from a number of angles. Their goal is to study the interaction of people with and within their environment. This can be done in a number of different ways. Social psychologists examine the world from a number of angles. Their goal is to study the interaction of people with and within their environment. This can be done in a number of different ways. This class will cover some of the major perspectives taken by social psychologists in today’s world. This class will cover some of the major perspectives taken by social psychologists in today’s world. Forming perceptions of others Forming perceptions of others Developing opinions and changing these opinions Developing opinions and changing these opinions The influence of others on us (conformity) The influence of others on us (conformity)

3. Forming perceptions of others There are a number of critical questions that are raised when discussing the formation of perceptions. There are a number of critical questions that are raised when discussing the formation of perceptions. When are these perceptions formed? When are these perceptions formed? Do we form perceptions of groups in the same way that we form perceptions of individuals? Do we form perceptions of groups in the same way that we form perceptions of individuals? Can and how do we change these perceptions? Can and how do we change these perceptions? Are our perceptions of others formed in the same way as our perceptions of ourselves? Are our perceptions of others formed in the same way as our perceptions of ourselves?

4. When are our perceptions of others formed? Primacy effect – the first information learned about someone influences us more that later information Primacy effect – the first information learned about someone influences us more that later information This means that first impressions are very important. This means that first impressions are very important. Why is this the case? Why is this the case? Self-fulfilling prophecies – expectations that change one’s own behavior in such a way as to increase the probability of the predicted event. Self-fulfilling prophecies – expectations that change one’s own behavior in such a way as to increase the probability of the predicted event. The beautiful people example The beautiful people example The Pygmalion effect The Pygmalion effect 11:50-13:50 11:50-13:50

5. Stereotypes and Prejudices In the same way that we form perceptions of individuals, we also form perceptions of groups. In the same way that we form perceptions of individuals, we also form perceptions of groups. Stereotypes – a generalized belief or expectation about a group of people. Stereotypes – a generalized belief or expectation about a group of people. Stereotypes can be both bad and good. Stereotypes can be both bad and good. Stereotypes are often beneficial and necessary. Stereotypes are often beneficial and necessary. Prejudice – an unfavorable attitude toward a group of people. Prejudice – an unfavorable attitude toward a group of people. Prejudices can be based on almost anything imaginable and be learned in a very short period of time. Prejudices can be based on almost anything imaginable and be learned in a very short period of time. 5:47-11:48 5:47-11:48 Discrimination – unequal treatment of different groups. Discrimination – unequal treatment of different groups.

6. OR

7. So how do we form perceptions of others and ourselves? Attributions - the set of thought processes we use to assign causes to behavior. Attributions - the set of thought processes we use to assign causes to behavior. Internal attributions – explaining behaviors based on the internal characteristics of the person in question. Internal attributions – explaining behaviors based on the internal characteristics of the person in question. External attributions – explaining behaviors based on the situation and surrounding environment. External attributions – explaining behaviors based on the situation and surrounding environment.

8. Attribution tendencies we have when describing the behavior of others? Fundamental attribution error – our tendency to attribute behaviors to internal attributions when looking at the behaviors of others. Fundamental attribution error – our tendency to attribute behaviors to internal attributions when looking at the behaviors of others. Pro/Anti-Castro essay example Pro/Anti-Castro essay example Differences amongst cultures Differences amongst cultures 1:50-5:00 1:50-5:00

9. Is our attribution tendencies different for ourselves? Actor-observer effect – the tendency to make internal attributions for others, while making external attributions for ourselves. Actor-observer effect – the tendency to make internal attributions for others, while making external attributions for ourselves. This actor effect can be found in the descriptions of familiar others as well. This actor effect can be found in the descriptions of familiar others as well. Self/Family Member/Walter Cronkite example Self/Family Member/Walter Cronkite example Self-serving bias – the tendency to attribute personal failures to the situation, while attributing personal successes to the ourselves. Self-serving bias – the tendency to attribute personal failures to the situation, while attributing personal successes to the ourselves.

10. So what have we learned? How and when perceptions of others are formed. How and when perceptions of others are formed. The shortcomings of and ways to reduce the pervasiveness of these perceptions. The shortcomings of and ways to reduce the pervasiveness of these perceptions. Our attribution tendencies of ourselves and others. Our attribution tendencies of ourselves and others.

11. In the next part of class… Attitudes and persuasion. Attitudes and persuasion.

13. What are we going to focus on now? Attitude is a like or dislike that influences our behavior. Attitude is a like or dislike that influences our behavior. Persuasion: the changing or formation of an attitude through information. Persuasion: the changing or formation of an attitude through information. Central route to persuasion – seriously evaluate the evidence Central route to persuasion – seriously evaluate the evidence Making a decision based on the argument. Making a decision based on the argument. Peripheral route to persuasion – evaluate unimportant factors (i.e. appearance) Peripheral route to persuasion – evaluate unimportant factors (i.e. appearance) Making a decision based on the amount of clapping. Making a decision based on the amount of clapping.

14. When are these routes of persuasion effective? When the argument is… When the argument is… Intelligent and of interest Intelligent and of interest Critical for central routes, not for peripheral Critical for central routes, not for peripheral Not presented as an attempt at persuasion Not presented as an attempt at persuasion Forewarning effect: the reduced effectiveness of a persuasive message due to the awareness and resistance of the purpose of the message. Forewarning effect: the reduced effectiveness of a persuasive message due to the awareness and resistance of the purpose of the message. The first argument The first argument Inoculation effect: the reduced effectiveness of a good argument if it follows a weak one. Inoculation effect: the reduced effectiveness of a good argument if it follows a weak one.

15. What increases the power of persuasion? Fear Fear Similarity Similarity Group Endorsement Group Endorsement Individual Testimonies Individual Testimonies More effective through authority figures More effective through authority figures

16. Specific Strategies for Persuasion Foot-in-door technique Foot-in-door technique Start with modest request Start with modest request Door-in-the-face technique Door-in-the-face technique Start with an outrageous request Start with an outrageous request Bait-and-switch technique Bait-and-switch technique Start with a great deal and then make additional demands Start with a great deal and then make additional demands That’s-not-all technique That’s-not-all technique Make an offer, then improve it before the response Make an offer, then improve it before the response

17. What principle do most of these persuasion techniques operate on? Most of us believe that our attitudes influence our behaviors, however, that’s not true all of the time. Most of us believe that our attitudes influence our behaviors, however, that’s not true all of the time. Cognitive dissonance: A change in behavior alters a change in attitude. In other words, sometimes what we do influences what we think. Cognitive dissonance: A change in behavior alters a change in attitude. In other words, sometimes what we do influences what we think. Festinger’s cog turning task Festinger’s cog turning task Participants performed a boring task for a long period of time Participants performed a boring task for a long period of time There then asked to promoting that boring task to the next participant There then asked to promoting that boring task to the next participant Their incentive was being paid $1 or $20 Their incentive was being paid $1 or $20 Their perception of the task was changed as a result of this difference in pay. Their perception of the task was changed as a result of this difference in pay.

19. Conformity Why do we conform? Why do we conform? Forms of conformity Forms of conformity Conformity surrounding us Conformity surrounding us Conformity in ambiguous situations Conformity in ambiguous situations Conformity in unambiguous situations Conformity in unambiguous situations How do we increase conformity? How do we increase conformity? Do we conform in our lack of action? Do we conform in our lack of action?

20. Why do we conform? Conformity – maintaining or changing one’s behavior to match the behavior or expectations of others Conformity – maintaining or changing one’s behavior to match the behavior or expectations of others But why do we conform? But why do we conform? Uncertainty? – we don’t know what to do in most novel situations, so we mimic the behavior of others Uncertainty? – we don’t know what to do in most novel situations, so we mimic the behavior of others Norms – a set of behaviors or rules that define the proper behavior in a situations. Norms – a set of behaviors or rules that define the proper behavior in a situations. classroom behavior classroom behavior Learned responses – conformity can result from the continual presentation of appropriate responses to situations. Learned responses – conformity can result from the continual presentation of appropriate responses to situations. “Hi, how’s it going?” “Hi, how’s it going?” Reflexes? – a lot of our conformity is uncontrollable and even unrecognized. Reflexes? – a lot of our conformity is uncontrollable and even unrecognized. Clapping example Clapping example Smiling/laughing example Smiling/laughing example

21. Other forms of conformity in our environment Clothing Clothing Notebooks/ computers Notebooks/ computers “Center of attention” “Center of attention” Material being presented Material being presented

22. Conformity in ambiguous situations A lot of our conformity is a result of the fact that there is no true appropriate behavior or responses in most situations. A lot of our conformity is a result of the fact that there is no true appropriate behavior or responses in most situations. When presented with ambiguous situations, people look to others in an attempt to perceive what is best to do… we’ll get back to this later. When presented with ambiguous situations, people look to others in an attempt to perceive what is best to do… we’ll get back to this later. This conformity in ambiguous situations has also been found to overlap into ambiguous stimuli as well. This conformity in ambiguous situations has also been found to overlap into ambiguous stimuli as well. Autokinetic effect example Autokinetic effect example

23. But what about unambiguous situations? We conform to ambiguous situations because we often don’t know what the right answer/response is. We conform to ambiguous situations because we often don’t know what the right answer/response is. We certainly don’t conform to the group in situations where there is an obvious correct answer/response… right? We certainly don’t conform to the group in situations where there is an obvious correct answer/response… right? Solomon Asch’s line study experiments Solomon Asch’s line study experiments

24. What influences the likelihood of conformity? The number of people in the majority The number of people in the majority The magic #3 The magic #3 The presence of an “ally” The presence of an “ally” The social situation’s requirement to conform The social situation’s requirement to conform Need for speed Need for speed Need for unanimity Need for unanimity The ambiguity of the situation (sometimes) The ambiguity of the situation (sometimes) The “collectivist”, or “individualist” nature of the individual being tested The “collectivist”, or “individualist” nature of the individual being tested

27. Do we conform in our lack of action? Kitty Genovese example Kitty Genovese example Diffusion of responsibility – we tend to feel less responsibility to act when other people nearby are equally able to act. Diffusion of responsibility – we tend to feel less responsibility to act when other people nearby are equally able to act. Communication exercise example Communication exercise example Pluralistic ignorance – assumption that everyone else has a better idea of how to act in a situation. Pluralistic ignorance – assumption that everyone else has a better idea of how to act in a situation. Smoke example Smoke example