- how do we think about one another
Attribution Theory
- The idea that we give a casual explanation for someones behavior
Fundamental Attribution Theory
- the tendency to underestimate the impact of a situation and overestimate the impact of personal deposition
Attitudes
- a belief of feeling that predisposes in a particular way to something
Foot-in-the-door Phenomenon
- the tendency for people who have first agreed to a small request to comply later with a larger request
Door-in-the-face Phenomenon
- The tendency for people who say no to a huge request, to comply with a smaller one
Cognitive Dissonance Theory
- having conflicting attitudes or when our attitudes do not match our actions
Social Influence
Conformity
- adjusting one's behavior or thinking to coincide with a group standard
Conditions that Strengthen Conformity
- one is made to feel incompetent
- the group is at least 3 people
- the group is unanimous
- one admired the group's status
Scapegoat Theory
- the theory that prejudice provides an outlet for anger by providing someone to blame
The Just-World Phenomenon
- The belief that those who suffer, deserve their fate
Aggression
- Any physical or verbal behavior intended to hurt or destroy
- Frustration Aggression Principle:
- the blocking of an attempt to achieve some goal
- creates anger which generates aggression
Conflict
- a perceived incompatibility of action, goals, or ideas
Attraction (5 factors)
- Proximity
- geography
- mere exposure effect: repeated exposure to something breeds liking
- Reciprocal Liking
- you are more likely to like someone who like you
- Similarity
- similarity breed content
- Liking Through Association
- classical conditioning
- Physical Attractiveness
- The Hotty Factor
- Physically attractiveness predicts dating frequency
- perceived as healthy, happy, more honest and successful than less attractivenes counterparts
Love
- Passionate Love
- an aroused state of INTENSE positive absorption of another
- Compassionate Love
- the deep affectionate attachment we feel for those with whom our lives are intertwined
- equity
- self disclosure
Altruism
- unselfish regard for the welfare of others
- Bystander effect: bystanders are less willing to help if there are other bystanders around
Social Exchange Theory
- idea that our social behavior is an exchange process, which we maximize benefits and minimize costs
Peacemaking
- Give people super-ordinate goals that can only be achieved through cooperation
Motivation and Emotion
Motivation
- a need or desire that energized and directs behavior
- Instinct Theory- we are motivated by our inborn automated behaviors
- Drive-Reduction Theory- the idea that a physiological need creates aroused tension state the motivates an organization to satisfy the need
- Pulled by our incentives- a positive or negative environmental stimulus that motivates behavior
Maslow's Hierarchy of Needs
- Abraham Maslow said we are motivated by needs, and all needs are not created equal. We are driven to satisfy the lower level needs first
- Hunger: is both physiological and psychological
- Biological Basis of Hunger
- hunger does not come from our stomach
- Comes from our brain (Hypothalamus)
- Lateral Hypothalamus
- when stimulated it makes you hungry
- when lesioned you will never be hungry again
- Ventromedial Hypothalamus
- when stimulated you feel full
- when lesioned you will never feel full agian
How does the Hypothalamus work?
- Two Theories:
- Leptin
- is a protein produced by bloated fat cells
- Set Point
- Hypothalamus acts like a thermostat
- we are meant to be in a certain weight range
- when we fall below weight, our body will increase hunger a decrease energy expenditure (Basic Metabolic Rate)
Body Chemistry
- Glucose levels decrease, hunger increases
- insulin turn glucose to fat
The Psychology of Hunger
- Externals
- people whose is triggered more by the presence of food than internal factors
Eating Disorders
- Bulimia Nervosa
- characterized by binging (eating large amounts of feed) and purging (getting rid of the food)
- Anorexia Nervosa
- starve themselves below 85% of their normal body weight
- see themselves as fat
- vast majority are women (>99%)
- Obesity
- severely overweight to the point where it causes health issues
- mostly eating habits but some people are predisposed towards obesity
Achievement Motivation
Intrinsic Motivation
- rewards we get internally, such as enjoyment or satisfaction
Extrinsic Motivatioin
- rewards we get externally from our accomplishments
Management theory
- Theory X
- Managers believe that employees will work only if rewarded with benefits or threatened with punishment
- think employees are extrinsically motivated
- only interested in Maslow's lowest needs
- Theory Y
- managers believe that employees are intenally motivated to do good work and policies should encourage this internal motive
- Maslow's highest needs
James-Lange Theory of Emotion
- experience of emotion is awareness of physiological responses to emotion-arousing stimuli
Emotion
- we feel emotion because of biological changes caused by stress
- the body changes and our mind recognized the feeling
Connon-Bard Theory
- Emotion-arousing stimuli simultaneously trigger:
- physiological response
- subjective experience of emotion
Schachter's Two-Factor theory of Emotion
- to experience emotion one must:
- be physically aroused
- cognitively label the arousal
- Biology and cognition interact with each other to increase the experience
Emotion-Lie Detectors
- Polygraph:
- machine commonly used in attempts to detect lies
- measures several of the physiological responses accompanying emotion:
- perspiration
- cardiovascular
- breathing changes
Experienced Emotion
- Catharsis
- releases aggressive energy (through action or fantasy) relieves aggressive urges
- Feel Good, Do Good
- people's tendencies to be helpful when already in a good mood
- Adaption Level Phenomenon
- tendency to form judgement relative to a neutral level
- Relative Deprivation
- perception that one is worse off relative to those whom one compares oneself
