Social Psychology Test 3 Study Guide Emotions and Behavior Emotions and Behavior o Not just valence and arousal level Domain specificity Effect of emotion is dependent upon specific emotion Emotion serves to motivate behavior Disgust Sadness Sexual arousal Find a romantic partner Guilt Love Maintain a relationship o Love How do we direct our attention Think about a time you were happy vs in love o Universal Emotional Expressions Six basic emotions can be reliably distinguished from facial expressions anger surprise disgust happiness or joy fear and sadness o Emotional expression Happens without trying or knowing what to do Gender and Culture Duchenne smiles suggest genuine inner joy Involve raising the corner of the lips and contracting the muscles around the eyes a process that raises the cheeks or opens the mouth Are Women More Emotional Than Men Do men and women differ in how emotional they are Men may actually be slightly more emotional than women whereas women feel more willing to report their emotions and claim to have stronger feelings Differences in how much each gender expresses their emotion Other factors shaping our own expression Cultural differences Power differences Self presentation goals NOTE display does not mean feel Social Influence and Persuasion Real Life Examples of Social Influence o Washing hands in the bathroom o People do things in crowds that they would never do alone o The heaven s gate mass suicide Social Influence standard o Social influence o Conformity when interpersonal processes change people s behavior adjusting one s behavior or thinking to coincide with a group o Asch s Line Experiments Participants were shown a line of a certain length Then they were given 3 lines of different lengths and they had to pick which one most closely resembled the first line they were shown 95 of participants were correct when they did the task alone 75 of participants went against their own eyes at least once if they group gave the wrong answer Almost all incorrect in order to conform o Two types of social influence Two reasons why people conform normative and informational influence o Normative Influence being liked Normative influence liked and accepted involves going along with the crowd in order to be Normative influence may elicit public compliance outwardly going along with the group but maintaining a private inner belief that the group is wrong Public conformity not private acceptance People fear social rejection A strong group consensus leads people to do things they wouldn t normally do o Informational Influence Being Correct Group norms are the beliefs or behaviors that a group of people accepts as normal Informational influence you think the crowd knows more than you do rather than because you want to be liked as with normative social influence Two types of situations produce informational influence involves going along with the crowd because Ambiguous situations so that people do not know how to behave Crisis situations so that people don t have time to think for themselves Pluralistic ignorance while they are looking at you collective misinterpretation A key difference is whether the conforming person comes to believe that others are right or believes they are wrong but conforms simply to avoid rejection ridicule hostility or other kinds of punishment Informational influence helps produce private acceptance a genuine inner belief that others are right looking to others for cues about how to behave o Social influence is Not bad Powerful Important Helpful Techniques of Social Influence Social influence techniques can be organized according to four basic principles 1 commitment and consistency 2 reciprocations 3 scarcity and 4 capturing and disrupting attention this is from the book In lecture he said that there were three 1 maintaining consistency 2 the norm of reciprocity and 3 similarity familiarity o Techniques Based on Commitment and Consistency Once people make a commitment they feel both internal and external pressure to behave consistently with that commitment If they do not behave consistently with that commitment they experience physiological discomfort called cognitive dissonance Foot in the Door Technique Foot in the door technique is based on the principle of starting with a small request in order to get eventual compliance with a larger request o Complying with a small request feels like no big deal but it increases the likelihood of complying with larger requests later on o First step gain target s compliance with a small request o Second step make a related larger request Because the first offer was accepted it would be inconsistent to refuse the second request People are persuaded to maintain consistency between their behaviors Low Ball Technique Bait and Switch Technique In the low ball technique the requester first gets a person to comply with a seemingly low cost request and only later reveals hidden additional costs o First step get an agreement to a specific arrangement o Second step change the terms of the agreement It is often easier to continue with the commitment than to change it People feel compelled to stick to their initial commitment rather than change and appear inconsistent Bait and switch technique people in with an attractive offer that is unavailable and the switches them to a less attractive offer that is available technique in which one draws o First step spur the target to take a course of action o Second step describe course as unwise suggest alternative People want to remain consistent with that plan e g shopping buying even though the product is not what they planned to buy The labeling technique involves assigning a label to an individual and then requesting a favor that is consistent with the label o First step assign the target a trait label o Second step seek compliance with a label consistent request Labeling Technique People comply with request to be consistent with the positive trait The labeling technique is related to the self fulfilling prophecy o Expectations guide behavior o People tend to live up to the label others give them Legitimization of Paltry Favors Technique The legitimization of paltry favors technique involves the requester making a small amount of aid acceptable o Ex Even a penny will help o Techniques Based on Reciprocation Reciprocity if you take care of me I will take care of you is one of the foundations of culture Door in the Face Technique Door in the face technique involves
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