GOALS IN INTERACTION T I O N. Douglas T. Kenrick Arizona State University. Steven L. Neuberg Arizona State University

Transcription

1 T I O N GOALS IN INTERACTION Douglas T. Kenrick Arizona State University Steven L. Neuberg Arizona State University Robert B. Cialdini Arizona State University Boston New York San Francisco Mexico City Montreal Toronto London Madrid Munich Paris Hong Kong Singapore Tokyo Cape Town Sydney

2 Contents From the Authors About the Authors xvü xxix chapter 1 Introduction to Social Psychology 1 The Mysteries of Social Life 1 What Is Social Psychology? 5 Major Theoretical Perspectives of Social Psychology 6 The Sociological Perspective 6 The Evolutionary Perspective 7 The Social Learning Perspective 9 The Social Cognitive Perspective 10 Combining Perspectives 12 Basic Principles of Social Behavior 12 Social Behavior Is Goal Oriented 13 The Interaction between the Person and the Situation 15 How Psychologists Study Social Behavior 16 FOCUS ON METHOO: Why Good Theories Need Good Data 17 Descriptive Methods 18 Correlation and Causation 22 Experimental Methods 22 Why Social Psychologists Combine Different Methods 25 Ethical Issues in Social Psychological Research 27 How Does Social Psychology Fit into the Network of Knowledge? 28 Social Psychology and Other Areas of Psychology 28 Revisiting the Mysteries of Social Life Key Terms for Chapter 1 32 chapter 2 The Person and the Situation 34 The Enigma of an Ordinary and Extraordinary Man 35 The Person 37 Motivation: What Drives Us 37 Knowledge: Our View of the World 41 Feelings: Attitudes, Emotions, and Moods 43 FOCÜS m METHOO; Assessing Feelings 44 Introducing the Seif 48 The Situation 52 Persons as Situations: Mere Presence, Affordances, and Descriptive Norms 53 FOCÜS ON SOCIAL DYSFUNCTION: Descriptive Norms, Pluralistic Ignorance, and Binge Drinking on Campus 55 Rules: Injunctive Norms and Scripted Situations 57 Strang versus Weak Situations 58 Culture 59 The Person and the Situation Interact 62 Different Persons Respond Differently to the Same Situation 62 FOCÜS ON APPLICATION; Person-Situation Workplace 63 Situations Choose the Person 64 Persons Choose Their Situations 65 Fit in the Different Situations Prime Different Parts of the Person 65 Persons Change the Situation 66 Situations Change the Person 66 Revisiting the Enigma of an Ordinary and Extraordinary Man Key Terms for Chapter 2 70 chapter 3 Social Cognition: Understanding Ourselves and Others 72 Portraits of Hillary Rodham Clinton 73 The Social Thinker 75 Four Core Processes of Social Cognition 75 The Goals of Social Cognition 77 Conserving Mental Effort 77 Expectations 78 FOCUS ON SOCIAL DYSFUNCTION: The Prophecy 79 Dispositional Inferences 80 Other Cognitive Shortcuts 82 Arousal and Circadian Rhythms 84 Need for Structure 85 Complex Situations and Time Pressure 85 Self-Fulfilling When the World Doesn't Fit Our Expectations 85 Managing Self-Image 86 Cognitive Strategies for Enhancing and Protecting the Seif 87 FOCÜS ON APPLICATION: Control Beliefs and Health 90 Self-Esteem 91

3 Threatsto Self-Esteem chapter 5 92 When Self-Esteem Is Fragile 93 How Universal Is the Need for Positive Self-Regard? Seeking an Accurate Understanding Unbiased Information Gathering Considering Alternatives The Changing Story of Peter Reilly 95 The Nature of Attitudes 96 Attitüde Formation 96 Attitüde Strength 98 Need for Cognition 100 Unexpected Events 100 Social Interdependence Cognitive Responses: Self-Talk Persuades with Counterarguments 105 Change Beliefs Presenting the Seif 106 The Amazing Lives of Fred Demara What Is Seif-Presentation? 1o/ Denial Balance Theory 113 FOCUS m APPLICATION: Detecting Deception Strategies of Ingratiation 117 FOCUS ON BSITHQB: The Science of Deciphering Facial 118 Multiple Audiences 168 Cognitive Dissonance Theory Appearing Competent Consistency with What? 173 Gaining Social Approval 175 Self-Monitoring FOCUS ON SOCIAL DYSFUNCTION: The Paradox of Self-Handicapping 127 Competence Checks 129 The Interpersonal Cycle of Self-Promotion Strategies of Status and Power 131 Categories of Social Influence: Conformity, Compliance, and Obedience 136 Different Strategies for Different Audiences Conformity: Asch's Research on Group Influence Compliance: The "Foot-in-the-Door" Technique FOCUS I I METHOD: Participant Observation 138 Obedience: Milgram's Shock(ing) Procedure 140 Key Terms for Chapter The Extraordinary Turnaround (and Around) of Steve Hassan Threatened Images, New Resources of Fred Demara chapter Revisiting the Amazing Lives 181 Social Influence: Conformity, Compliance, and Obedience Conveying Status and Power Key Terms for Chapter 5 When Competence Matters Self-Monitoring and the Expectation of Discussion 125 Competence Motivation and Shyness Revisiting the Story of Peter Reilly Strategies of Self-Promotion Gender Revisited 169 What Affects the Desire for Cognitive Consistency? The Expectation of Discussion 124 and 168 Gender: Women, Men, and Persuasion 122 Potential Friends and Power-Holders Being Consistent 111 The Nature of Self-Presentation 160 FOCUS ON SOCIAL DYSFUNCTION: Defensiveness 110 When Do People Self-Present? 160 Seeking Accuracy Good Shortcuts 161 What Affects the Desire for Accuracy? 11 o Why Do People Self-Present? Appearing Likable 157 The Goals of Persuasion: Why People Change Their Attitudes and chapter 4 ÜTtt 155 Dual Process Models of Persuasion: Two Routes to Key Terms for Chapter FOCÜS OM 1 P P U C A I. 0 1 : Smoking the Tobacco Companies 104 Expressions 150 FOCUS m MIETHOO: The After-Only Design Revisiting the Portraits of Hillary Rodham Clinton 103 Gender g Measuring Attitüde Change Accuracy Motivation Requires What Is Persuasion? Attitude-Behavior Consistency Cognitive Resources Attributional Logic: Seeking the Causes of Behavior Mood Attitudes and Persuasion 93 The Goals of Social Influence 194 m 192

4 I Choosing Correctly Authority 194 Men's Friendships Are More Hierarchical 195 Status by Association Social Validation 197 Seeking Status May Erode Social Support FOCUS ON SOCIAL DYSFUMCTION: Mass Hysteria Uncertainty Exchanging Material Benefits 198 Consensus and Similarity Uncertainty and the Desire for Accuracy Communal and Exchange Relationships 201 Proximity and Social Capital 202 Social Norms: Codes of Conduct Social Approval? What Situational Factors Affect the Impact of Who's Strong Enough to Resist Strang Group Norms? Commitment-Initiating Tactics 253 chapter Being Consistent with Commitments Love and Romantic Relationships 211 Active and Public Commitments The Puzzling Love Lives of the British Monarchs 214 Defining Love and Romantic Attraction 215 Men, Women, and Public Conformity The Defining Features of Love 216 Revisiting the Turnaround of Steve Hassan 220 chapter 7 Are There Different Varieties of Love? 259 The Goals of Romantic Relationships 259 Hormones 222 The Fugitive Who Befriended the God-King 223 Arousing Settings Studying Real-Life Relationships without Emotional Cultural Practices May Trick Evolved Mechanisms Attachment Style 231 Threats: Why Misery (Sometimes) Loves Company Pushing Support Away Cycle ofl oneliness and Depression Attachment and Social Development Self-Perpetuating F0CÜS ON SOCIAL DYSFUNCTION: Obsessive and Unrequited Love Relationships Change Our Personalities Social Exchange in Committed Relationships When Dominance Matters Some People Are Better at Getting Along When Dissimilarity Can Save Self-Esteem Breaking Up (and Staying Together) 239 Relationships 274 Gaining Resources and Social Status Gender and Sexual Orientation Social Comparison and Liking for Similar Others Self-DiscIosers and Nondisclosers Culture, Resources, and Polygamy Jealousy and Same-Sex Competitors 233 FOCUS ON SOCIAL DYSFUNCTION: The Getting Information Exchange/Communal Orientation Threats Do Women Tend and Befriend While Men Fight I 266 Sexual Situations Look Different to Men and Women The Importance of Attachment 22g 230 Gaining Status Establishing Family Bonds 227 FOCUS ON APPLICATION: Health Psychology and Similarity 262 Cultural Norms about Sexuality FOCUS QN fiflethqo: Studying Intimate Relationships Really Being There 226 Goals of Affiliation and Friendship 260 Gender Differences in Sexuality 224 Factors 261 Sociosexual Orientation Who's Sexually Attractive? Uncertainty 257 Obtaining Sexual Gratification Affiliation and Friendship FOCUS ON METHOB: Uncovering the Different OfLove or Take Flight? Harnessing Existing Commitments Support FÖCÜS ON APPLICATION: Doing Wrong by Trying Getting Social Support Key Terms for Chapter Key Terms for Chapter Revisiting the Fugitive Who Befriended the God-King 206 Social Approval? 245 Are Exchange Relationships Different in West and Non-Western Cultures? What Personal Factors Affect the Impact of What Is a Friend? 244 Individual Differences in Communal Orientation 199 Gaining Social Approval 243 Fundamental Patterns of Social Exchange 199 todoright Some Situations Pull Couples Apart Interactions: It Takes Two to Tango V\\\M

5 FOCUS ON APPLICATION; Studying Healthy to Save Marriages Communication 285 The Goals of Aggressive Behavior Revisiting the Love Lives of the British Monarchs 287 Gender Differences in Aggression May Depend on Your Definition Coping with Feelings of Annoyance 288 Key Terms for Chapter The Frustration-Aggression Hypothesis 289 Feelings of Arousal and Irritability Unpleasant Situations chapter 9 Prosocial Behavior Annoyance Leads to Changes in Perception of Situations 340 Some People Create Their Own Annoying Situations The Strange Case of Sempo Sugihara The Goals of Prosocial Behavior Gaining Material and Social Rewards Improving Our Basic Weifare: Gaining Genetic and Material Benefits 297 Insights into the Evolution of Help 297 FOCUS ON METHOD: Using Behavioral Genetics to Study Helping Gangland Social Learning Theory and Media Violence Who Finds Rewards in Violence? 344 Glamorized Violence in the Media 346 the Effects of Violent Media Similarity and Familiarity 301 Helper's Sense of "We" Sex and Testosterone Different Paths to Status 304 Effects of Those around Us Self-Defenders 308 Managing Self-Image 311 Deciding Not to Help Friends or to Seek Their Help Legal Punishments 315 Managing Our Emotions and Moods 316 Revisiting Senseless Violence Managing Mood in Nonemergencies: The Negative State Relief Model Key Terms for Chapter chapter Prejudice, Stereotyping, and Discrimination 323 Revisiting the Case of Sempo Sugihara Prevention by Removing Threats Managing Emotional Arousal in Emergencies: The Arousal/Cost-Reward Model 317 The Empathy-Altruism Sequence Key Terms for Chapter 9 The Unlikely Journey of Ann Atwater and C. P. Ellis chapter 1 0 Planet Prejudice Aggression Prejudice and Stereotypes Discrimination The Costs of Prejudice, Stereotyping, and A Wave of Senseless Violence What Is Aggression? 332 Different Types of Aggression FOCUS ON APPLICATION: Using Cognition to Manage Angry Arousal 360 FOCUS ON SOCIAL DYSFUNCTION: Failing to Seek An Egoistic Interpretation 356 Reducing Violence 35g Rewarding Alternatives to Aggression 313 Does Pure Altruism Exist? 353 Self-Protective Aggression Can Increase Danger 310 Personal Norms and Religious Codes Labeling and Self-Focus Perceived Threats Protecting Oneself or Others 308 to Examine 351 Insultsand the Culture of Honor 304 Social Responsibility: The Helping Norm Gender and Help Gaining or Maintaining Social Status Aggression and Sexual Selection 303 Gaining Social Status and Approval Desire for Approval the 302 Genetic Similarity and Need Q Q Violent Media Magnify Violent Inclinations FOCUS ON APPLICATION: Getting Help byadjusting 343 FOCUS ON METHOB: Using Meta-Analysis Learning to Help Needed Help FOCUS ON SOCIAL DYSFUNCTION: Violence Discrimination 376 The Goals of Prejudice, Stereotyping, and Discrimination

6 Supporting and Protecting One's Group 380 Creating and Maintaining Ingroup Advantage Social Dominance Orientation IntergroupCompetition Why Do People Belong to Groups? 380 Getting Things Done Managing Self-Image Ingroup Identification Authoritarianism in the Jury Room Who Gets to Lead? When Are Leaders Effective? The Characteristics of Efficient Stereotypes 394 FOCUS ON «T W O D : The Social Neuroscience Automatic and Controlled Prejudice, When Opportunity Knocks Revisiting the Revealed Pathologies of the FDI, Enron, and WorldCom 447 of Stereotyping, Key Terms for Chapter Moods and Emotions 398 Cognitively Taxing Circumstances Overheard Ethnic Slurs chapter Social Dilemmas: Cooperation versus Conflict 400 Reducing Prejudice, Stereotyping, and Discrimination 400 Interventions Based on the Ignorance Hypothesis The Goal-Based Approach 401 Contrasting Future Worlds 401 Defining Social Dilemmas 404 Commons Interlocking Problems and Solutions Revisiting the Journey of Ann Atwater and C. P. Ellis What Goals Underlie Global Social Dilemmas? Gaining Immediate Satisfaction 409 Key Terms for Chapter 11 Social Traps Blowing the Whistle on Hidden Group Pathologies 413 The Mere Presence of Others and Social Facilitation Competition and Threat 418 FOCÜS QU METHOD: Using Computer Simulation "Real" Groups Some of Us Are More Defensive Than Others 417 Groups as Dynamic Systems: The Emergence of Norms 466 Defending Ourselves and Valued Others Outgroup Bias and International Conflict Changing the Consequences of Short-Sighted Selfishness 464 Different Strokes for Different Folks Complex Group Processes 462 Distinguishing Different Value Orientations Groups 419 to Explore Egoistic versus Prosocial Orientations chapter 1 2 Crowds and Deindividuation 452 FOCUS ON SOCIAL DYSFUNCTION: The Tragedy of the FOCUS ON APPLICATION: Cooperation in the Classroom 406 The Nature of Groups Influence 436 Who Wants to Lead? 392 Seeking Mental Efficiency 431 Gaining Positions of Leadership 391 and Discrimination FOCUS ON APPLICATION: Majority and Minority Authohtarian Discussion and Decision Making 389 Self-Esteem and Threat When Contact Helps When Are Groups Most Productive? Uncertain Circumstances Need for Structure Current Needs, Individualistic Societies The Need to Know FOCUS ON SOCIAL DYSFUNCTION: The Personality 390 Failure Expectations of Individual Failure and Group Success Making Accurate Decisions Personal and Social Identities 425 FOCUS ON SOCIAL DYSFUNCTION; The Social Disease of Social Loafing Seeking Social Approval 384 Conformity Seeking, Self-Monitoring, and Perceived Social Standing 385 Intrinsic Religiosity and Prejudice 424 Lightening the Load, Dividing the Labor The Self-Fulfilling Spiral of Intergroup Competition The Times FOCUS ON METHOD: Time-Series Analysis and International Cooperation 474 Intercultural Misperception and International Conflict 477 The Reciprocal Dynamics of Cooperation and Conflict 478

7 FOCUS OH APPLICATION: Increasing Intergroup Cooperation with the GRITStrategy 481 Revisiting the Future Key Terms for Chapter chapter 14 Integrating Social Psychology 486 Public Spectacles, Hidden Conspiracies, and Multiple MotiveS 487 What Ground Have We Covered? 490 Findings and Theories 491 Major Theoretical Perspectives of Social Psychology 492 The Sociocultural Perspective 492 The Evolutionary Perspective 494 The Social Learning Perspective 496 The Social Cognitive Perspective 497 Are Gender Differences in Our Genes, in Our Cultural Learning Experiences, or All in Our Minds? 498 Combining the Different Perspectives 499 Social Behavior Is Goal Oriented 500 FOCÜS ON SOCIAL DYSFÜNCTION: The Thin Line between Normal and Abnormal Social Functioning 503 The Interaction between the Person and the Situation 506 Why Research Methods Matter 508 FOCUS Oi METHOB; Some Conclusions for Consumers of Social Science Information 509 How Does Social Psychology Fit into the Network of Knowledge? 511 FOCUS Oll APPLICATION; Social Psychology's Usefulness for Business, Medicine, and Law 512 The Future of Social Psychology Key Terms for Chapter References Name Index Subject Index Photo Credits jjjfl