Chapter 5:- Independent View of Selfo Western cultureso Defining oneself in terms of one’s internal thoughts, feelings, actions – notthe those of others’- Interdependent View of Selfo Asian and non-Western cultureso Defining relationships to other people, recognizing that one’s behavior is often determined by thoughts, feelings, and actions of others- Self-perception Theoryo Argues when our attitudes/feelings are uncertain or ambiguous, we infer these states by obverting our behavior and the situation in with it occurs- Self-handicappingo People devise ready-made excuses in case they fail (complaining that we are not feeling well, shyness, test anxiety, bad moods, etc.)Chapter 6: - The Hypocrisy Paradigmo The arousal of dissonance by having individuals make statements that run counter to their behaviors and reminding them of the inconsistency b/t what they advocated & their behavior.o Purpose is to lead individuals to more responsible behavior College students practicing safe sex (ask them to make a videotape for high school students advocating safe sex 100% of the time)- “Learning from our mistakes” and avoiding the self-justification trap by consulting outsiderso Justification of efforts Change attitude towards the goal and see it positively - Women put through mild, severe, or no initiation procedure to join club, which then seemed worthless, the women that went through severe initiation to get in, thought it was worthwhileChapter 7:- The Power of Advertisingo Most people think advertising works on everyone but themselveso Evidence indicates advertising does work – sales increaseso Best evidence that advertising works comes from studies using split cable market tests, advertisers work in conjunction w/ cable companies andstores to show ads to randomly selected group of people and see whether or not they are more likely to buy the producto Ads work particularly well for new products Marlboro ads – the Marlboro man Gender stereotypes: Men are doers, women are observersChapter 8:- Normative social influence in everyday lifeo Influence of other people that leads us to conform in order to be liked and accepted by them.o Public compliance w/ group beliefs and behaviors but not necessarily private acceptance of beliefs and behaviorso Women’s Body Image Women’s attempts to conform to cultural definitions of an attractive body Women perceive themselves as heavier than they actually are- Increased eating disorders, studies from two college sororities What is attractive has changed over the last 100 years many timeso Men’s Body Image Little research, but men are beginning to come under same pressure - The Obedient Studies, then and nowo Conforming to the Wrong Norm Milgram’s study of obedience Criticized unethical: lack of informed consent, deception, psychological distress, no allowance of withdrawal Replication of experiment found no significant difference even though it was ethically conductedChapter 9:- Social facilitation: performing task in private vs. public (co-actor or audience)o Is performance improved or impaired in public conditions?- Social Loafing: output of individual is diminished when working in groupo Men, more than womeno Individualistic societies- Process Losso General term covering many group processes Hamper extent to which groups can solve problems efficiently & effectively “Social” losses- conversation/interactions irrelevant to task- Distractions Failure to share unique information Groupthink- People begin to value group cohesiveness & solidarity morethan need to consider the facts in realistic manner- Can lead to disastrous decisions (JFK invading Cuba, Challenger disaster) Group polarization- Which ever way the group is leaning initially, members are more likely to polarize further in that directionChapter 10:- Effects of similarity on attractiono Similarity fuels relationships - Assumptions about attractive peopleo People assume that physical attractiveness is correlated w/ desirable traitso Beautiful people are more sociable, extraverted, socially competent, more sexual, happier, more assertive than less attractiveo “What is beautiful is good” appears across cultureso As important to men as it is to women- Social exchange in long-term relationshipso Idea that people’s feelings about a relationship depend on their perceptionsof the rewards/cost of the relationship- Equity in long-term relationshipso Idea that people are happiest w/ relationships in which rewards/cost experienced and the contributions made by both parties are