Psyc 2606 1st EditionExam # 3 Study GuideChapter 9 Social Influence: ● Social Influence: the ways people affect one another -- changes in attitudes, beliefs, etc., based upon other people○ Conformity: you will change your behaviors in response to direct or indirect pressure from others (does not matter if it is real or imagined)○ Automatic Mimicry: tendency to mimic posture, mannerisms, attitudes, facial expressions, etc., of those around us ■ happens without us thinking about it ■ studies show that if people mimic us, it makes us like them better■ after we are mimicked, we are more likely to be more giving/generous ○ Preparation for Interaction: guides us to behave in ways that make people more likely to like us○ Ideomotor Action: if we think about something, we are more likely to do it ■ ex. when you are listening to a song while writing something down and you accidentally write down something the song says rather than what you actually wanted to write down● Informational Social Influence: the influence of other people results from us taking their comments/actions as a source of information about what is correct/proper● Normative Social Influence: influence of other people that is based on a persons desire to avoid disapproval ● Factors for Conformity 1. group size (effect levels out at over 3 people)2. group unanimity (even if 1 person in a group also is against something, we feel more comfortable saying what we truly feel)3. expertise and social status (people against something are less likely to speak up when surrounded by people with expertise or social status)a. stronger influence than gender4. gender you are raised as (women are slightly more likely to conform)5. difficulty or ambiguity of the task (if you are not sure what to do then you are more likelyto conform)6. if you are anonymous or not (more anonymous = less likely to conform)● Compliance: respond favorable to a direct request from another person (agreeing to the request)○ Norm of Reciprocity: people should provide benefits to those who benefit them○ Door in the Face: you ask for a huge request at first, and then follow up with a smaller request○ Foot in the Door: start with a little request, and because they have complied, you ask for a bigger request ● Obedience: submitting to the demands of (in general) a more powerful person● Milgram's experiment (increased level of shocks and obedience) - 65% were willing to shock their fellow citizens over and over again even when they were screaming or no longer screaming in order to follow orders ○ look at figure 9.7 in the textbook■ after some people had to hear the harshest direction to continue - “you have no other choice but to continue”, most people walked out ■ obedience dropped if they could see the person being affected ■ if the experimenter is not in the room, the people left quicker ■ when the experimenter was lacking authority, the people left quicker ■ if the authorities were arguing with each other, obedience was almost 0○ Baseline Condition: the basic experiment (without any different manipulations)■ for milgrams experiment, the experiment where the people were just in the room with the experimenter and couldn't see the person they were shockingChapter 10 Relationships and Attraction ● Sternberg's Triangular Theory of Love ○ intimacy + passion + commitment ○ Outside of triangle = liking (high intimacy low passion), infatuation (high passion low intimacy/comfort/commitment), empty love (high commitment but low in intimacy and low in passion), fatuous love (high passion and high commitment), romantic love (high passion high intimacy low commitment), companionate (high intimacy, high commitment, low passion) ○ Center of triangle = consummate love (high intimacy, high passion, high commitment) ● Social exchange theory : people want to maximize their rewards and minimize their costs out of a relationship ○ what are you getting out of your relationship? outcomes = rewards - cost○ yWhat role do expectations play? ■ comparison levels : how you are comparing your relationship to what you think relationships should look like (about your satisfaction)■ comparison level alternatives : what is your expected outcome in an alternative situation (about your dependence) ● ex. do you think you can get something better somewhere else?■● Investment Model of Relationships : depends on satisfaction level, the quality of alternatives, and investment size ○ all of these go together to determine your commitment level○ your commitment level will determine how you act and how you think ● What is attractive? ○ men and women rated their current body type, the body type they wanted to have, and thebody type they think is attractive in the opposite gender ○ what we think is attractive is not actually the case ○ read pages 378 - 386○ The Halo Effect : we tend to think people who are more attractive have better lives and are better people in general ○ The Matching Phenomenon : we tend to be attracted to people who look similar to us ■ we like people who validate what we like ■ we like familiar people (being similar to someone makes them more familiar)■ similar people to us give us approval■ we like people who mimic us○ Proximity/Propinquity : we are more likely to like people who are nearby○ Exposure Effect : the more you are with somebody the more you grow to like them○ The Gain Loss Theory of Attraction : we like people who grow to like us over time rather than those who liked us all along ■ study : pairs of men and women met several times to talk about topics ● participant liked the partner the most when they were saying negative things that turned to positive things ● Reciprocity : when there is competition we are more likely to like the person if they initially like us back● Generalized Reciprocity : people who generally like people to be generally liked by everybody else ● Dyadic Reciprocity : you just like one person and they just like one person (selective) ○ we like people who are more selective ○ Relational Pluralistic Ignorance : 2 people who are interested in each other but they make wrong assumptions/attributions about why the other person didn’t make the first move (because we only have access to our own emotions)○ Signal Amplification Bias : people perceive that when they do make a move they are putting out more romantic interest than we actually