The Social Animal. Tenth Edition

Cover Page......Page 1
Title Page\r......Page 5
Copyright Page\r......Page 6
Contents\r......Page 7
Why I WroteThis Book......Page 9
Acknowledgments......Page 13
1 What Is Social Psychology?......Page 19
A Definition......Page 23
People Who Do Crazy Things Are Not Necessarily Crazy......Page 27
2 Conformity......Page 31
What Is Conformity?......Page 37
Unanimity \r......Page 41
Accountability\r......Page 42
The Person and the Culture\r......Page 43
The Group Exerting Pressure\r......Page 44
Belonging Versus Getting Information......Page 45
On Wasting Water and Littering\r......Page 47
Social Influence and Emotion\r......Page 50
Social Influence: Life and Death \r......Page 52
Identification\r......Page 53
Internalization\r......Page 55
Obedience as a Form of Compliance......Page 59
Implications\r......Page 62
Disobedience in the Milgram Experiments\r......Page 65
The Uninvolved Bystander as Conformist......Page 66
A Note on the Ethics of Experiments......Page 74
3 Mass Communication, Propaganda, and Persuasion......Page 77
Attempts at Persuasion\r......Page 79
Media Contagion......Page 82
Politicians as Entertainers......Page 84
Effectiveness of Media Appeals......Page 85
Education or Propaganda?......Page 89
Two Major Routes to Persuasion......Page 91
Credibility......Page 93
Increasing Trustworthiness......Page 98
Attractiveness......Page 100
Logical Versus Emotional Appeals......Page 102
Fear and the Threat of Terrorism......Page 108
Consensual Statistical Evidence Versus a Single PersonalExample......Page 110
One-Sided Versus Two-Sided Arguments......Page 111
The Order of Presentation......Page 112
The Size of the Discrepancy......Page 115
Self-Esteem......Page 120
Prior Experience of the Audience......Page 121
How Well Do the Principles Work?......Page 126
4 Social Cognition......Page 135
How Do We Make Sense of the World?......Page 137
Reference Points and Contrast Effects......Page 141
Priming and Construct Accessibility......Page 144
Framing the Decision......Page 147
The Primacy Effect and Impression Formation\r......Page 150
The Amount of Information......Page 152
Judgmental Heuristics......Page 153
The Representative Heuristic......Page 154
The Availability Heuristic......Page 156
The Attitude Heuristic......Page 158
Categorization and Social Stereotypes......Page 160
Stereotypic Knowledge and Expectations......Page 161
Seeing Relationships Where There Are None: The IllusoryCorrelation......Page 163
Ingroup/Outgroup Effects......Page 164
Constructive Predictions and Reconstructive Memory......Page 165
Autobiographical Memory......Page 169
The Recovered Memory Phenomenon......Page 171
How Conservative Is Human Cognition?......Page 175
How Do Attitudes and Beliefs Guide Behavior?......Page 178
The Attitude-Behavior Relationship in Our Heads......Page 179
When Do Attitudes Predict Behavior?......Page 180
Acting on Perceptions......Page 182
Three Possible Biases in Social Explanation......Page 184
The Fundamental Attribution Error......Page 185
The Actor-Observer Bias......Page 188
The Self-Biases......Page 190
Egocentric Thought......Page 191
The Self-Serving Bias......Page 194
Of What Value Are Self-Biases?......Page 196
5 Self-Justification......Page 199
Dissonance Reduction and Rational Behavior......Page 210
Dissonance as a Consequence of Making a Decision......Page 212
Some Historical Examples of the Consequences of Decisions......Page 215
The Importance of Irrevocability......Page 220
The Decision to Behave Immorally......Page 222
The Psychology of Inadequate Justification......Page 225
What Constitutes External Justification?......Page 230
What Is Inadequate Justification?......Page 231
Dissonance and the Self-Concept......Page 232
Inadequate Rewards as Applied to Education......Page 235
Insufficient Punishment......Page 237
The Justification of Effort......Page 241
The Justification of Cruelty......Page 244
The Psychology of Inevitability......Page 250
Is Dissonance Reduction Unconscious?......Page 253
The Importance of Self-Esteem......Page 254
Discomfort or Self-Perception?......Page 257
Physiological and Motivational Effects of Dissonance......Page 260
Reducing Weight by Reducing Dissonance......Page 261
Dissonance and AIDS Prevention......Page 262
Dissonance and Water Conservation......Page 264
Shedding Light on the Power of Cult Leaders......Page 265
Was Osama bin Laden Capitalizing on Dissonance \r?......Page 266
Dissonance Reduction and Culture......Page 267
“Man” Cannot Live by Consonance Alone......Page 268
6 Human Aggression......Page 271
Aggression Defined......Page 272
Is Aggression Instinctive?......Page 273
Aggression Among the Lower Animals......Page 274
The Survival of the Fittest......Page 278
Catharsis—Does It Work?......Page 281
Retaliation, Overkill, and Escalation\r......Page 283
Testosterone\r......Page 285
Alcohol\r......Page 287
Pain and Discomfort\r......Page 288
Frustration and Aggression......Page 289
Rejection, Exclusion, and Taunting......Page 292
Social Learning and Aggression......Page 294
Social Learning, Violence, and the Mass Media......Page 297
The Numbing Effect of TV Violence and Video Games \r......Page 301
The Media, Pornography, and Violence Against Women \r......Page 302
Does Violence Sell?\r......Page 305
Aggression to Attract Public Attention \r......Page 306
Toward the Reduction of Violence......Page 307
Pure Reason......Page 308
Punishment......Page 309
Punishment of Aggressive Models......Page 312
Rewarding Alternative Behavior Patterns......Page 313
The Presence of Nonaggressive Models......Page 314
Building Empathy Toward Others......Page 315
7 Prejudice......Page 319
What Is Prejudice?......Page 321
Direct and Subtle Forms of Prejudice......Page 325
Feeling Versus Expressing Prejudice......Page 328
Stereotypes and Prejudice......Page 329
Stereotypes and Attributions......Page 333
Self-fulfilling Prophecies......Page 336
Stereotype Threat......Page 338
Blaming the Victim......Page 340
Causes of Prejudice......Page 342
Economic and Political Competition......Page 343
Displaced Aggression: The Scapegoat Theory......Page 346
The Maintenance of Self-Image and Status......Page 350
Dispositional Prejudice......Page 351
Prejudice Through Conformity......Page 353
Reducing Prejudice......Page 356
The Effects of Equal-Status Contact......Page 358
The Vicarious Effects of Desegregation......Page 359
But All Other Things Are Not Always Equal......Page 362
Interdependence—A Possible Solution......Page 364
Underlying Mechanisms......Page 370
The Challenge of Diversity......Page 372
8 Liking, Loving, and Interpersonal Sensitivity......Page 375
The Effects of Praise and Favors......Page 378
Personal Attributes......Page 384
Physical Attractiveness......Page 388
Similarity and Attraction......Page 395
Liking, Being Liked, and Self-Esteem......Page 396
The Gain and Loss of Esteem......Page 399
The Quest for Communal Relationships......Page 405
What Do We Know About Love?......Page 406
Defining Love......Page 407
Gain-Loss Theory: Implications for Close Relationships......Page 409
Intimacy, Authenticity, and Communication......Page 413
The Importance of Immediacy......Page 418
Feelings Versus Judgment......Page 419
Communication and Consummate Love......Page 421
9 Social Psychology as a Science......Page 423
What Is the Scientific Method?......Page 425
From Speculation to Experimentation......Page 426
Designing an Experiment......Page 427
The Importance of Random Assignment......Page 431
Control Versus Impact......Page 435
Realism......Page 436
Deception......Page 437
Ethical Problems......Page 440
What If Our Discoveries Are Misused?......Page 445
Glossary......Page 448
Notes......Page 456
Name Index......Page 505
Subject Index......Page 517