Module 43: Social Thinking
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| Social Psychology | The study of how we think about, influence, and relate to one another
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| Social thinking | Involves thinking about others, especially when they engage in doings things that are unexpected.
Attributing Behavior to Persons or to Situations
Attitudes and Action
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| Attribution Theory | Fritz Heider (1958) suggested that we have a tendency to give causal explanations for someone’s behavior, often by crediting either the situation or the person’s disposition.
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| Dispositions | Enduring personality traits
Ex: Joe is quiety, shy, so he would most likely be that in a number of situations
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| Fundamental Attribution Error | tendency to overestimate the impact of personal disposition and underestimate the impact of the situations in analyzing the behaviors of others leads to fundamental attribution error.
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| Effects of Attribution | How we explain someone's behavior affects and how we react to it
Social effects
Political effects
Workspace effects
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| The Actor-Observer Discrepancy | Attribution bias tending to cause people to attribute their own actions to situations factors and observers to attribute those same actions to internal personality dispositions.
Ex:
He lost bc he is too lazy and arrogant to practice
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| Attributions may be either: | Stable - permanent
Unstable - temporary
Ex:
He's dishonest (stable, internal)
He's in a bad mood (unstable, internal)
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| Self Serving Bias | “I can do no wrong, and you can do no Right!”
Our tendency to, attribute positive outcomes to our own traits or characteristics (internal causes) but negative outcomes to factors beyond our control (external causes)
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| Attitudes and Actions | Does what we think affect what we do, or does what we do affect what we think?
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| Attitudes | A belief or feeling that predisposes one to respond in a particular way to something.
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| Attitudes can affect action | Our attitudes predict our behaviors imperfectly because other factors including the external situation also influence behavior.
Not only do people stand for what they believe (attitude) in, but they start believing in what they stand for.
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| Persuasion | Trying to influence behavior by changing your attitude
1. Central route persuasion
Peripheral - route persuasion
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| Central route persuasion | Offers evidence and arguments to trigger favorable thoughts.
Ex: Environment advocates show evidence of rising temps, melting glaciers, rising seas, etc.
More thoughtful, less superficial, it is more durable and MORE likely to influence behavior.
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| Peripheral route persuasion | Occurs when people are influenced by incidental cues, such as a speakers attractiveness, celebrity endorsement, etc.
Produces fast results.
Makes snap judgments
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| When are our attitudes matched with our actions? | Outside influences are minimal.
We are keenly aware of our attitudes.
The attitudes are relevant to the behavior.
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| Actions affect attitudes | Not only will people stand up for what they believe, they believe MORE STRONGLY in what they have stood up for…..
…attitudes follow behavior
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| Foot in the Door Phenomenon | small request, large request
People who agree to a small request find it easier to comply later with a larger one.
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| Door in the face Phenomenon | The tendency for people who say no to a huge request, to comply with a smaller one.
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| Lowball Technique | Works off the “Foot in the Door” phenomenon and cognitive dissonance.
It is a technique for eliciting compliance, when you get someone to commit to a low offer and then increase the price.
most often used in commercial transactions.
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| Role Playing Affect Attitudes | Zimbardo (1972) assigned the role of guards and prisoners to random students and found that guards and prisoners developed role appropriate attitudes. (So, role playing affects attitudes.)
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| 'Just World' Hypothesis | The belief that the world is fair and people get what they deserve.
“What goes around, comes around.”
Blaming the victim – the victim must have done something to deserve his or her fate.
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| Why do actions affect attitudes? | One explanation is that when our attitudes and actions are opposed, we experience tension, called cognitive dissonance.
To relieve us of this tension (dissonance) we bring our attitudes closer to our actions (Festinger, 1957).
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| Hazing | Hazing is often perpetuated by cognitive dissonance.
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| Social Roles | Patterns of behavior that are appropriate to that role
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| Gender Roles | Tells people how men and women are supposed to act
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