Social Psychology

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Need for affiliation

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The basic motive to seek and maintain interpersonal relationships

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Attachment Style

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The degree of security experienced in interpersonal relationships. Different styles initially develop in the interactions between infant and caregiver when the infant acquires basic attitudes about self-worth and interpersonal trust.

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Dismissing avoidant attachment Style

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A pattern in which a person clams to have little or no need for emotional attachments to others, and who in fact tend to avoid close relationships.

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Interpersonal Attraction

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The evaluations a person makes of other people. Attitudes towards that person can be positive or negative.

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Repeated exposure effect

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Frequent contact with any mildly negative, neutral or positive stimulus results in an increasingly positive evaluation of that stimulus.

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Similarity - Dissimilarity effect

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The consistent finding that people respond positively to indications that another person is similar to themselves and negatively to indications that another person is dissimilar from themselves.

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Attitude similarity

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The extent to which two individuals share the same attitudes

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Proportion of Similarity

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The number of specific indicators that two people are similar divided by the number of specific indicators that two people are similar plus the number of specific indicators that they are dissimilar.

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Interpersonal Trust

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An attitudinal dimension underlying attachment styles that involves the belief that other people are generally trustworthy, dependable and reliable as opposed to the belief that others are generally untrustworthy undependable and unreliable.

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Secure Attachment Style

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High in self esteem and trust. Bust able to form lasting committed satisfying relationships throughout life.

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Fearful Avoidant Attachment Style

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Low self-esteem low interpersonal trust. tend not to form close relationships or to have unhappy ones.

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Preoccupied Attachment Style

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Low self-esteem. High interpersonal trust. Individuals showing this pattern want closeness and readily form relationships. Expect to eventually be rejected because they believe themselves to be unworthy.

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Dismissing attachment style

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High self-esteem. Low interpersonal trust. Believes deserving of good relationships but doesn't trust.

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Love

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Combination of emotions cognitions and behaviors that often play a crucial role in intimate relationships.

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Motives for helping people

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1. Empathy

2. Negative State relief model

3. Empathic Joy Hypothesis

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Empathy

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Emotional reactions that are focused on or oriented toward other people and include feelings of compassion, sympathy, and concern.

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Empathy-altruism Hypothesis

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The suggestion that some prosocial acts are motivated solely by the desire to help someone in need.

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Three components of Empathy

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1. Emotional Empathy (Emotional; sharing feelings of others)

2. Empathic Accuracy (Cognitive; perceiving others thoughts and feelings accurately)

3. Empathic Concern (Concern for another's well-being)

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Social Influence

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Efforts by one or more persons to change the behavior attitudes or feelings of one or more others.

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Conformity

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A type of social influence in which individuals change their attitudes or behavior to adhere to existing social norms.

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Compliance

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A Form of social influence involving direct requests from one person to another

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Symbolic Social Influence

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Social influence resulting from the mental representation of others or our relationship with them.

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Obedience

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A form of social influence in which on person simply orders one or more others to perform some action(s).

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Social Norms

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Rules indicating how individuals are expected to behave in specific situations.

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What happens if the norms are more obvious?

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Greater conformity by most people is expected

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Some social norms are explicitly stated:

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Rules to a specific game, laws, signs in public places

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Some social norms are unspoken, implicit:

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Being quiet during a concert, dressing a certain way for a job interview,

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Introspection Illusion

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Our belief that social influences plays a smaller role in shaping our own actions than it does in shaping the actions of others.

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Large majority of people in Asch's Research did what?

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Chose to conform and answer with the group at least once. 76%

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Public Conformity

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Doing or saying what others around us say or do

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Private Acceptance

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Actually coming to feel or think as others do

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Cohesiveness

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The extent to which we are attracted to a social group and want to belong to it.

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Larger the group:

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The greater tendency to conform and do as they do.

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Descriptive Norms

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Norms simply indicating what most people do in a given situation

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Injunctive Norms

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Norms specifying what out to be done; what is approved or disapproved behavior in a given situation.

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Normative Focus theory

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A theory suggesting that norm will influence behaviors only to the extent that they are focal for the people involved at the time the behavior occurs.

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Two important motives for tendency to conform:

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1. The desire to be liked by others.

2. The desire to be right or accurate.

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Normative Social Influence

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Social influence based on the desire to be liked or accepted by other people

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Informational social influrence

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Social influence based on the desire to be correct

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Gaining compliance: Six Basic Principles

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1. Friendship/liking

2. Commitment/Consistency

3. Scarcity

4. Reciprocity

5. Social Validation

6. Authority

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Friendship/liking

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- More willing to comply with requests from people we like

Ex: Flattery

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2. Commitment/Consistency

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- More likely to comply if action is consistent with commitment.

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3. Scarcity

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- If outcome or objects are decreasing in availability, more likely to comply with requests that pertain to scarcity

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4. Reciprocity

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You did me a favor so i'll do you one

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5. Social Validation

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Compliance if action is consistent with what we believe others would do in our shoes.

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6. Authority

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Legit authority= compliance

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Foot-in-the-door Technique

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A procedure for gaining compliance in which requesters begin with a small request and then when this is granted, escalate to a larger one (the one the actually desire all along)

Based on consistency and commitment

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Lowball Procedure

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A technique for gaining compliance in which an offer or deal is changed to make it lass attractive to the target person after this person has accepted it.

Based on Commitment.

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Door-In-the-face Technique

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A procedure for gaining compliance in which requesters begin with a large request and then when this is refused, retreat to a smaller one. (the one they actually desired all along)

Based on Reciprocity

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That's-not-all Technique

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A technique for gaining compliance in which requesters offer additional benefits to target people before they have decided whether to comply with or reject specific requests.

Based on Reciprocity

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Playing Hard to Get

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A technique that can be used for increasing compliance by suggesting that a person or object is scarce and hard to obtain.

Based on Scarcity

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Deadline technique

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A technique for increasing compliance in which target people are told that they have only limited time to take advantage of some offer to obtain some item.

Based on Scarcity