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attitudes social identification function - use attitudes to summarize (socially identify) the world around us foot-in-the-door phenomenon start with a small request and build up with increasingly larger requests door-to-the-face phenomenon start with a very large request, than quickly backtrack and make a small request. the new request if interpreted as being more reasonable than if no prior request was made zimbardo effect prison guard experiment cognitive dissonance theory (Leon Festinger) when a person experiences a situation that contradicts his/her attitude about the situation, the resulting dissonance (stress caused) might cause a change in attitude. central route to persuasion persuade using facts and figures peripheral route to persuasion persuade using superficial qualities internal attribution (dispositional attribution) the cause is from within (personality) external attribution (situational attribution) the cause is environmental (external factors) fundamental attribution error to overestimate internal attributions when evaluating someone while devaluing external attributions actor-observer bias a person (the actor) attributes his own actions to situational factors and observers attribute the actor's actions to dispositional factors self-serving bias to overestimate external attributions when things go wrong for ourselves, and internal ones when things go well conformity (solomon asch) conformity occurred 37% of the time 75% of subjects conformed at least once the larger the group, the more likely to conformity a dissenter in the group drop conformity to 10% obedience to authority (stanley milgram) approximately 60% of the subjects administered the maximum shock people tend to obey authority figures most psychiatrists were surprised by the high percentage of obedience self-fulfilling prophecy this is a prediction that, in being made, actually causes itself to become true. EX. stock market social facilitation people perform better (when confident and well trained) in front of a group social inhibition people might be less likely to do various behaviors in front of others social loafing as the size of the group gets larger, the individual in the group does less deindividuation the individual often loses his/her identity within a group (mob mentality) group polarization a person's attitudes become more extreme when he/she is within a group that holds similar attitudes groupthink the desire to maintain harmony within a group keeps an individual from expressing his/her dissenting opinion personal space 2.5-3 feet self concept social and cultural factors (gender, race, ethnicity) influence self concept prejudice stereotypes in-group vs. out-group in group bias* we prefer people like us (similar self concept or attitudes) ethnocentrism preference for your ethnic group. all other cultures are compared to it. scapegoat theory categorization saying all people of a group are alike just world phenomenon the world is just and people get what they deserve (karma) psychoanalytical perspective on aggression displaced thantos biological perspective on aggression genetics, testosterone social perspective on aggression social learning theory (parents, media, video games) frustration-aggression principle - frustration can lead to aggression social traps/game theory (conflict) (john nash) the best result is not doing what is best for yourself, but doing what is best for yourself and the group reciprocity give and take proximity close in physical space mere exposure effect the more we see something the more we like it passionate love physical love. most common when young companionate love common bond/mutual respect. more lasting than passionate love bystander effect (kitty genovese murder) the more people around, the less likely an individual will help someone in distress altruism unselfish regard for the welfare of others social exchange theory people help others in order to receive something see in return. some adherents doubt altruism exists