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Why Do You Need this New Edition?, i
Copyright, iv
Features, xiv
From the Authors, xv
About the Authors, 1
Chapter 1. Introduction to Social Psychology, 2
The Mysteries of Social Life, 3
What Is Social Psychology?, 5
Describing and Explaining Social Behavior, 5
Social Psychology Is an Interdisciplinary Bridge, 6
Major Theoretical Perspectives of Social Psychology, 7
The Sociocultural Perspective, 7
The Evolutionary Perspective, 8
The Social Learning Perspective, 10
The Social Cognitive Perspective, 11
Combining Perspectives, 12
Basic Principles of Social Behavior, 13
Social Behavior Is Goal Oriented, 14
The Interaction Between the Person and the Situation, 16
How Psychologists Study Social Behavior, 17
Bridging Method and Evidence: Why Good Theories Need Good Data, 18
Descriptive Methods, 19
Correlation and Causation, 23
Experimental Methods, 23
Why Social Psychologists Combine Different Methods, 26
Ethical Issues in Social Psychological Research, 28
Social Psychology’s Bridges with Other Areas of Knowledge, 30
Social Psychology and Other Areas of Psychology, 30
Social Psychology and Other Disciplines, 32
Revisiting The Mysteries of Social Life, 33
Chapter Summary, 34
Key Terms, 35
Chapter 2. The Person and the Situation, 36
The Enigma of an Ordinary and Extraordinary Man, 37
The Person, 38
Motivation: What Drives Us, 38
Knowledge: Our View of the World, 42
Feelings: Attitudes, Emotions, and Moods, 44
Bridging Method and Evidence: Assessing Feelings, 45
Introducing the Self, 49
The Situation, 53
Persons as Situations: Mere Presence, Affordances, and Descriptive Norms, 54
Bridging Function and Dysfunction: Descriptive Norms, Pluralistic Ignorance, and Binge Drinking on Campus, 56
Rules: Injunctive Norms and Scripted Situations, 57
Strong versus Weak Situations, 59
Culture, 59
The Person and the Situation Interact, 62
Different Persons Respond Differently to the Same Situation, 63
Bridging Theory and Application: Person–Situation Fit in the Workplace, 64
Situations Choose the Person, 65
Persons Choose Their Situations, 65
Different Situations Prime Different Parts of the Person, 65
Persons Change the Situation, 67
Situations Change the Person, 67
Revisiting The Enigma of an Ordinary and Extraordinary Man, 68
Chapter Summary, 70
Key Terms, 71
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, 76
Conserving Mental Effort, 77
Expectations, 78
Bridging Function and Dysfunction: The Self-Fulfilling Prophecy, 78
Dispositional Inferences, 79
Other Cognitive Shortcuts: Heuristics, 82
Arousal and Circadian Rhythms, 83
Need for Structure, 84
Complex Situations and Time Pressure, 84
When the World Doesn’t Fit Our Expectations, 85
Managing Self-Image, 86
Cognitive Strategies for Enhancing and Protecting the Self, 87
Bridging Theory and Application: Control Beliefs and Health, 90
Self-Esteem, 91
Threats to Self-Esteem, 91
When Self-Esteem Is Fragile, 93
How Culturally Universal Is the Need for Positive Self-Regard?, 93
Seeking an Accurate Understanding, 94
Unbiased Information Gathering, 95
Considering Alternatives, 96
Attributional Logic: Seeking the Causes of Behavior, 96
Mood, 98
Need for Cognition, 98
Unexpected Events, 100
Social Interdependence, 100
Accuracy Motivation Requires Cognitive Resources, 101
Revisiting The Portraits of Hillary Rodham Clinton, 102
Chapter Summary, 103
Key Terms, 105
Chapter 4. Presenting the Self, 106
The Amazing Lives of Fred Demara, 107
What Is Self-Presentation?, 109
Why Do People Self-Present?, 109
When Do People Self-Present?, 110
The Nature of Self-Presentation, 112
Bridging Theory and Application: Detecting Deception, 113
Appearing Likable, 116
Strategies of Ingratiation, 117
Bridging Method and Evidence: The Science of Deciphering Facial Expressions, 118
Gender and Ingratiation, 123
Potential Friends and Power-Holders, 123
Multiple Audiences, 124
Appearing Competent, 125
Strategies of Self-Promotion, 126
Bridging Function and Dysfunction: The Paradox of Self-Handicapping, 128
Competence Motivation and Shyness, 129
When Competence Matters, 130
Competence Checks, 131
The Interpersonal Cycle of Self-Promotion, 131
Conveying Status and Power, 132
Strategies for Conveying Status and Power, 132
Gender, Status, and Power, 135
Threatened Images, New Resources, 137
Different Strategies for Different Audiences, 137
Revisiting The Amazing Lives of Fred Demara, 138
Chapter Summary, 140
Key Terms, 141
Chapter 5. Attitudes and Persuasion, 142
The Changing Story of Peter Reilly, 143
The Nature of Attitudes, 144
Attitude Formation, 145
Attitude Strength, 146
Attitude–Behavior Consistency, 147
What Is Persuasion?, 149
Measuring Attitude Change, 149
Bridging Method and Evidence: The After-Only Design, 151
Cognitive Responses: Self-Talk Persuades, 152
Bridging Theory and Application: Smoking the Tobacco Companies with Counterarguments, 154
Dual Process Models of Persuasion: Two Routes to Change, 155
The Goals of Persuasion: Why People Change Their Attitudes and Beliefs, 159
Having an Accurate View of the World, 160
Good Shortcuts to Accuracy, 160
What Affects the Desire for Accuracy?, 163
Bridging Function and Dysfunction: Defeating Defensiveness and Denial, 165
Being Consistent in One’s Attitudes and Actions, 167
Balance Theory, 167
Cognitive Dissonance Theory, 168
What Affects the Desire for Cognitive Consistency?, 171
Consistency and Culture, 173
Gaining Social Approval, 174
Self-Monitoring, 174
Gender: Women, Men, and Persuasion, 175
The Expectation of Discussion and Self-Monitoring, 175
Revisiting The Story of Peter Reilly, 177
Chapter Summary, 178
Key Terms, 179
Chapter 6. Social Influence: Conformity, Compliance, and Obedience, 180
The Extraordinary Turnaround (and Around) of Steve Hassan, 181
Categories of Social Influence: Conformity, Compliance, and Obedience, 183
Conformity: Asch’s Research on Group Influence, 183
Compliance: The “Foot-in-the-Door” Technique, 185
Bridging Method and Evidence: Participant Observation, 186
Obedience: Milgram’s Shock(ing) Procedure, 188
The Goals of Social Influence, 190
Choosing Correctly: Yielding to be Right, 191
Authority, 191
Social Validation, 193
Bridging Function and Dysfunction: Contagious Delusions and Solutions, 194
Consensus and Similarity, 195
Uncertainty, 196
Gaining Social Approval: Yielding to be Liked, 198
Social Norms: Codes of Conduct, 199
What Personal Factors Affect the Impact of Social Approval?, 202
What Situational Factors Affect the Impact of Social Approval?, 204
Who’s Strong Enough to Resist Strong Group Norms?, 205
Bridging Theory and Application: Doing Wrong by Trying to Do Right, 206
Managing Self-Image: Yielding to be Consistent, 207
Commitment-Initiating Tactics, 208
Harnessing Existing Commitments, 210
Active and Public Commitments, 211
Gender and Public Conformity, 212
Revisiting The Turnaround of Steve Hassan, 213
Chapter Summary, 215
Key Terms, 217
Chapter 7. Affiliation and Friendship, 218
The Fugitive Who Befriended the God-King, 219
What Is a Friend?, 220
Studying Real-Life Relationships, 220
Bridging Method and Evidence: Studying Intimate Relationships without Really Being There, 221
Goals of Affiliation and Friendship, 223
Getting Social Support, 224
Bridging Theory and Application: Health Psychology and Emotional Support, 225
Do Women Tend and Befriend While Men Fight or Take Flight?, 226
Threats: Why Misery (Sometimes) Loves Company, 228
Pushing Support Away, 229
Bridging Function and Dysfunction: The Self-Perpetuating Cycle of Loneliness and Depression, 229
Attachment and Social Development, 231
Getting Information, 232
Social Comparison and Liking for Similar Others, 233
Self-Disclosers and Nondisclosers, 233
Uncertainty about Important Issues, 234
Similarity to Us, 235
When Dissimilarity Can Save Self-Esteem, 236
Gaining Status, 237
Men’s Friendships Are More Hierarchical, 237
Status by Association, 238
Men’s Status-Seeking May Erode Social Support, 239
Exchanging Material Benefits, 240
Fundamental Patterns of Social Exchange, 241
Individual Differences in Communal Orientation, 242
Communal and Exchange Relationships, 243
Proximity and Social Capital, 243
Distant Friends: Television, Facebook, and the Internet, 244
Are Exchange Relationships Different in Western and Non-Western Cultures?, 245
Revisiting The Fugitive Who Befriended the God-King, 246
Chapter Summary, 247
Key Terms, 249
Chapter 8. Love and Romantic Relationships, 250
The Love Affair of “The Elephant and the Dove”, 251
Defining Love and Romantic Attraction, 252
The Defining Features of Love, 252
Bridging Method and Evidence: Uncovering the Different Factors of Love, 253
Are There Different Varieties of Love?, 253
The Goals of Romantic Relationships, 254
Obtaining Sexual Gratification, 255
Who’s Sexually Attractive?, 255
Gender Differences in Sexuality, 257
Hormones and Sexual Desire, 258
Sociosexual Orientation, 259
Homosexual and Bisexual Attraction, 260
Arousing Settings, 261
Cultural Norms about Sexuality, 262
Sexual Situations Look Different to Men and Women, 263
Cultural Practices May Trick Evolved Mechanisms, 263
Establishing Family Bonds, 264
The Importance of Attachment, 265
Attachment Style, 265
Exchange/Communal Orientation, 267
Threats Magnify Attachment, 267
Bridging Function and Dysfunction: Obsessive Relationships and Unrequited Love, 268
Jealousy and Same-Sex Competitors, 269
Relationships Change Our Personalities, 270
Gaining Resources and Social Status, 271
Gender and Sexual Orientation, 271
Culture, Resources, and Polygamy, 274
Social Exchange in Committed Relationships, 275
When Dominance Matters, 276
Breaking Up (and Staying Together), 278
Some People Are Better at Getting Along, 278
Some Situations Pull Couples Apart, 279
Interactions: It Takes Two to Tango, 279
Bridging Theory and Application: Studying Healthy Communication to Save Marriages, 280
Revisiting The Love Affair of “The Elephant and the Dove”, 281
Chapter Summary, 282
Key Terms, 285
Chapter 9. Prosocial Behavior, 286
The Strange Case of Sempo Sugihara, 287
The Goals of Prosocial Behavior, 289
Improving Our Basic Welfare: Gaining Genetic and Material Benefits, 289
Insights into the Evolution of Help, 290
Bridging Method and Evidence: Using Behavioral Genetics to Study Helping, 291
Learning to Help, 292
Similarity and Familiarity, 293
Bridging Theory and Application: Getting Help by Adjusting the Helper’s Sense of “We”, 294
Gaining Social Status and Approval, 296
Social Responsibility: The Helping Norm, 297
Desire for Approval, 300
Effects of Those around Us, 300
Gender and Help, 301
Managing Self-Image, 303
Personal Norms and Religious Codes, 303
Labeling and Self-Focus, 306
Deciding Not to Help Friends or to Seek Their Help, 307
Bridging Function and Dysfunction: Failing to Seek Needed Help, 308
Managing Our Emotions and Moods, 309
Managing Emotional Arousal in Emergencies: The Arousal/Cost–Reward Model, 310
Managing Mood in Nonemergencies: The Negative State Relief Model, 311
Does Pure Altruism Exist?, 314
The Empathy–Altruism Sequence, 315
An Egotistic Interpretation, 316
Revisiting The Case of Sempo Sugihara, 317
Chapter Summary, 318
Key Terms, 319
Chapter 10. Aggression, 320
A Wave of Senseless Violence, 321
What Is Aggression?, 322
Different Types of Aggression, 323
Gender Differences in Aggression May Depend on Your Definition, 323
The Goals of Aggressive Behavior, 325
Coping with Feelings of Annoyance, 326
The Frustration–Aggression Hypothesis, 327
Feelings of Arousal and Irritability, 328
Unpleasant Situations, 329
Annoyance Leads to Changes in Perception of Situations, 330
Some People Create Their Own Annoying Situations, 332
Gaining Material and Social Rewards, 333
Bridging Function and Dysfunction: Gangland Violence, 333
Social Learning Theory: Rewarding Violence, 334
Who Finds Rewards in Violence?, 335
Glamorized Violence in the Media, 336
Bridging Method and Evidence: Using Meta-Analysis to Examine the Effects of Violent Media, 337
Violent Media Magnify Violent Inclinations, 340
Gaining or Maintaining Social Status, 341
Aggression and Sexual Selection, 341
Sex and Testosterone, 342
Insults and the Culture of Honor, 343
When Status Matters, 345
Protecting Oneself or Others, 346
Self-Defenders, 347
Perceived Threats, 348
Self-Protective Aggression Can Increase Danger, 349
Reducing Violence, 349
Rewarding Alternatives to Aggression, 350
Bridging Theory and Application: Using Cognition to Manage Angry Arousal, 350
Legal Punishments, 352
Prevention by Removing Threats, 352
Revisiting Senseless Violence, 353
Chapter Summary, 355
Key Terms, 357
Chapter 11. Prejudice, Stereotyping, and Discrimination, 358
The Unlikely Journey of Ann Atwater and C. P. Ellis, 359
Planet Prejudice, 360
Prejudice and Stereotypes, 362
Discrimination, 363
The Costs of Prejudice, Stereotyping, and Discrimination, 364
The Goals of Prejudice, Stereotyping, and Discrimination, 367
Supporting and Protecting One’s Groups, 367
Creating and Maintaining Ingroup Advantage, 368
Social Dominance Orientation, 370
Intergroup Competition, 370
The Self-Fulfilling Spiral of Intergroup Competition, 371
Seeking Social Approval, 373
Religiosity and Prejudice, 373
Prejudice Norms Change Over Time, 374
Perceived Social Standing and Prejudice Expression, 375
Managing Self-Image, 376
Personal and Social Identities, 376
Ingroup Identification, 377
Authoritarianism and Prejudice, 378
Bridging Function and Dysfunction: The Authoritarian Personality, 378
Failure and Self-Image Threat, 379
Self-Esteem and Threat, 380
Seeking Mental Efficiency, 381
The Characteristics of Efficient Stereotypes, 383
Bridging Method and Evidence: The Social Neuroscience of Automatic and Controlled Prejudice, Stereotyping, and Discrimination, 384
Need for Structure, 386
Moods and Emotions, 386
Cognitively Taxing Circumstances, 386
Overheard Ethnic Slurs, 387
Reducing Prejudice, Stereotyping, and Discrimination, 389
Interventions Based on the Ignorance Hypothesis, 389
The Goal-Based Approach, 389
When Contact Helps, 391
Bridging Theory and Application: Cooperation in the Classroom, 394
Revisiting The Journey of Ann Atwater and C. P. Ellis, 395
Chapter Summary, 397
Key Terms, 399
Chapter 12. Groups, 400
Blowing the Whistle on Hidden Group Pathologies, 401
The Nature of Groups, 403
The Mere Presence of Others and Social Facilitation, 403
Crowds and Deindividuation, 405
Groups as Dynamic Systems: The Emergence of Norms, 406
Bridging Method and Evidence: Using Computer Simulation to Explore Complex Group Processes, 406
“Real” Groups, 408
Why Do People Belong to Groups?, 410
Getting Things Done, 411
Lightening the Load, Dividing the Labor, 411
Bridging Function and Dysfunction: The Social Disease of Social Loafing, 412
Expectations of Individual Failure and Group Success, 414
Current Needs, Individualistic Societies, 414
When Are Groups Most Productive?, 415
Making Accurate Decisions, 418
The Need to Know, 418
Uncertain Circumstances, 419
Discussion and Decision Making, 420
Bridging Theory and Application: Majority and Minority Influence in the Jury Room, 422
Gaining Positions of Leadership, 426
Who Wants to Lead?, 427
When Opportunity Knocks, 428
Who Gets to Lead?, 429
When Are Leaders Effective?, 429
Revisiting The Revealed Pathologies of the FBI, Enron, and WorldCom, 432
Chapter Summary, 435
Key Terms, 437
Chapter 13. Social Dilemmas: Cooperation versus Conflict, 438
Contrasting Future Worlds, 439
Defining Social Dilemmas, 441
Bridging Function and Dysfunction: The Tragedy of the Commons, 441
Interlocking Problems and Solutions, 443
What Goals Underlie Global Social Dilemmas?, 444
Gaining Immediate Satisfaction, 445
Social Traps, 445
Egoistic versus Prosocial Orientations, 446
Changing the Consequences of Short-Sighted Selfishness, 448
Matching Interventions with Motives, 451
Defending Ourselves and Valued Others, 452
Outgroup Bias and International Conflict, 452
Some of Us Are More Defensive Than Others, 453
Competition and Threat, 456
Bridging Method and Evidence: Time-Series Analysis and International Cooperation, 458
Intercultural Misperception and International Conflict, 461
The Reciprocal Dynamics of Cooperation and Conflict, 462
Bridging Theory and Application: Increasing Intergroup Cooperation with the GRIT Strategy, 465
Revisiting The Future, 467
Chapter Summary, 468
Key Terms, 469
Chapter 14. Integrating Social Psychology, 470
Public Spectacles, Hidden Conspiracies, and Multiple Motives, 471
What Ground Have We Covered?, 473
Finding and Theories, 474
Major Theoretical Perspectives of Social Psychology, 474
The Sociocultural Perspective, 475
The Evolutionary Perspective, 476
The Social Learning Perspective, 479
The Social Cognitive Perspective, 479
Are Gender Differences in Our Genes, in Our Cultural Learning Experiences, or All in Our Minds?, 480
Combining the Different Perspectives, 482
Social Behavior Is Goal Oriented, 483
Bridging Function and Dysfunction: The Thin Line between Normal and Abnormal Social Functioning, 485
The Interaction between the Person and the Situation, 488
Why Research Methods Matter, 491
Bridging Method and Evidence: Some Conclusions for Consumers of Social Science Information, 492
How Does Social Psychology Fit into the Network of Knowledge?, 494
Bridging Theory and Application: Social Psychology’s Usefulness for Business, Medicine, and Law, 495
The Future of Social Psychology, 497
Chapter Summary, 498
Key Terms, 499
Glossary, 501
References, 507
Name Index, 583
Subject Index, 607
Photo Credits, 619

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