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Bem Sex Role Inventory Scoring• Scoring
Part 1• Add up your ratings for items 1, 4, 7,10,13, 16.
19. 22. 25. 28. 31. 34. 37. 40. 43. 46. 49. 55, and 58. Divide the total by 19.
Part 2• Add up your ratings for items 2, 5, 8, 11, 14, 17,
20, 23, 26, 29, 32, 35, 38, 41, 44, 47, 50, 53, 56, and 59. Divide the total by 20.
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How to Read Your Scores
According to Sandra Bem•If your masculinity score is above 4.9 (the
approximate median for the masculinity scale) and your femininity score is above 4.9 (the approximate femininity median), then you would be classified as androgynous on Bem’s scale.
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Psychology Today
•Unit 8 Social Behavior▫Understanding social behavior on several
levels ▫Groups▫Groups Structure▫Group Cohesiveness▫Values▫Beliefs▫Norms▫Ideals
12 Days Left!!!!!!!!!!!
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Chapter 18Social Behavior
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Let’s Talk About Life
•Real World- noun: life after high school; or, life as an adult
•What are you looking forward to most about the real world?
•What scares you about the real world?
Table of Contents ExitIs everyone in the world separated by only 6 links? – Duncan Watts, Colombia University
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What is Social Psychology? • Social Psychology:
▫Scientific study of how individuals behave, think, and feel in social situations (In the presence, actual
or implied, of others)
The Study of :
SocietyCultureGroupsSocial Behavior
ConformityPersuasionInfluenceObedience
http://www.youtube.com/watch?v=PtdH5hMz0SU&playnext=1&list=PL972F14C05D75C195
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Notice any Differences?
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Social Structure Similarities in the Formation and Maintenance of Social Groups
Part 1
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Understanding Group StructureGroup Structure:Network of roles, communication, pathways, and power in a group
Group Cohesiveness:Degree of attraction among group members or their commitment to remaining in the group
Psychology fun Fact-- Cohesive groups have stronger bonds
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The Ties That Bind Groups
Cohesiveness
1. Values- Principles, standards, or qualities for living 2. Beliefs- Acceptance of what is right and true3. Symbols- Objects that stand for a greater importance4. Norms: Accepted, but usually unspoken, standard of appropriate behavior
*All these add up to create a sense of pride. More pride = More Cohesion
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BeliefsValues
Acceptance of what is right and true • based on values
Principles, standards, or qualities for living
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Symbols
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Norms
Acceptedstandards of appropriate behavior
Failure to stick to the norms can result in severe punishments, the most feared of which is exclusion from the group.
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Personal Space• Area surrounding the body that is defined as
private and is subject to personal control
Fig. 18.2 Typical spatial zones (in feet) for face-to-face interactions in North America. Often, we must stand within intimate distance of others in crowds, buses, subways, elevators, and other public places. At such times, privacy is maintained by avoiding eye contact, by standing shoulder to shoulder or back to back, and by positioning a purse, bag, package, or coat as a barrier to spatial intrusions.
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Spatial Norms•Proxemics: Systematic study of human
use of personal space, especially in social settings▫Intimate Distance: Most private space
immediately surrounding the body; 18 inches from the skin. Reserved for special people or special circumstances
▫Personal Distance: Maintained in interactions with friends. 18 inches to 4 feet from body; arm’s length
▫Social Distance: Impersonal interaction takes place; 4 to 12 feet
•Public Distance: Formal interactions take place (like giving a speech); 12 feet or more
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Psychology Today
•Group Structures▫Cohesion
•Jane Elliot ▫A Sweet “A” Video
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Groups
Values
Symbols
NormsBeliefs
COHESION
COHESION
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Jane Elliot
Brown Eyes v Blue Eyes
- Infamous Social Psychology Experiment
Grammar School Teacher- Focused her study on third grade students and the creation and reaction to social prejudice. Her study was based on symbols, their representation, and how they drew a dividing line between social structures
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Brown Eyes vs. Blue Eyes1. Why did Jane Elliot want to conduct her experiment?
2. How did Jane Elliot conduct her experiment?
3. What were some symbols Jane used to divide the students?
3. What types of tests were given to the students during the experiment to help support her findings?
4. What were some conclusions Jane Elliot discovered during this experiment?
5. Do you think an experiment of this measure would work on adults?
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Social Science Research:Cohesion and Group Pride
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The Bathroom Study Survey
No Cohesion
Cohesion
School Pride
School Pride
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Student Dress Code Study
No cohesion
Cohesion
Test Scores
Test Scores
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Social Study: Neighborhoods
No Cohesion
Cohesion
Crime Rates
Crime Rates
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Fig. 18.1 Results of an experiment on norms concerning littering. The prior existence of litter in a public setting implies that littering is acceptable. This encourages others to “trash” the area. (From Cialdini, Reno, & Kallgren, 1990.)
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The Social Creature: Where we Fit in
Social Roles: -- Patterns of expected behaviors of people in various social positions
Social Status: -- The level of social power and importance one has over others in his group
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Represent Your Social Position
Role Conflict: When two or more roles make conflicting demands on behavior
2 Types of Social Positions1 Achieved: Attained
voluntarily or by special effort
2. Ascribed: Assigned to a person or not under personal control
Social Positions
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Represent Your StatusSocial Status (power and prestige) is often a direct result of social positionRepresented By:
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The Thing About Social Status
Social Status
Social StatusSpecial Privileges and Respect
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What Would You Do?http://www.youtube.com/watch?v=nIEFiHgPPgE
1. Would you Help? Why or Why Not?
What if?http://www.youtube.com/watch?v=1hn-wL6hPq8
1. Would you help now? Why or Why Not?
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The Point?Taking the first steps into understanding human behavior
Every Society Consists of:
Social StructuresPeople
• Social Positions• Social Roles• Social Statuses
Social Structures are Held together by
Group Cohesiveness• Values• Beliefs• Symbols• Norms
Pride
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Psychology This Week• Monday
▫ Psychology from this weekend
▫ Jane Elliot Reflection▫ The Bystander Effect▫ What Would You Do?
• Tuesday▫ Milligram- the man, the
myth, the legend!
• Wednesday▫ Conformity▫ Coercion▫ Obedience
• Thursday▫ It Hurts to be a Cubs Fan!
• Friday▫ October 14, 2003▫ The Saddest Moment of
My Life▫
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Social Poll•Has anyone ever misconceived your
behavior for something that it wasn’t?
▫Why did this misconception occur?
•Have you ever misconceived someone’s behavior for something that it wasn’t?
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Social PerceptionHow we view Human Behavior
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Can You Guess How Differently These Groups Will React?
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Is What You See Really What You Get?•Attributions
▫The process of making inferences about the causes of one’s own behaviors and that of others
External Causes
-- factors assumed to lie outside the person
Internal Causes
-- causes assumed to live with in the person such as needs, preferences and personality traits
Internalattitudes
Externalinfluences
Behavior
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Internal Causes-Anger issues?
- Bitchy personality?
- Prefers women?
External Causes-Broken Heart?
-Just got fired?
Sean is Ugly?
In order to understand human behavior we have to deduce the surrounding factors
Meet Molly
Ooooo Baby you look scrumptious!
Gross!!
Personal
Environmental Influences (Social Structure)
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3 Things to Take Into Account in Perception
A
The social structure of the actor (the person of interest)
B
The social structure of the Object (the person the action is directed towards)
Why was Sean Rejected?
VS
S
P
R
S
P
R
What if the social roles and expectations are completely different for each structure?
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The Final Piece of the Puzzle• Situational Demands
▫Pressures to behave in certain ways in particular settings and social situations
Situational Demands
As situational demands Increase we discount (downgrade) internal causes for explaining behavior
C
The social situation (the physical or social environment in which it occurred)
* Fact-
Internal Causes
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ASS-U-ME This: Mistakes Made in Attributing BehaviorMore often then not, mistakes are made in attributing causes to behaviors
Fundamental Attribution Error:
• The tendency to attribute the behaviors of others to internal causes (personality traits)
“Uhh what a (b*$%, slob, jerk, pig, racist, etc…..) Actor-Observer Bias
• While following the fundamental attribution error for others, we tend to attribute our own behaviors to external factors
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Reacting to Social BehaviorPost Attribution:• The determined causes of someone’s behavior will force us to
react in a defensive or passive way:- Environmental- reaction is passive - Internal- reaction is defensive
Negative behavior
Situational attribution“maybe a dog ran out on the road.”
Dispositional attribution“Crazy driver!”
Tolerant reaction(proceed cautiously, allowdriver a wide berth)
Unfavorable reaction(speed up and race past theother driver, give a dirty look)
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The Point?
When Determining the Cause of Behavior
1. The Environmental Factors of the Person
- Social Structure- Social Status
- Rankings- Social Roles
- Expectations- Social Position
- Jobs- Social Situation
2. The Personal Factors of the Individual
- Personality- Traits- Needs- Preferences
3. Our Reactions- Passive-Defensive
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Jane Elliot
Brown Eyes v Blue Eyes
- Infamous Social Psychology Experiment
Grammar School Teacher- Focused her study on third grade students and the creation and reaction to social prejudice. Her study was based on symbols, their representation, and how they drew a dividing line between social structures
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Remember Jane Elliot
Brown Eyes v Blue Eyes
- Social Psychology Experiment
Questions to Ponder1. What conclusions can be made from
Elliot’s experiment?
2. Could a social experiment work on students at TPHS?
3. Why don’t members of the inferior group help each other out in a time of need?
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EMERGENCY!!!!!•When was the last time you witnessed an emergency happening?▫Did you help?▫Why or why not?▫What do you consider an emergency?
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Prosocial Behavior and Bystander Apathy
•Bystander Effect: ▫Unwillingness of bystanders to offer
help during emergencies Related to number of people present More potential helpers present, less likely
people will give help
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Fig. 19.7 This decision tree summarizes the steps a person must take before making a commitment to offer help, according to Latané and Darley’s model.
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What Would You Do?
•http://www.youtube.com/watch?v=-lOy4IT5G8s
•http://www.youtube.com/watch?v=X0ONij6eB-k
•http://www.youtube.com/watch?v=LlFAd4YdQks
ABC 7 Social Experiments: The Bystander Effect in Motion
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Why The Bystander Effect Happens• 1. Everyone is convinced that someone else will do something.
• 2. There is a diffusion of responsibility in which the metaphor comes into play that, "No one rain drop believes it caused the flood." Here, the larger the group, the less pressure each witness feels to do anything helpful.
• 3. A lack of empathy for the victim in the situation
•4. Pluralistic Ignorance (Ambiguity of Emergency)
▫ In an unfamiliar situation people tend to look to others for instruction. People watch what others are doing and mimic their actions.
• 5. There is fear of victimization in which people avoid conflict because of the dread that they will be attacked or ridiculed if they help.
• 6. People create their socially acceptable reasons for not taking actions, such as, "Well, no one else is doing anything because: it's a lover's quarrel; its just teenage pranks; its just innocent play acting,....etc."
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Empathy Concepts
•Empathic Arousal: ▫Emotional arousal that occurs when you
feel some of the person’s pain, fear or anguish
•Empathy-Helping Relationship: ▫We are most likely to help person in need
when we feel emotions such as empathy and compassion
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Interpersonal Attraction•Social attraction to another person•Physical Proximity: Physical nearness to
another person in terms of housing, school, work, and so on
•Physical Attractiveness: Person’s degree of physical beauty as defined by his or her culture
•Halo Effect: Tendency to generalize a favorable impression to unrelated personal characteristics
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Interpersonal Attraction (cont.)
•Similarity: Extent to which two people are alike in terms of age, education, attitudes, and so on▫Similar people are attracted to each other
•Homogamy: Tendency to marry someone who is like us in almost every way
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CNN – Fan Psyche
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Self-Disclosure•Process of revealing private thoughts,
attitudes, feelings and one’s history to others▫Should be used cautiously and sparingly when
you are the therapist performing therapy▫May lead to countertransference in therapy
•Reciprocity: Return in kind; reciprocal exchange
•Overdisclosure: Self-disclosure that exceeds what is appropriate for a relationship or social situation
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Social Exchange Theory
•Social Exchange Theory: Rewards must exceed costs for relationships to endure; we unconsciously weigh social rewards and costs
•Comparison Level: Personal standard used to evaluate social rewards and costs in a social exchange
•Relationship needs to be profitable enough to maintain it
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Love and Attachment
• Romantic Love: Marked by high levels of interpersonal attraction, sexual desire, and heightened arousal
• Liking: Relationship based on intimacy but lacking passion and commitment
• Mutual Absorption: When two lovers almost always attend only to each other
• Avoidant Attachment: Fear of intimacy and a tendency to resist commitment to others
• Ambivalent Attachment: Mixed emotions about relationships; conflicting feelings of affection, anger and emotional turmoil
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Fig. 18.4 What do people look for when considering potential dating partners? Here are the results of a study in which personal ads were placed in newspapers. As you can see, men were more influenced by looks, and women by success (Goode, 1996). According to evolutionary psychologists, women tend to be concerned with whether mates will devote time and resources to a relationship. Men place more emphasis on physical attractiveness and sexual fidelity.
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Social Influence
•Changes in a person’s behavior induced by the actions of another person ▫Someone else influences your decision:
husband, wife, mother, peer, etc.▫Peer pressure: Rudy is swayed by Fanny to
go see “The Matrix Reloaded” when he really wanted to see “Terminator 3”
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Daily Announcements
Monday Feb. 28th - The Need to Affiliate ( Muzafer Sharif)- - Conformity
- What is it?- Whose Doing it?- Why (Theories on why and how people conform)
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Flash Back
Values Beliefs
Symbols Norms
Group Structure
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Remember Jane Elliot
Brown Eyes v Blue Eyes
- Infamous Social Psychology Experiment
Questions to Ponder1. Why does this social experiment work on
children?2. Why does this social experiment work
on adults?
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Psychology This Week•One Final Week!!!!!!!!
▫Monday- Conformity Theories
▫Tuesday- Power, Compliance, Obedience
▫Wednesday- Semester 2 Final Review/ Stanford Prison
▫Thursday- Stanford Prison
▫Friday – Review
Senior Letters!!
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What Happened?
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ConformityPsychology Today: Theories as to why we do it….. and then some.
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Conformity• Sherif’s Robbers Cave Experiment• Sherif’s classic social psychology experiment named Robbers Cave Experiment dealt
with in-group relations, out-group relations and intergroup relations.
-Robbers Cave National Park, OK
-1954
-Social Psychology Experiment:
Muzafer Sherif
Rattlers Eagles
VS
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Conformity
•Bringing one’s behavior into agreement or harmony with norms or with the behavior of others▫Regardless of personal beliefs or opinions ▫Regardless of values▫Regardless of warning signs that say it
might be a bad ideaIs anyone truly Unique?Why does conformity get a bad rap?
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ConformityComing to a Neighborhood Near You
Theories on Why it Occurs
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Theory 1•Ingratiational Conformity
▫When a person conforms to impress or gain favor/acceptance from other people. motivated by the need for social rewards rather
than the threat of rejection, i.e., group pressure does not enter the decision to conform.
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Theory 2• Social Learning Theory
▫We learn much by watching others, thinking, then trying it out.
▫When we succeed, we become more confident and in turn feel as part of the group For ex: if a daughter watches as her mother returns to
her abusive father, the girl has learned that it’s acceptable to let your husband hit her
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Theory 3
•Social Comparison Theory▫Making judgments about ourselves by
comparing ourselves to others (e.g., comparing our feelings and abilities to those of other people) Upward comparison- we compare ourselves to
higher ranking people in order to change who we are and ultimately be part of the group
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Theory 4•Politeness Theory
▫We act politely or rudely depending on whether we care. Conformance to the social rules of politeness is
treading a central and safe path which neither threatens nor signals that you may be threatened.
Politeness means acting to help save face for others.
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Theory 5
•Consistency Theory▫We seek the comfort of internal
alignment. Humans are creatures that,
psychologically, do not handle change well
In order to avoid change, or the work that goes along with it, we conform for personal comfort.
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Theory 6• Group Sanctions
▫Punishments or rewards(such as approval or disapproval) administered by the group Negative sanctions- being laughed at, ridiculed,
being stared at It’s the idea that none of us like to be
punished, so we do what we have to in order to be rewarded and feel like part of the group.
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Theory 7
• The Bystander Effect▫ The greater number of
people there are doing something the more likely we are to follow Typically witnessed in
emergency situation Think of it as a social
norm
Would you Help? Probably not……
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Decision Model of Helping
Yes
Know how to help?
Decide to help implement intervention?
Help victim
Interpret as an emergency?
Assume responsibility for helping?
Notice an event?
Do not help
2
No
No
No
No
3
4
5
1
No
Yes
Yes
Yes
Yes
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March 13, 1964-Queens, NY
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Why The Bystander Effect Happens• 1. Everyone is convinced that someone else will do something.
• 2. There is a diffusion of responsibility in which the metaphor comes into play that, "No one rain drop believes it caused the flood." Here, the larger the group, the less pressure each witness feels to do anything helpful.
• 3. A lack of empathy for the victim in the situation
•4. Pluralistic Ignorance (Ambiguity of Emergency)
▫ In an unfamiliar situation people tend to look to others for instruction. People watch what others are doing and mimic their actions.
• 5. There is fear of victimization in which people avoid conflict because of the dread that they will be attacked or ridiculed if they help.
• 6. People create their socially acceptable reasons for not taking actions, such as, "Well, no one else is doing anything because: it's a lover's quarrel; its just teenage pranks; its just innocent play acting,....etc."
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Theory 8
• Normative Conformity (Dominant type)▫ Yielding to group pressures because a person wants to
fit in with the group Conforming due to a fear of rejection
• Group Think▫ A compulsion by members of decision making groups to maintain
agreement, even at the cost of critical thinking
2 Factors at Play Here The maintenance of the group’s cohesion and togetherness becomes all-
important and can result in very bad decision-making.
They will also be more vocal if they believe they are a part of the majority. This works because we fear social rejection.
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Solomon Asch’s Experiment: You must select (from a group of three) the line that most closely matches the standard line. All lines are shown to a group of six people (including you) Other five were accomplices and at times all would select the wrong lineIn 33% of the trials, the real subject conformed to group pressure even when the group’s answers were obviously incorrect!75% conformed at least once<1% tested erred when alone
Solomon Asch’s Experiment
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Affiliation• Sherif’s Robbers Cave Experiment• Sherif’s classic social psychology experiment named Robbers Cave Experiment dealt
with in-group relations, out-group relations and intergroup relations.
-Robbers Cave National Park, OK -1954
-Social Psychology Experiment:Muzafer Sherif
Rattlers Eagles
VS
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Theory 9•Self-Fulfilling Prophecy
▫The way we act is based on the idea of how we think other people view us. (simple right?) If a student has the idea that his
teacher hates him or is “dumb” the child is more likely to act that way.
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Theory 10 • Over-Identification Conformity
▫Conforming to the expectations of a social role provided to us Ex: my expectations as a man
▫Though we may not agree with these expectations we still fulfill them
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In the End• No one really knows why we
conform?▫ As you ca already tell, there
could be multiple reasons.
• Many times, it isn’t just because of 1 theory.▫ Most times it’s a combination.
• All we really need to understand is that conformity is a group’s number 1 NORM!!!▫ Without conformity, there
would be no groups.
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Let Me Ask You This
•When is conformity a positive thing?
•When can conformity go wrong?
•What would a world without conformity be like?
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Psychology Today
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Red Sox History
1918 1986
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Cubs History
1908
1945
Sept 9, 1969
Oct 7, 1984
Oct 14, 2003
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Psychology This Week•One Final Week!!!!!!!!
▫Monday- Conformity Theories
▫Tuesday- Power, Compliance, Obedience
▫Wednesday- Semester 2 Final Review/ Stanford Prison
▫Thursday- Stanford Prison
▫Friday – Review
Senior Letters!!
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Psychology Today
Conformity Quiz!!!!!!!
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Psychology Today
Semester 2 Study Guides
Begin!!!!!!!
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Ron Jones- Teacher- -Palo Alto, California- 1966-67- Human Nature Experiment
“The Wave”
Hypothesis: A Free and open society (democratic) of high school students could easily shift to the ideals of facism.
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Today’s Agenda
1. Reanalyzing Brown v Blue Eye & The Wave
2. Human Nature Discussion
3. Applying the Theories of Conformity to Recent Social Experiments
Today’s essential Question: Can we find examples of each theory of conformity in both social psychological experiments?
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Food For Thought
1. What do Jane Elliot’s findings from her Brown Eye v Blue Eye study tell us about human nature?
2. What do the findings from Ron Jones’s “The Wave” tell about human nature?
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Your GoalPsychology in MotionPutting Social Psychology to Use Directions: Using your knowledge of the two famous social experiments discussed in class (Jane Elliot’s Brown Eye v Blue Eye and Ron Jones’ “The Wave”) identify one example of each of the nine theories of conformity being used in either study.
1. Group Sanctions2. The Bystander Effect3. Social Learning Theory4. Group Think5. Social Comparison
Theory6. Self-Monitoring
Behavior7. Social Desirability Bias8. Self-Fulfilling Prophecy9. Group Locomotion
Theories on Conformity
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Psychology This Week•One Final Week!!!!!!!!
▫Monday- Conformity Theories
▫Tuesday- Power, Compliance, Obedience
▫Wednesday- Semester 2 Final Review/ Stanford Prison
▫Thursday- Stanford Prison
▫Friday – Review
Senior Letters!!
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What Happened?
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Psychology This Week•One Final Week!!!!!!!!
▫Monday- Conformity Theories
▫Tuesday- Power, Compliance, Obedience
▫Wednesday- Semester 2 Final Review/ Stanford Prison
▫Thursday- Stanford Prison
▫Friday – Review
Senior Letters!!
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Psychology Today
•Stanley Milgram▫The study that “Shocked” psychology
•Compliance and Obedience▫The differences? ▫Are there any?
•Power and obedience Philip Zimbardo
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Power, Obedience and Compliance In Group Conformity
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Abu Ghraib Prison
How do good people turn evil?
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Stanley Milgram – Power and Obedience
Famous Social Psychologists
-- Well known for his studies on obedience and authority
--Would you shock a man with a known heart condition who is screaming and asking to be released?
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The BreakdownSubjects Task:--After every wrong answer a shock was to be given the confederate.-- Voltage continues to increase after each wrong answer
Confederate Task:--Match the given word with the object that it represents
Experimenter Task:--Keep the experiment going at all costs.-- Use phrases like “it’s necessary that you continue”
*Confederate and Experimenter were in on the set up
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Fig. 18.6 Scenes from Stanley Milgram’s study of obedience: the “shock generator,” strapping a “learner” into his chair, and a “teacher” being told to administer a severe shock to the learner.
© Stanley Milgram, The Pennsylvania State University
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Fig. 18.7 Results of Milgram’s obedience experiment. Only a minority of subjects refused to provide shocks, even at the most extreme intensities. The first substantial drop in obedience occurred at the 300-volt level (Milgram, 1963).
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Conformity and ObedienceObedience
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Conformity and ObedienceObedience
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Conformity and ObedienceObedience
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Conformity and ObedienceObedience
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Milgram’s Results•65% obeyed by going
all the way to 450 volts on the “shock machine” even though the learner eventually could not answer any more questions▫The learner screamed
and provided no further answers once 300 volts (“Severe Shock”) was reached
450 voltsXXX
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Fig. 18.8 Physical distance from the “learner” had a significant effect on the percentage of subjects obeying orders.
3 Different Scenarios
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Obedience v ComplianceWhy we give in
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Compliance v Obedience
Compliance-- Bending to the requests of one person who has little or no authority or social power
Obedience-- the act of adhering to dutiful or submissive behavior with respect to people with social power
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PowerSocial Power: Capacity to control, alter or influence the behavior of another person or group of people
Reward Power: the ability to reward a person for complying with desired behavior
Coercive Power: Based on ability to punish a person for failure to comply
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Obtaining PowerLegitimate Power: Accepting a person as an agent of an established social order
Those who hold the most resources are typically those who have the most influence
Referent Power: Respect for, or identification with, a person or a group
Those who follow, respect, and believe in the core values of the group have the most influencePeople refer to these people for direction
Expert Power: Based on possession of knowledge or expertise
Those who know the most about achieving the goals of a group have the most influence
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Why We ComplyGiving in to those who have no authoritative power over us
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Compliance Techniques
The How To Guide to Getting People to do What you Want With out and Authority
1. Foot-in-the-Door Effect: A person who has agreed to a small request is more likely later to agree to a larger demand.
Once you get a foot in the door, then a sale is almost a sure thing
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Foot-in-the-Door
“Hey Babe can I get your Number?”
Uhhhh, O.K.?
“Well Do you mind if I call you this weekend?”
Uhhhh, I guess?
“Wait, my phones broke, why don’t I just stop by?”
Ummmm, O.K., I guess.
“Since I’ll Already be at your place with my car, why don’t we just go to the movies then?”
Ooookkkk?? Sounds good?
Sean’s Goal: Get a date with Molly
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Compliance Techniques
The How To Guide to Getting People to do What you Want With out and Authority
2. Door-in-the-Face Technique: A person who has refused a major request will be more likely later on to comply with a smaller request
After the door has been slammed in your face (major request refused), person may be more likely to agree to a smaller request
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Door-in-the-Face
Sean’s Goal: To get Molly’s phone Number
“Ooooo Baby you look SCRUMPTIOUS!!! What do you say you and me hit up Lover’s Point this weekend?”
Eeeewww No! You’re a pig!
“Well, what if we just went out to dinner and from there we see where the night goes?”
“Again, I am not interested you perv!”
“Well, then can I at least have your number and maybe call you sometime?”
“Uhhh, Fine! Just leave me alone.”
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Compliance Techniques
The How To Guide to Getting People to do What you Want With out and Authority
3. Low-Ball Technique: Commitment is gained first to reasonable or desirable terms, which are then made less reasonable or desirable
Henry accepts the price he states for a new car. Then, later, Tillie the saleswoman tells Henry “The business would lose too much money on that price; can’t you take a bit less and add all these options?”
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Low-ball Technique
Molly’s Goal: To use Sean for his money
“Hey Seany baby, do you want to be my boyfriend?”
“Oh God Yes!!”
“Ok, good. So it’s settled right?” W are dating?”
“Oh Yeah!”
“Well since we are now dating, I think we should celebrate by you taking me out for an expensive dinner?”
“Anywhere you wanna go baby!”
“Oh, and I’m also going to need new Tiffany earrings and a Coach purse!”
“Uhhhh, sure babe whatever makes you happy.”
The Hook
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The Point?Most Social Behavior is the Result of 2 Things
1. Obeying those people with social powerGiving into:
1. Legitimate2. Expert3. Referent4. Reward 5. Coercive
2. Complying to People with no social powerGiving into:
1. Foot-in-the-door2. Door-in-the-face3. Low-balling
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Assertiveness Training• Instruction in how to be self-assertive• Self-Assertion: Standing up for your rights by
speaking out on your own behalf; direct, honest expression of feelings and desires
• Aggression: Hurting another person or achieving one’s goals at the expense of another person▫ Attempt to get one’s way no matter what▫ No regard for other people's feelings
• Broken Record: Self-assertion technique that involves repeating a request until it is acknowledged▫ Good way to be assertive without being aggressive
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Fig. 18.9 In an experiment done at an airport, a smoker intentionally sat or stood near non-smokers. Only 9 percent of the non-smokers asked the smoker to stop smoking, even when no-smoking signs were clearly visible nearby (Gibson & Werner, 1994).
©Michael Newman/PhotoEdit
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Social Traps• Any social situation that rewards individual
actions that will have undesired effects in the long run▫ Anya buys things on credit for immediate satisfaction
and then gets a HUGE bill later, which she cannot afford
• Tragedy of the Commons: Type of social trap where individuals share a scarce resource. Each person acts in his or her self-interest, which causes the resource to be used up, so eventually everyone suffers▫ No efforts made, for example, to conserve water,
gasoline, electricity, or food• Some social behaviors produce immediate
rewards but have significant consequences in the long run