ThE CENTRAL AND pERiphERAL RouTES To peRSuaSion  •  The moTivaTion To paY  aTTenTion To The aRgumenTS  •  The aBiliTY To paY  aTTenTion To The aRgumenTS  •  how To achieve  LoNg-LASTiNg ATTiTuDE ChANgE

Emotion and Attitude Change 205 feaR-aRouSing communicaTionS  •  emoTionS  aS a heuRiSTic  •  emoTion and diffeRenT TYpeS  of ATTiTuDES

Attitude Change and the Body 209

The Power of Advertising 210 How Advertising Works 211 Subliminal Advertising: A Form of Mind Control? 212

DEbuNkiNg ThE CLAiMS AbouT SubLiMiNAL adveRTiSing  •  laBoRaToRY evidence foR SuBliminal  iNfLuENCE

Try IT! Consumer Brand Attitudes 215

Advertising, Stereotypes, and Culture 215 gendeR STeReoTYpeS and expecTaTionS  •  CuLTuRE AND ADvERTiSiNg

Resisting Persuasive Messages 219

Attitude Inoculation 219 Being Alert to Product Placement 219 Resisting Peer Pressure 220 When Persuasion Attempts Backfire: Reactance Theory 221 Summary  223 • Test Yourself  224

8 Conformity: Influencing Behavior 226 Conformity: When and Why 228

Informational Social Influence: The Need to Know What’s “Right” 230

The Importance of Being Accurate 233 When Informational Conformity Backfires 234 When Will People Conform to Informational Social Influence? 235

when The SiTuaTion iS amBiguouS  •  when The SiTuaTion  iS a cRiSiS  •  when oTheR people aRe expeRTS

Normative Social Influence: The Need to Be Accepted 236

Conformity and Social Approval: The Asch Line-Judgment Studies 238 The Importance of Being Accurate, Revisited 241 The Consequences of Resisting Normative Social Influence 243

Try IT! Unveiling Normative Social Influence by Breaking the rules 244

When Will People Conform to Normative Social Influence? 244

when The gRoup gRowS laRgeR  •  when The gRoup iS  impoRTanT  •  when one haS no allieS in The gRoup  •  WhEN ThE gRoup’S CuLTuRE iS CoLLECTiviSTiC

Minority Influence: When the Few Influence the Many 248

Strategies for Using Social Influence 249 The Role of Injunctive and Descriptive Norms 250

Using Norms to Change Behavior: Beware the “Boomerang Effect” 252 Other Tactics of Social Influence 253

Obedience to Authority 256 The Role of Normative Social Influence 259 The Role of Informational Social Influence 260 Other Reasons Why We Obey 261

confoRming To The wRong noRm  •  Self-JuSTificaTion  •  The loSS of peRSonal ReSponSiBiliTY

The Obedience Studies, Then and Now 263 iT’S NoT AbouT AggRESSioN

Summary  266 • Test Yourself  267

9 Group Processes: Influence in Social Groups 269

What Is a Group? 270 Why Do People Join Groups? 270 The Composition and Functions of Groups 271

Social noRmS  •  Social RoleS  •  gRoup  coheSiveneSS  •  gRoup diveRSiTY

Individual Behavior in a Group Setting 275 Social Facilitation: When the Presence of Others Energizes Us 276

Simple veRSuS difficulT TaSkS  •  aRouSal  and The dominanT ReSponSe  •  whY The pReSence  of oThERS CAuSES ARouSAL

Social Loafing: When the Presence of Others Relaxes Us 279 Gender and Cultural Differences in Social Loafing: Who Slacks Off the Most? 280 Deindividuation: Getting Lost in the Crowd 281

DEiNDiviDuATioN MAkES pEopLE fEEL LESS accounTaBle  •  deindividuaTion incReaSeS  oBedience To gRoup noRmS  •  deindividuaTion  oNLiNE

Group Decisions: Are Two (or More) Heads Better Than One? 283

Process Loss: When Group Interactions Inhibit Good Problem Solving 284

failuRe To ShaRe unique infoRmaTion  •  gRoupThink: manY headS, one mind

Group Polarization: Going to Extremes 287 Leadership in Groups 289

leadeRShip and peRSonaliTY  •  leadeRShip  STYleS  •  The RighT peRSon in The RighT  SiTuaTion  •  gendeR and leadeRShip  •  culTuRe  AND LEADERShip

Conflict and Cooperation 293 Social Dilemmas 293

Try IT! The Prisoner’s Dilemma 295


Using Threats to Resolve Conflict 296


Negotiation and Bargaining 298 Summary  300 • Test Yourself  301

Contents vii

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10 Interpersonal Attraction: From First Impressions to Close Relationships 303

What Predicts Attraction? 305 The Person Next Door: The Propinquity Effect 306

Try IT! Mapping the Effect of Propinquity in your Life 306

Similarity 308 opinionS and peRSonaliTY  •  inTeReSTS  and expeRienceS  •  appeaRance  •  geneTicS  •  Some final commenTS aBouT SimilaRiTY

Reciprocal Liking 310 Physical Attractiveness 311

whaT iS aTTRacTive?  •  culTuRal STandaRdS  of BeauTY  •  The poweR of familiaRiTY  •  ASSuMpTioNS AbouT ATTRACTivE pEopLE

Evolution and Mate Selection 316 evoluTion and Sex diffeRenceS  •  alTeRnaTe  pERSpECTivES oN SEx DiffERENCES

Making Connections in the Age of Technology 320 Attraction 2.0: Mate Preference in an Online Era 321 The Promise and Pitfalls of Online Dating 323

Love and Close Relationships 325 Defining Love: Companionship and Passion 325

Try IT! Passionate Love Scale 327

Culture and Love 327 Attachment Styles in Intimate Relationships 329 This Is Your Brain . . . in Love 331 Theories of Relationship Satisfaction: Social Exchange and Equity 332

Social exchange TheoRY  •  equiTY TheoRY

Ending Intimate Relationships 338 The Process of Breaking Up 338 The Experience of Breaking Up 339 Summary  341 • Test Yourself  342

11 Prosocial Behavior: Why Do People Help? 344

Basic Motives Underlying Prosocial Behavior: Why Do People Help? 345

Evolutionary Psychology: Instincts and Genes 346 kin SelecTion  •  The RecipRociTY noRm

Try IT! The Dictator Game 347


Social Exchange: The Costs and Rewards of Helping 348 Empathy and Altruism: The Pure Motive for Helping 349

Personal Qualities and Prosocial Behavior: Why Do Some People Help More Than Others? 353

Individual Differences: The Altruistic Personality 354 Try IT! Empathic Concern 354

Gender Differences in Prosocial Behavior 355

Cultural Differences in Prosocial Behavior 355 Religion and Prosocial Behavior 357 The Effects of Mood on Prosocial Behavior 357

effecTS of poSiTive moodS: feel good, do good  •  fEEL bAD, Do gooD

Situational Determinants of Prosocial Behavior: When Will People Help? 359

Environment: Rural versus Urban 359 Residential Mobility 360 The Number of Bystanders: The Bystander Effect 361

noTicing an evenT  •  inTeRpReTing The evenT aS an  emeRgencY  •  aSSuming ReSponSiBiliTY  •  knowing  how To help  •  deciding To implemenT The help

Effects of the Media: Video Games and Music Lyrics 366

How Can Helping Be Increased? 368 Increasing the Likelihood That Bystanders Will Intervene 368 Increasing Volunteerism 370 Positive Psychology, Human Virtues, and Prosocial Behavior 371 Summary  372 • Test Yourself  373

12 Aggression: Why Do We Hurt Other People? Can We Prevent It? 375

Is Aggression Innate, Learned, or Optional? 376 The Evolutionary View 377


Culture and Aggression 378 ChANgES iN AggRESSioN ACRoSS TiME and culTuReS  •  culTuReS of honoR

Gender and Aggression 381 phYSical aggReSSion  •  RELATioNAL AggRESSioN

Try IT! Do Women and Men Differ in Their Experiences with Aggression? 383

Learning to Behave Aggressively 383 Some Physiological Influences 385

The effecTS of alcohol  •  The effecTS  of pAiN AND hEAT

Social Situations and Aggression 387 Frustration and Aggression 388 Provocation and Reciprocation 389

Try IT! Insults and Aggression 390

Weapons as Aggressive Cues 390 Putting the Elements Together: The Case of Sexual Assault 391

moTivaTionS foR Rape  •  Sexual ScRipTS  and The pRoBlem of conSenT  •  puTTing  ThE ELEMENTS TogEThER

Violence and the Media 394 Studying the Effects of Media Violence 394

expeRimenTal STudieS  •  longiTudinal STudieS

The Problem of Determining Cause and Effect 397

viii Contents

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How to Decrease Aggression 399 Does Punishing Aggression Reduce Aggression? 399


Catharsis and Aggression 401 ThE EffECTS of AggRESSivE ACTS oN SubSEquENT aggReSSion  •  Blaming The vicTim of ouR  AggRESSioN

What Are We Supposed to Do with Our Anger? 403 vENTiNg vERSuS SELf-AWARENESS

Try IT! Controlling your Anger 404

TRAiNiNg iN CoMMuNiCATioN AND pRobLEM-SoLviNg SkillS  •  counTeRing dehumanizaTion  BY Building empaThY

Disrupting the Rejection-Rage Cycle 406 Summary  408 • Test Yourself  411

13 Prejudice: Causes, Consequences, and Cures 413

Defining Prejudice 414 The Cognitive Component: Stereotypes 415

fRom caTegoRieS To STeReoTYpeS

Try IT! Stereotypes and Aggression 417

whaT’S wRong wiTh poSiTive STeReoTYpeS?  •  STeReoTYpeS of gendeR

The Affective Component: Emotions 420

Try IT! Identifying your Prejudices 421

The Behavioral Component: Discrimination 421 Racial diScRiminaTion  •  gendeR diScRiminaTion  •  ThE ACTivATioN of pREJuDiCE

Detecting Hidden Prejudices 427 Ways of Identifying Suppressed Prejudices 427 Ways of Identifying Implicit Prejudices 428

The Effects of Prejudice on the Victim 430 The Self-Fulfilling Prophecy 430 Stereotype Threat 431

Causes of Prejudice 434 Pressures to Conform: Normative Rules 434 Social Identity Theory: Us versus Them 436

eThnocenTRiSm  •  in-gRoup BiaS  •  ouT-gRoup  homogeneiTY  •  Blaming The vicTim  •  JuSTifYing  feelingS of enTiTlemenT and SupeRioRiTY

Realistic Conflict Theory 440 ECoNoMiC AND poLiTiCAL CoMpETiTioN

Reducing Prejudice 442 The Contact Hypothesis 443 When Contact Reduces Prejudice 445


Cooperation and Interdependence: The Jigsaw Classroom 447

whY doeS JigSaw woRk?

Try IT! Jigsaw-Type Group Study 449


Summary  451 • Test Yourself  453

Social Psychology in Action 1 Using Social Psychology to Achieve a Sustainable and Happy Future 455

Applied Research in Social Psychology 458 Capitalizing on the Experimental Method 459

ASSESSiNg ThE EffECTivENESS of inTeRvenTionS  •  poTenTial RiSkS of Social  iNTERvENTioNS

Social Psychology to the Rescue 461

Using Social Psychology to Achieve a Sustainable Future 461

Conveying and Changing Social Norms 462

Try IT! reducing Littering with Descriptive Norms 463

Keeping Track of Consumption 464 Introducing a Little Competitiveness 465 Inducing Hypocrisy 465 Removing Small Barriers to Achieve Big Changes 467

Happiness and a Sustainable Lifestyle 469 What Makes People Happy? 469

SaTiSfYing RelaTionShipS  •  flow: Becoming  engaged in SomeThing You enJoY  •  accumulaTe  expeRienceS, noT ThingS  •  helping oTheRS

Try IT! Applying the research to your Own Life 472

Do People Know What Makes Them Happy? 472 Summary  473 • Test Yourself  474

Social Psychology in Action 2 Social Psychology and Health 476

Stress and Human Health 477 Resilience 478 Effects of Negative Life Events 479

Try IT! The College Life Stress Inventory 480


Perceived Stress and Health 481 Feeling in Charge: The Importance of Perceived Control 482

iNCREASiNg pERCEivED CoNTRoL iN nuRSing homeS  •  diSeaSe, conTRol, and  WELL-bEiNg

Coping with Stress 486 Gender Differences in Coping with Stress 487 Social Support: Getting Help from Others 487

Try IT! Social Support 488

Reframing: Finding Meaning in Traumatic Events 489

Prevention: Promoting Healthier Behavior 491 Summary  493 • Test Yourself  494

Contents ix

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Social Psychology in Action 3 Social Psychology and the Law 496

Eyewitness Testimony 498 Why Are Eyewitnesses Often Wrong? 498

acquiSiTion  •  SToRage  •  ReTRieval

Judging Whether Eyewitnesses Are Mistaken 503 ReSponding quicklY  •  The pRoBlem wiTh  veRBalizaTion  •  poST-idenTificaTion  fEEDbACk

Try IT! The Accuracy of Eyewitness Testimony 506

The Recovered Memory Debate 506

Juries: Group Processes in Action 509 How Jurors Process Information During the Trial 509 Confessions: Are They Always What They Seem? 510 Deliberations in the Jury Room 512 Summary  513 • Test Yourself  514

Glossary 516

References 522

Credits 567

Name Index 573

Subject Index 588

Answer Key AK-1

x Contents

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When we began writing this book, our overrid-ing goal was to capture the excitement of social psychology. We have been pleased to hear, in many kind letters and e-mail messages from professors and students, that we succeeded. One of our favorite responses was from a student who said that the book was so inter- esting that she always saved it for last, to reward herself for finishing her other work. With that one student, at least, we succeeded in making our book an enjoyable, fascinating story, not a dry report of facts and figures.

There is always room for improvement, however, and our goal in this, the ninth edition, is to make the field of social psychology an even better read. When we teach the course, there is nothing more gratifying than seeing the sleepy stu- dents in the back row sit up with interest and say, “Wow, I didn’t know that! Now that’s interesting.” We hope that students who read our book will have that same reaction.

What’s New in This Edition? We are pleased to add new features to the ninth edition that we believe will appeal to students and make it easier for them to learn the material. Each chapter begins with some learning objectives, which are repeated in the sections of the chapter that are most relevant to them and in the chapter- ending summary. All major sections of every chapter now end with review quizzes. Research shows that students learn material better when they are tested frequently, thus these section quizzes, as well as the test questions at the end of every chapter, should be helpful learning aids. Every chapter now has several writing prompts that instructors can decide to assign or not. In addition, we have retained and refined features that proved to be popular in the pre- vious edition. For example, many of the Try It! exercises, which invite students to apply specific concepts to their everyday behavior, have been revised or replaced.

We have updated the ninth edition substantially, with numerous references to new research. Here is a sampling of the new research that is covered:

• A signature of our book continues to be Chapter 2, “Methodology: How Social Psychologists Do Research,” a readable, student-friendly chapter on social psychol- ogy research methods. This chapter has been updated for the ninth edition with new references and examples.

• Chapter 3, “Social Cognition: How We Think About the Social World,” has been reorganized to make the struc- ture clearer to students. There are now four major sec- tions: On Automatic Pilot: Low-Effort Thinking; Types of Automatic Thinking, Cultural Differences in Social Cognition, and Controlled Social Thinking. There are

also new sections on automatic goal pursuit and deci- sion making. Finally, the chapter has been updated with numerous new references.

• Chapter 4, “Social Perception: How We Come to Un- derstand Other People,” now includes a new section on “First Impressions: Quick but Long-Lasting,” with new coverage of thin-slicing, belief perseverance, and the use of nonverbal communication to personal advantage (e.g., in the form of power posing). The chapter also pre- sents updated research and conclusions regarding the universality of emotional expression, and new popular media examples from programs such as Breaking Bad, Duck Dynasty, and the podcast Serial.

• Chapter 5, “The Self: Understanding Ourselves in a So- cial Context,” has been reorganized into seven major sections instead of five, which should make the mate- rial clearer to students. We also revised the opening example, added a section on affective forecasting, re- organized some of the other sections (e.g., on culture and the self and on mindsets), added two new figures, and deleted or consolidated two other figures. Nearly 50 references to recent research have been added.

• Chapter 6, “The Need to Justify Our Actions,” now in- cludes a revised definition of cognitive dissonance and two dozen new references. These updates include stud- ies examining dissonance and cheating, hypocrisy and its consequences for self-justification, the justification of kindness in very young children, and a field study of jus- tification of effort among participants in a religious ritual in Mauritius.

• Chapter 7, “Attitudes and Attitude Change: Influencing Thoughts and Feelings,” includes some reorganization of section order in response to reviewer suggestions and an updated analysis of advertising, stereotypes, and culture. New Try It! exercises have also been added regarding the role of automatic thought processes in consumer-related attitudes.

• Chapter 8, “Conformity: Influencing Behavior,” now boasts a new section on tactics of social influence, in- cluding the foot-in-the-door and door-in-the-face tech- nique. We have also added review of the Bond et al. (2012) election study in which the appearance of an “I Voted” button on Facebook was found to influence users’ own likelihood of voting. This chapter also dis- cusses the role of normative social influence in the polar plunge trend and the ALS ice bucket challenge that went viral on social media in 2014.

• Chapter 9, “Group Processes: Influence in Social Groups,” includes a new section on the relationship between group diversity, morale, and performance. The discussion of deindividuation has also been updated to consider the tendency as it is manifested in on-line contexts.

A01_ARON6544_09_SE_FM.indd 11 28/05/15 1:47 AM

xii preface

• Chapter 10, “Interpersonal Attraction: From First Im- pressions to Close Relationships,” has a new opening vignette focusing on Tinder and other dating-related apps/websites. We have expanded the treatment of fer- tility and attraction in response to reviewer feedback, and also added new research on the relationship be- tween genetic similarity and attraction.

• In Chapter 11, “Prosocial Behavior: Why Do People Help?” we substantially revised the sections on religion and prosocial behavior and on positive psychology. We now discuss recent research by van den Bos on appraisal and bystander intervention and recent media examples, such as a mention of the movie Kick Ass.

• Chapter 12, “Aggression: Why Do We Hurt Other Peo- ple? Can We Prevent It?,” has undergone significant organizational changes across the entire chapter for clarity and narrative flow. The first section now uni- fies various answers to the question of the origins of aggression—evolutionary, cultural, learned, physi- ological influences—with special attention to gender and aggression (similarities as well as the familiar dif- ferences). We have also added a section, “Putting the Elements Together: The Case of Sexual Assault.” Here we not only updated the references but also added the latest studies about causes of rape and sexual assault; sexual scripts; and a 2015 review of research on sexual miscommunications.

• In Chapter 13, “Prejudice: Causes, Consequences, and Cures,” we have added more on the Implicit Associa- tion Test (IAT) as it relates to measuring implicit bias. The chapter also now includes more social neuroscience research on social categorization and expands its dis- cussion of the effects of prejudice on its targets. Several new glossary entries have been added to reflect these updates.

• Social Psychology in Action chapters—“Using Social Psychology to Achieve a Sustainable and Happy Fu- ture,” “Social Psychology and Health,” and “Social Psychology and the Law”—have been updated with many references to new research, but remain shorter chapters. When we teach the course, we find that stu- dents are excited to learn about these applied areas. At the same time, we recognize that some instructors have difficulty fitting the chapters into their courses. As with the previous edition, our approach remains to maintain a shortened length for the applied chap- ters to make it easy to integrate these chapters into different parts of the course in whatever fashion an instructor deems best. SPA1, “Using Social Psychology to Achieve a Sustainable and Happy Future,” has a new opening example about the effects of climate change on U.S. cities and a new discussion of how experiences make people happier than material things. In SPA2, “Social Psychology and Health,” we revised the sections on perceived control, “tend and befriend” responses to stress, and behavioral causes of health problems. SPA3, “Social Psychology and Law,” has updated information on the role of post-identification feedback on eyewit- ness confidence and revised conclusions regarding the repressed memory debate.

REVEL™ Educational technology designed for the way today’s students read, think, and learn When students are engaged deeply, they learn more effec- tively and perform better in their courses. This simple fact inspired the creation of REVEL: an immersive learning ex- perience designed for the way today’s students read, think, and learn. Built in collaboration with educators and stu- dents nationwide, REVEL is the newest, fully digital way to deliver respected Pearson content.

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We are proud to release the ninth edition of Social Psychol- ogy in REVEL. This version of the book includes integrated videos and media content throughout, allowing students to explore topics more deeply at the point of relevancy. All of the interactive content in REVEL was carefully written and designed by the authors themselves, ensuring that students will receive the most effective presentation of the content in each chapter. Videos were also carefully selected by the au- thor team, and several of them were filmed specifically for the ninth edition in REVEL.

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