Chapter 5 Independent View of Self o Western cultures o Defining oneself in terms of one s internal thoughts feelings actions not the those of others Interdependent View of Self o Asian and non Western cultures o Defining relationships to other people recognizing that one s behavior is often determined by thoughts feelings and actions of others Self perception Theory o 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 handicapping o 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 Paradigm o 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 outsiders o 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 worthwhile Chapter 7 The Power of Advertising o Most people think advertising works on everyone but themselves o Evidence indicates advertising does work sales increases o Best evidence that advertising works comes from studies using split cable market tests advertisers work in conjunction w cable companies and stores to show ads to randomly selected group of people and see whether or not they are more likely to buy the product o Ads work particularly well for new products Marlboro ads the Marlboro man Gender stereotypes Men are doers women are observers Chapter 8 Normative social influence in everyday life o 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 behaviors o 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 times o Men s Body Image Little research but men are beginning to come under same pressure The Obedient Studies then and now o 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 conducted Chapter 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 group o Men more than women o Individualistic societies Process Loss o 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 more than 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 direction Chapter 10 Effects of similarity on attraction o Similarity fuels relationships Assumptions about attractive people o People assume that physical attractiveness is correlated w desirable traits o Beautiful people are more sociable extraverted socially competent more sexual happier more assertive than less attractive o What is beautiful is good appears across cultures o As important to men as it is to women Social exchange in long term relationships o Idea that people s feelings about a relationship depend on their perceptions of the rewards cost of the relationship Equity in long term relationships o Idea that people are happiest w relationships in which rewards cost experienced and the contributions made by both parties are equal