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Social Psychology : Unraveling the Mystery

ISBN: 9780205165216 | 0205165214
Format: Hardcover
Publisher: Prentice Hall
Pub. Date: 12/1/1998

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SummaryTable of Contents
The two central themes of this book are (1) social behavior is goal directed; and 2) social behavior is the result of interactions between the person and the situation. The book begins by describing the field, then moves on to discuss the systems that affect social behavior; social cognition; self-presentation; persuasion; social influence; affiliation, love, and romantic relationships; prosocial and aggressive behavior; prejudice; groups; and global social dilemmas.
From the Authorsxv
Introduction to Social Psychology
2(36)
The Mysteries of Social Life
3(2)
... MORE
What Is Social Psychology?
5(1)
Scientific Description and Explanation
5(1)
Major Theoretical Perspectives of Social Psychology
6(7)
The Sociocultural Perspective
6(1)
The Evolutionary Perspective
7(1)
Focus on Culture: Societal Differences and Similarities in Homicide Patterns
8(2)
The Social Learning Perspective
10(1)
The Phenomenological Perspective
10(1)
The Social Cognitive Perspective
11(1)
Combining Perspectives
12(1)
Basic Principles of Social Behavior
13(7)
Social Behavior Is Goal Oriented
14(2)
Focus on Gender: Social Rules for Attracting Mates
16(1)
Motives, Goals, and Social Behavior
17(1)
The Interaction between the Person and the Situation
17(3)
How Psychologists Study Social Behavior
20(12)
Descriptive Methods
21(1)
Focus on Social Dysfunction: The Case of a Mass Murderer and His Family
22(3)
Correlation and Causation
25(1)
Experimental Methods
26(2)
Why Social Psychologists Combine Different Methods
28(2)
Ethical Issues in Social Psychological Research
30(2)
How Does Social Psychology Fit into the Network of Knowledge?
32(2)
Social Psychology and Other Areas of Psychology
32(1)
Social Psychology and Other Disciplines
33(1)
Revisiting the Mysteries of Social Life
34(1)
Chapter Summary
35(3)
The Person in the Situation
38(34)
The Enigma of an Ordinary and Extraordinary Man
39(2)
The Motivational System: Motives and Goals
41(8)
What Are Motives and Goals?
41(1)
Where Do Motives and Goals Come From?
42(1)
Focus on Culture: Individualistic and Collectivistic Goals
43(1)
From Desire to Reality: Self-Regulation, Attention, and Automaticity
44(2)
Focus on Social Dysfunction: Creating the Opposite of What We Intend
46(1)
Readying Motives and Goals for Action
47(2)
The Representational System: Our ``View'' of Ourselves and the World
49(5)
The Nature of Mental Representations
49(2)
Representing Ourselves: The Self-Concept
51(1)
Activating Mental Representations
52(1)
Representations as Expectations
53(1)
Representation and Motivation Together
54(1)
The Affective System: Feelings
54(9)
Focus on Method: Assessing Attitudes, Emotions, and Moods
55(1)
Where Do Emotions, Moods, and Attitudes Come From?
56(4)
Focus on Gender: Are Women Really More ``Emotional'' than Men?
60(1)
Affect and Motivation Together
61(1)
Affect and Representation Together
62(1)
From the Person to Behavior
63(5)
The Great Debates: Do Attitudes and Traits Cause Behavior?
64(1)
The Importance of Reliable Measurement
64(1)
The Role of Central Aspects of the Person
65(1)
The Interaction of Person Components
65(1)
The Person and Situation Interact
66(1)
Focus on Application: Honesty in the Workplace
66(2)
Revisiting the Enigma of an Ordinary and Extraordinary Man
68(2)
Chapter Summary
70(2)
Social Cognition: Understanding Ourselves and Others
72(42)
The Contrary Portraits of Richard Nixon
73(2)
The Social Thinker
75(3)
Attention, Interpretation, Judgment, and Memory
75(2)
The Varying Goals of Social Cognition
77(1)
The Goal: To Conserve Mental Effort
78(13)
Expectation Confirmation Strategies
78(1)
Focus on Social Dysfunction: The Self-Fulfilling Prophecy
79(2)
Dispositional Inferences
81(1)
Focus on Culture: How Fundamental Is the ``Fundamental Attribution Error''?
82(1)
Other Cognitive Shortcuts
83(2)
Focus on Method: Using Experiments to Test Alternative Hypotheses
85(2)
The Person: Arousal, Positive Feelings, and Need for Structure
87(2)
The Situation: Situational Complexity and Time Pressure
89(1)
Interactions: When the World Doesn't Fit Our Expectations
90(1)
The Goal: To Manage Self-Image
91(8)
Cognitive Strategies for Enhancing and Protecting the Self
91(4)
Focus on Application: Control Beliefs and Health
95(2)
The Person: Personal Self-Esteem
97(1)
The Situation: Threats to Personal Self-Esteem
97(1)
Interactions: Personal Self-Esteem, Self-Esteem Instability, and Threat
98(1)
The Goal: To Be Accurate
99(12)
Unbiased Information Gathering and Assessment
100(1)
The Strategy of Attributional Logic
101(4)
The Person: Desire for Control, Sadness, and Need for Cognition
105(2)
Focus on Gender: Do Women and Men Think Differently?
107(1)
The Situation: Unexpected Events and Social Interdependence
108(1)
Interactions: The Crucial Role of Cognitive Resources
109(2)
Revisiting the Contrary Portraits of Richard Nixon
111(1)
Chapter Summary
112(2)
Presenting the Self
114(36)
The Amazing Lives of Fred Demara
115(2)
What Is Self-Presentation?
117(7)
Why Do People Self-Present?
117(2)
When Do People Self-Present?
119(1)
The Nature of Self-Presentation
120(1)
Focus on Application: Detecting Deception
121(3)
The Goal: To Appear Likable
124(8)
Strategies of Ingratiation
124(1)
Focus on Method: The Science of Deciphering Facial Expressions
125(3)
Focus on Culture: Modesty Norms Across Cultures
128(2)
The Person: Gender
130(1)
The Situation: Potential Friends and Power-Holders
131(1)
Interactions: Presenting to Audiences Having Differing Values
131(1)
The Goal: To Appear Competent
132(6)
Strategies of Self-Promotion
133(2)
Focus on Social Dysfunction: The Paradox of Self-Handicapping
135(1)
The Person: Competence Motivation and S hyness
136(1)
The Situation: When Competence Matters
137(1)
Interactions: Competence Checks and the Interpersonal Cycle of Self-Promotion
137(1)
The Goal: To Convey High Status and Power
138(8)
Strategies of High Status and Power
139(3)
The Person: Gender and Self-Presentation Revisited
142(1)
The Situation: The Role of Competition
143(1)
Interactions: Gender of Actor, Gender of Audience
143(1)
Focus on Gender: The Self-Presentational Dilemma of Aspiring Women
144(2)
Revisiting the Amazing Lives of Fred Demara
146(2)
Chapter Summary
148(2)
Persuasion
150(42)
The Changing Story of Peter Reilly
151(2)
Defining and Determining Persuasion
153(12)
Which Attitudes Resist Persuasion?
153(2)
How Can We Measure Persuasion?
155(1)
Focus on Method: The After-Only Design
156(2)
Cognitive Responses: Self-Talk Persuades
158(2)
Focus on Application: Smoking the Tobacco Companies with Counterarguments
160(1)
Dual Process Models of Persuasion: Two Routes to Change
161(3)
The Goals of Persuasion: Why People Change Their Attitudes and Beliefs
164(1)
The Goal: To Be Accurate
165(9)
Good Shortcuts: Credible Communicators, Others' Responses, and Ready Ideas
165(4)
The Person: Issue Involvement, Mood, and Suggestibility
169(1)
The Situation: Done Deals and Unwelcome Information
170(1)
Focus on Social Dysfunction: Defensiveness and Denial
171(2)
Interactions: Credibility, Complexity, and Need for Cognition
173(1)
The Goal: To Be Consistent
174(9)
Balance Theory
174(1)
Cognitive Dissonance Theory
175(3)
The Person: Arousal and Preference for Consistency
178(1)
The Situation: Consequences and Salience
179(1)
Interactions: Consistent with What?
180(1)
Focus on Culture: Successful Ads in Different Cultures
181(2)
The Goal: To Gain Social Approval
183(5)
The Person: Self-Monitoring and Gender
183(1)
Focus on Gender: Women, Men, and Persuasion
184(1)
The Situation: The Nature of the Audience and the Expectation of Discussion
185(1)
Interactions: Expected Discussions and Social Approval
186(2)
Revisiting the Story of Peter Reilly
188(2)
Chapter Summary
190(2)
Social Influence
192(42)
The Extraordinary Turnaround (and Around) of Steve Hassan
193(2)
Categories of Social Influence: Conformity, Compliance, and Obedience
195(9)
Conformity: Asch's Research on Group Influence
196(3)
Compliance: The Foot-in-the-Door Tactic
199(1)
Focus on Method: Participant Observation
200(1)
Obedience: Milgram's Electric Shock Procedure
201(3)
The Goals of Social Influence
204(1)
The Goal: To Choose Correctly
204(9)
Principles: Authority and Social Validation
205(3)
Focus on Social Dysfunction: Mass Hysteria
208(1)
The Person: Uncertainty
209(1)
The Situation: Consensus and Similarity
210(1)
Interactions: Uncertainty and the Desire for Accuracy
211(2)
The Goal: To Gain Social Approval
213(10)
Social Norms: Codes of Conduct
213(3)
Focus on Culture: Norms of Obligation
216(1)
The Person: Approval, Collectivism, and Rebelliousness
217(2)
The Situation: Appeal and Observability
219(2)
Interactions: Who Is Strong Enough to Resist Strong Group Norms?
221(1)
Focus on Application: Doing Wrong by Trying to Do Right
221(2)
The Goal: To Manage Self-Image
223(8)
Commitment-Based Tactics
223(3)
The Person: Existing Values and Internal Focus
226(1)
The Situation: Active and Public Commitments
227(2)
Interactions: Men, Women, and Public Conformity
229(1)
Focus on Gender: Me Macho, I Won't Show Change
229(2)
Revisiting the Turnaround of Steve Hassan
231(1)
Chapter Summary
232(2)
Affiliation and Friendship
234(36)
The Woman ``Everybody Loved'' and the Man Who Hated Her
235(2)
Defining and Describing Affiliation and Friendship
237(6)
Studying Real-Life Relationships
238(1)
Focus on Method: Studying Intimate Relationships without Really Being There
239(1)
Agreeableness and Dominance
240(2)
Goals of Affiliative Behavior
242(1)
The Goal: To Get Social Support
243(7)
Focus on Application: Health Psychology and Social Support
244(1)
The Person: Birth Order, Dependency, and Intimacy Motivation
245(2)
The Situation: Impersonal Danger, Social Isolation, and Embarrassment
247(1)
Interactions: Pushing Support Away
248(1)
Focus on Social Dysfunction: The Self-Perpetuating Cycle of Loneliness and Depression
248(2)
The Goal: To Get Information
250(5)
Social Comparison and Liking for Similar Others
251(1)
The Person: Self-Disclosers and Non-Disclosers
252(1)
The Situation: Uncertainty and Similarity of Others
253(1)
Interactions: Positivity Bias and Self-Esteem Maintenance
254(1)
The Goal: To Gain Status
255(4)
The Person: Intimacy and Power Needs
256(1)
Focus on Gender: Sex Differences in Friendships
256(1)
The Situation: Status Salience and Stigmatic Associations
257(2)
Interactions: Seeking Status May Erode Social Support
259(1)
The Goal: To Exchange Material Benefits
259(7)
Fundamental Patterns of Social Exchange
260(1)
The Person: Individual Differences in Communal Orientation
261(1)
The Situation: Communal Relationships and Proximity
262(1)
Interactions: Social Exchange Depends on Who's Nearby
263(1)
Focus on Culture: Are Personal Relationships Different in Western and Non-Western Cultures?
263(3)
Revisiting the Beloved Roosevelt and the Hate-filled Hoover
266(2)
Chapter Summary
268(2)
Love and Romantic Relationships
270(38)
The Puzzling Love Lives of the British Monarchs
271(2)
Defining Love and Romantic Attraction
273(4)
The Defining Features of Love
273(1)
Focus on Method: Uncovering the Different Factors of Love
274(1)
Are there Different Varieties of Love?
275(1)
The Goals of Romantic Relationships
276(1)
The Goal: To Obtain Sexual Satisfaction
277(8)
The Person: Hormones, Sociosexual Attitudes, Social Attractiveness, and Gender
278(2)
Focus on Gender: What Do Men and Women Look for in Romantic Relationships?
280(1)
The Situation: Arousing Settings, Nonverbal Cues, and Cultural Norms
281(3)
Interactions: Variations in Perceptions and Reactions
284(1)
The Goal: To Establish Family Bonds
285(10)
The Attachment System
286(1)
The Person: Attachment Style, Temperament, and Exchange Orientation
287(2)
The Situation: Threats, Children, and Within-Sex Competition
289(1)
Focus on Social Dysfunction: Obsessive Relationships and Unrequited Love
290(3)
Interactions: Communication Patterns and Reciprocal Effects of Personality and Marriage
293(1)
Focus on Application: Studying Healthy Communication to Save Marriages
293(2)
The Goal: To Gain Resources and Social Status
295(8)
Focus on Culture: Cross-Cultural Differences in Monogamy and Polygamy
296(1)
The Person: Gender and Sexual Orientation
297(3)
The Situation: Changing Levels of Involvement
300(1)
Interactions: Dominance by Itself Isn't Enough
301(2)
Revisiting the Love Lives of the British Monarchs
303(1)
Chapter Summary
304(4)
Prosocial Behavior
308(42)
The Strange Case of Sempo Sugihara
309(2)
Defining Prosocial Behavior
311(1)
Types of Prosocial Behavior
311(1)
The Goals of Prosocial Action
312(1)
The Goal: To Gain Genetic and Material Benefits
312(9)
Insights into the Evolution of Help
313(1)
Focus on Method: Using Behavioral Genetics to Study Helping
314(1)
The Person: Instilled Beliefs and the Expanded Sense of ``We''
315(2)
The Situation: Similarity and Familiarity
317(1)
Focus on Application: Getting Help by Adjusting the Helper's Sense of ``We''
318(3)
Interactions: Types of Helpers, Types of Victims, and Types of Need
321(1)
The Goal: To Gain Social Status and Approval
321(8)
Focus on Culture: The Puzzling Potlatch
322(1)
Social Responsibility: The Helping Norm
323(3)
The Person: Need for Approval and Awareness of the Helping Norm
326(1)
The Situation: Helping Models and Population Density
327(1)
Interactions: Gender and Type of Help
327(1)
Focus on Gender: When and Why Women Help More than Men
327(2)
The Goal: To Manage Self-Image
329(7)
The Person: Personal Norms and Religious Codes
329(3)
The Situation: Labeling and Self-Focus
332(1)
Interactions: Deciding Not to Help Friends or to Seek Their Help
333(1)
Focus on Social Dysfunction: Failing to Seek Needed Help
334(2)
The Goal: To Manage Our Moods and Emotions
336(5)
Managing Arousal in Emergency Situations: The Arousal/Cost-Reward Model
336(1)
Managing Mood in Nonemergency Situations: The Negative State Relief Model
337(1)
The Person: Sadness and Age
338(1)
The Situation: Costs/Benefits of Helping and the Ability of Helping to Influence Mood
339(1)
Interactions: Gourments and Gourmands
340(1)
Does Pure Altruism Exist?
341(5)
The Empathy-Altruism Sequence
343(2)
An Egoistic Interpretation
345(1)
Revisiting the Case of Sempo Sugihara
346(1)
Chapter Summary
347(3)
Aggression
350(42)
A Wave of Senseless Violence
351(2)
Defining Aggression
353(4)
Different Types of Aggression
353(1)
Focus on Gender: Differences in Aggression May Depend on Your Definition
354(2)
Goals Served by Aggressive Behavior
356(1)
The Goal: To Cope with Feelings of Annoyance
357(8)
The Frustration-Aggression Hypothesis
358(1)
The Person: Arousal States and Type A Syndrome
358(2)
The Situation: Pain, Heat, and Poverty
360(2)
Interactions: Frustration, Perception, and Personal Choices
362(3)
The Goal: To Gain Material and Social Rewards
365(8)
Focus on Social Dysfunction: Gangland Violence
365(2)
The Social Learning Theory of Aggression
367(1)
The Person: Psychopathy, Empathy, and Alcohol Intoxication
368(1)
The Situation: Violent Media, Competitive Sports, and Glamorized Wars
369(1)
Focus on Method: Using Meta-Analysis to Examine the Effects of Violent Media
370(2)
Interactions: Choosing to Watch Glamorized Violence
372(1)
The Goal: To Gain or Maintain Social Status
373(7)
Aggression and Sexual Selection
374(1)
The Person: Sex and Testosterone
374(2)
The Situation: Insults and ``Trivial Alteractions''
376(1)
Focus on Culture: The Culture of Honor
377(2)
Interactions: Different Opportunity Paths
379(1)
The Goal: To Protect Oneself or Others
380(4)
The Person: Self-Defensive Attributional Style and the Effect/Danger Ratio
381(1)
The Situation: Perceived Threats
382(1)
Interactions: Self-Protective Aggression May Increase Danger
383(1)
Reducing Violence
384(3)
Rewarding Alternatives to Aggression
384(1)
Focus on Application: Using Cognition to Manage Angry Arousal
384(2)
Legal Punishments
386(1)
Prevention by Removing Threats
386(1)
Revisiting Senseless Violence
387(2)
Chapter Summary
389(3)
Prejudice, Stereotyping, and Discrimination
392(40)
The Unlikely Journey of Ann Atwater and C. P. Ellis
393(2)
Planet Prejudice
395(5)
Group Antagonisms: Some Definitions
395(2)
Focus on Gender: Sexual Harassment as Gender Discrimination
397(1)
The Costs of Prejudice, Stereotyping, and Discrimination
398(2)
The Goals of Prejudice, Stereotyping, and Discrimination
400(1)
The Goal: To Gain Material Benefits for One's Group
400(5)
Creating and Maintaining Ingroup Advantage
401(1)
The Person: Social Dominance Orientation
402(1)
Focus on Culture: Social Dominance Orientation across the Globe
402(1)
The Situation: Intergroup Competition
403(1)
Interactions: The Self-Fulfilling Spiral of Intergroup Competition
404(1)
The Goal: To Gain Social Approval
405(4)
The Person: Conformity Seeking, Self-Monitoring, and Perceived Social Standing
406(1)
The Situation: The Time and the Place
407(1)
Interactions: Intrinsic Religiosity and Prejudice
408(1)
The Goal: To Manage Self-Image
409(5)
Personal and Social Identities
410(1)
The Person: Ingroup Identification and Authoritarianism
410(1)
Focus on Social Dysfunction: The Authoritarian Personality
411(1)
The Situation: Failure
412(1)
Interactions: Self-Esteem and Threat
413(1)
The Goal: To Conserve Mental Effort
414(8)
The Characteristics of Useful Stereotypes
414(2)
Focus on Method: Exploring the Automatic Activation of Stereotypes
416(1)
The Person: Need for Structure, Moods, and Emotions
417(1)
The Situation: Cognitively Taxing Circumstances
418(1)
Interactions: Overheard Ethnic Slurs
419(3)
Reducing Prejudice, Stereotyping, and Discrimination
422(6)
Interventions Based on the Ignorance Hypothesis
422(1)
The Goal-Based Approach
423(2)
When Contact Helps
425(2)
Focus on Application: Cooperation in the Classroom
427(1)
Revisiting the Journey of Ann Atwater and C. P. Ellis
428(1)
Chapter Summary
429(3)
Groups
432(40)
The Surprising Rise and Fall of Margaret Thatcher
433(2)
The Nature of Groups
435(8)
The Mere Presence of Others and Social Facilitation
435(2)
Crowds and Deindividuation
437(1)
Groups as Dynamic Systems: The Emergence of Norms
438(1)
Focus on Method: Using Computer Simulation to Explore Complex Group Processes
438(2)
``Real'' Groups: Interdependence, Group Identity, and Structure
440(2)
Why Do People Belong to Groups?
442(1)
The Goal: To Get Things Done
443(8)
Lightening the Load, Dividing the Labor
443(1)
Focus on Social Dysfunction: The Social Disease of Social Loafing
444(1)
The Person: Expectations of Individual Failure and Group Success
445(1)
The Situation: Current Needs, Individualistic Societies
446(1)
Interactions: When Are Groups Productive?
447(2)
Focus on Culture: Diversity and Group Performance
449(2)
The Goal: To Make Accurate Decisions
451(8)
The Person: The Need to Know
452(1)
The Situation: Uncertain Circumstances
452(1)
Interactions: Discussion and Decision Making: Polarization, Minority Influence, and Groupthink
453(3)
Focus on Application: Majority and Minority Influence in the Jury Room
456(3)
The Goal: To Gain Positions of Leadership
459(8)
The Person: Ambition, Energy, and Gender
460(2)
The Situation: Voids at the Top, Connections
462(1)
Interactions: Who Gets to Lead, and When Is Leadership Effective?
463(2)
Focus on Gender: When Women Make Better Leaders
465(2)
Revisiting the Rise and Fall of Margaret Thatcher
467(2)
Chapter Summary
469(3)
Global Social Dilemmas
472(36)
Burgeoning Bengalis, Disappearing Shellfish, and Wars with No Possible Victors
473(2)
Defining Social Dilemmas
475(4)
Focus on Social Dysfunction: The Tragedy of the Commons
475(3)
Interlocking Problems and Solutions
478(1)
Goals Underlying Global Social Dilemmas
478(1)
The Goal: To Gain Immediate Satisfaction
479(9)
Social Traps
479(2)
The Person: Egoistic versus Prosocial Orientations
481(2)
The Situation: Timing of Consequences and Activation of Social Norms
483(3)
Interactions: Different Policies for Different Motives
486(2)
The Goal: To Defend Ourselves and Valued Others
488(16)
Outgroup Bias and International Conflict
488(1)
The Person: Social Dominance, Authoritarianism, and Deterrence Worldview
489(1)
Focus on Gender: Differences in Ethnocentrism and Militarism
489(3)
The Situation: Competition and Threat
492(2)
Focus on Method: Time-Series Analysis and International Cooperation
494(4)
Focus on Culture: Intercultural Miscommunication and International Conflict
498(1)
Interactions: The Reciprocal Dynamics of Cooperation and Conflict
499(3)
Focus on Application: Increasing Intergroup Cooperation with the GRIT Strategy
502(2)
Revisiting the Mysteries of Bangladesh, Disappearing Shellfish, and Wars with No Possible Victors
504(2)
Chapter Summary
506(2)
Integrating Social Psychology
508(29)
Public Spectacles, Hidden Conspiracies, and Multiple Motives
509(2)
What Ground Have We Covered?
511(2)
Findings and Theories
512(1)
The Major Theoretical Perspectives of Social Psychology
513(7)
The Sociocultural Perspective
513(1)
The Evolutionary Perspective
514(1)
Focus on Culture: Seeing Our Commonality through the Many Societal Differences
515(1)
The Social Learning Perspective
516(1)
The Phenomenological Perspective
517(1)
The Social Cognitive Perspective
517(1)
Focus on Gender: Are Sex Differences in Our Genes, in Our Cultural Learning Experiences, or All in Our Minds?
518(2)
Connecting the Different Perspectives
520(9)
Social Behavior Is Goal Oriented
520(3)
Focus on Social Dysfunction: The Thin Line between Normal and Abnormal Social Functioning
523(3)
The Interaction between the Person and the Situation
526(3)
Why Research Methods Matter
529(3)
Focus on Method: Some Conclusions for Consumers of Social Science Information
530(2)
How Social Psychology Fits into the Network of Knowledge
532(3)
Focus on Application: Social Psychology's Usefulness for Medicine, Business, and Law
533(2)
The Future of Social Psychology
535(1)
Chapter Summary
535(2)
References537(76)
Name Index613(18)
Subject Index631

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