This document discusses social thinking and social influence. It begins by stating that humans are social animals and the social world profoundly shapes our thoughts, feelings, and behaviors. The document then lists several questions about how group membership, social situations, attitudes, persuasion, conformity, compliance, obedience, brainwashing, and cults can influence individual behavior. It also discusses strategies for reducing cognitive dissonance when attitudes and behaviors clash.

1. Chapter 16
Social Thinking and Social Influence
Coon, Introduction to Psychology, 15th Edition. © 2019 Cengage. All Rights Reserved. May not be scanned, copied or duplicated, or
posted to a publicly accessible website, in whole or in part.

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posted to a publicly accessible website, in whole or in part.
Gateway Theme
Humans are social animals. The social world in
which we live profoundly shapes our thoughts,
feelings, perceptions, and behavior.

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posted to a publicly accessible website, in whole or in part.
Gateway Questions (1 of 2)
• How does group membership affect individual behavior?
• How do social situations affect how we think about ourselves and
others?
• How are attitudes acquired and changed?
• Under what conditions is persuasion most effective, and what is
cognitive dissonance?
• What is social influence?
• How does the mere presence of others affect behavior?
• What have social psychologists learned about conformity?
• What factors lead to increased compliance?

4. Coon, Introduction to Psychology, 15th Edition. © 2019 Cengage. All Rights Reserved. May not be scanned, copied or duplicated, or
posted to a publicly accessible website, in whole or in part.
Gateway Questions (2 of 2)
• Can people be too obedient?
• Is brainwashing actually possible, and is that how people are converted
to cult membership?
• How does self-assertion differ from aggression?
• How can teamwork skills help me in my personal and professional life?

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posted to a publicly accessible website, in whole or in part.
Social Roles

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Group Structure, Cohesion, and Norms
Results of an experiment on norms concerning littering

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posted to a publicly accessible website, in whole or in part.
Social Comparison

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Attribution Theory

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Differences in Attributions About Ourselves and Others

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Attitude Measurement
Elements of positive and negative attitudes toward affirmative action

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Forming Attitudes

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Attitudes and Behavior

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Persuasion

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Cognitive Dissonance Theory (1 of 2)
Table 16.1 Strategies for Reducing Cognitive Dissonance
LeShawn, who is a college student, has always thought of himself as an
environmental activist. Recently, LeShawn “inherited” a car from his
parents, who were replacing the family “barge.” In the past, LeShawn biked
or used public transportation to get around. His parents’ old car is an
antiquated gas-guzzler, but he has begun to drive it every day. How might
LeShawn reduce the cognitive dissonance created by the clash between
his environmentalism and his use of an inefficient automobile?

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posted to a publicly accessible website, in whole or in part.
Cognitive Dissonance Theory (2 of 2)
Strategy Example
Change your attitude. “Cars are not really a major environmental problem.”
Add consonant thoughts. “This is an old car, so keeping it on the road makes good use of the resources
that were consumed when it was manufactured.”
Change the importance of the
dissonant thoughts.
“It’s more important for me to support the environmental movement politically
than it is to worry about how I get to school and work.”
Reduce the amount of perceived
choice.
“My schedule has become too hectic. I really can’t afford to bike or take the bus
anymore.”
Change your behavior. “I’m only going to use the car when it’s impossible to bike or take the bus.”

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Actions Amidst Others

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Personal Space

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Spatial Norms
Spatial zones

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Social Facilitation and Loafing

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The Asch Experiment
Stimuli used in Asch’s conformity experiments

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Groupthink

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Techniques for Garnering Compliance

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Milgram’s Obedience Studies
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

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Milgram’s Follow-up
Obedience as a function of physical distance

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Brainwashing

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Cults

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Distinguishing Assertive from Aggressive