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Brief Contents
1 Introduction to Social Psychology 1 9 Attraction and Relationships:
From First Impressions to Close
2 Methodology: How Social Relationships268
Psychologists Do Research 22
10 Prosocial Behaviour: Why Do
3 Social Cognition: How We Think People Help? 309
about the Social World 51
11 Aggression: Why We Hurt Other
4 Social Perception: How We Come People341
to Understand Other People 80
12 Prejudice: Causes and Cures 379
5 The Self: Understanding Ourselves
in a Social Context 114 Social Psychology in
Action 1 U sing Social Psychology
6 Attitudes and Attitude Change: to Achieve a Sustainable
Influencing Thoughts, Feelings, Future 428
and Behaviour 145
Social Psychology in
7 Conformity: Influencing Action 2 S ocial Psychology
Others187 and Health 444

8 Group Processes: Influence in Social Psychology in

Social Groups 230 Action 3 S ocial Psychology and
the Law 474

iii
x Contents

■■ TRY IT! Reducing Littering by Using Injunctive Norms  434 Reframing: Finding Meaning in Traumatic Events  468
Making It Easy to Keep Track of Energy Using Social Psychological Interventions to Promote
Consumption  436 Healthier Behaviour  469
Introducing a Little Competitiveness  436 Message Framing: Stressing Gains versus
Using Intrinsic Motivation and Implementation Losses  471
Plans  437 ■■ TRY IT! Changing Your Health Habits  472
Inducing Hypocrisy  438
Removing Small Barriers to Achieve Big Changes  439
■■ TRY IT! Changing Environmentally Damaging Social Psychology in Action 3
Behaviour  441 Social Psychology and the Law  474
Personal Benefits of Engaging in Environmentally ■■ TRY IT! Are You Aware of the Penalties for Crimes?  476
Sustainable Behaviours  441
Eyewitness Testimony  477
Why Are Eyewitnesses Often Wrong?  478
Social Psychology in Action 2 ENCODING 479 • STORAGE 481 • RETRIEVAL 483
Social Psychology and Health  444 Judging Whether Eyewitnesses Are Mistaken  484
Stress and Human Health  445 SIGNS OF ACCURATE TESTIMONY 487 • THE PROBLEM
Effects of Negative Life Events  447 WITH VERBALIZATION 487

■■ TRY IT! The College Life Stress Inventory  448 Judging Whether Eyewitnesses Are Lying  487
■■ TRY IT! The Accuracy of Eyewitness Testimony  488
Perceived Stress and Health  449
Feeling in Charge: The Importance of Perceived The Recovered Memory Debate  490
Control  450 Other Kinds of Evidence  491
INCREASING PERCEIVED CONTROL IN Expert Testimony  491
NURSING HOMES 452 • DISEASE, CONTROL,
Physical Evidence  493
AND WELL-BEING 454
Statistical Evidence  494
Knowing You Can Do It: Self-Efficacy  455
Juries: Group Processes in Action  495
Explaining Negative Events: Learned
Helplessness  458 How Jurors Process Information during
the Trial  495
Coping with Stress  461
Confessions: Are They Always
Gender Differences in Coping with Stress  462
What They Seem?  496
Social Support: Getting Help from Others  462
Deliberations in the Jury Room  499
■■ TRY IT! Social Support  465
Personality and Coping Styles  466 Glossary502
OPTIMISM 466
References 508
■■ TRY IT! The Life Orientation Test  466
HARDINESS 467 • RESILIENCE 468 Index 585
About This Course
From the Authors
When we began writing this book, our overriding goal
was to capture the excitement of social psychology.
We have been pleased to hear, in many kind letters
and ­messages from professors and students, that we
­succeeded. One of our favourites was from a student
who said that the book was so interesting 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 seventh edition is to capture the
excitement of social psychology for students in Canada
by presenting the field in a Canadian context. In the novel
Tamarind Mem (1996), Indo-Canadian writer Anita Rau
Badami tells the story of two young girls growing up in
India whose parents sought to enhance their status by
emulating British ways. To keep abreast of British f­ ashion
and hairstyles, the girls’ mother faithfully subscribed to
an expensive British magazine. One of the ­daughters,
Kamini, recalls that the magazine also contained a
­children’s story that usually focused on the sandwich
and ginger-beer picnics of two young British girls, Nora
and Tilly. Kamini comments, “I liked Nora and Tilly but
wished that they had different names—Gauri and Geetha,
perhaps, or Mini and Bani” (Badami, 1996, p. 24).
This quotation captures the sentiment of your
Canadian author, Beverley Fehr, who taught social
­psychology for years using the U.S. edition of this text.
Although her students always enjoyed the book, she felt
that they would have been happier if the news stories,
historical examples, and statistics reflected their Canadian
experience. In short, she was convinced that social
psychology would come alive for students in Canada
­ Be sure to do the Try It! exercises. They will make
when they discovered the relevance of social ­psychological
theories and concepts to the society in which they live.
Special Tips for Students
“There is then creative reading as well as creative
­writing,” said Ralph Waldo Emerson in 1837, and that
aptly sums up what you need to know to be a proficient
student: Be an active, creative ­consumer of ­information.
How do you accomplish that feat? Actually, it’s not
­difficult. Like everything else in life, it just takes some
work—some clever, well-planned, purposeful work. Here
are some suggestions about how to do it.
GET TO KNOW YOUR REVEL DIGITAL TEXTBOOK
Believe it or not, in writing this book, we thought care-
fully about the organization and structure of each chapter.
Rather than simply offering opportunities to read about
and study social psychology, Revel facilitates deep,
engaging ­interactions with the concepts that matter most.
By providing opportunities to improve skills in analyz-
ing and interpreting sources of psychological evidence,
for example, Revel engages students directly and imme-
diately, which leads to a better understanding of course
material. A wealth of student and instructor resources
and interactive materials can be found within Revel.
Learning objectives appear at the beginning of the
chapter so that it is clear what the learning goals are for
that chapter. We also repeat the learning objectives in
the relevant sections to remind you, and then we present
them again in the summary. The learning objectives are
intended to be used as signposts—to give you a sense of
what we hope you will learn in each chapter and, at the
end of the chapter, a way of gauging whether you have
learned the material.
Key terms are in boldface type in the text so that
you’ll notice them. We define the terms in the text,
and that definition appears again in the margin (or as
pop-ups in Revel). These marginal definitions are there
to help you out if later in the chapter you forget what
something means. The marginal/pop-up definitions
are short and easy to find. You can also look up key
terms in the alphabetical Glossary at the end of this
textbook.
Make sure you notice the headings and subhead-
ings. The headings are the skeleton that holds a chapter
together. They link together like vertebrae. If you ever
feel lost, look back to the last heading and the headings
before that one—this will give you the “big picture” of
where the chapter is going. It should also help you see
the connections between sections.
concepts from social psychology concrete and help you
see how they can be applied to your own life. Some
of the Try It! exercises replicate social p ­sychology
­experiments. Others reproduce self-report scales so you
can see where you stand in relation to other ­people.
Still others are short quizzes that illustrate social
­psychological concepts. The answers to most of these
exercises can be found in the Instructor’s Resource
Manual accompanying this text.
Interact with the content. Revel enlivens
course content with media interactives integrated
directly within the authors’ narrative—that provide
­opportunities for students to read about and practise
course material in tandem. This immersive educational
­technology boosts student engagement, which leads to
better understanding of concepts and improved perfor-
mance throughout the course.
xi
xii About This Course
Watch the videos. Our carefully curated c­ ollection of
interviews, news clips, and research study ­re-enactments
is designed to enhance and help you better understand
the concepts you’re reading. If you can see the concept
in action, it’s likely to sink in a little deeper.
All major sections of every chapter end with review
quizzes. Research shows that students learn material bet-
ter 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. In the Revel ver-
sion of the text, instructors have the option of assigning
these quizzes and giving course credit for correct answers.
The summary at the end of each chapter is a ­succinct
shorthand presentation of the chapter i­nformation. You
should read it and make sure there are no surprises when
you do so. If anything in the summary doesn’t ring a
bell, go back to the chapter and reread that ­section. Most
important, remember that the summary is intentionally
brief, whereas your understanding of the material should
be full and complete. Use the summary as a study aid
before your exams. When you read it over, everything
should be familiar, and you should have that w ­ onderful
feeling of knowing more than is in the s­ummary (in
which case you are ready to take the exam).
JUST SAY NO TO THE COUCH POTATO WITHIN
Because social psychology is about everyday life, you might
lull yourself into believing that the material is all common
sense. Don’t be fooled. The material presented in this book
is more complicated than it might seem. Therefore, we
want to emphasize that the best way to learn it is to work
with it in an active, not passive, fashion. You can’t just read
a chapter once and expect it to stick with you. You have to
go over the material, wrestle with it, make your own con-
nections to it, question it, think about it, interact with it.
Actively working with material makes it memorable and
makes it your own. Because it’s a safe bet that someone is
going to ask you about this material later and you’re going
to have to pull it out of memory, do what you can to get it
into memory now. Here are some techniques to use:
• Go ahead and highlight lines in the text—you can
do so in Revel by clicking and dragging the cur-
sor over a sentence; you can even choose your own
colour and add a note! If you highlight important
points, you will remember those important points
better and can scroll back through them later.
• Read the chapter before the applicable class lecture, not
afterward. This way, you’ll get more out of the lecture,
which will introduce new material. The chapter will
give you the big picture, as well as a lot of detail. The
lecture will enhance that information and help you put
it all together. If you haven’t read the chapter first, you
may not understand some of the points made in the
lecture or realize which points are most important.
• Here’s a good way to study material: Write out a
key concept or a study in your own words, without
looking at the book or your notes. Or say it out loud
to yourself—again in your own words, with your
eyes closed. Can you do it? How good was your ver-
sion? Did you omit anything important? Did you get
stuck at some point, unable to remember what comes
next? If so, you now know that you need to go over
that information in more detail. You can also study
with someone else, describing theories and studies
to each other and seeing if you’re making sense.
• If you have trouble remembering the results of an
important study, try drawing your own version of a
graph of the findings (you can use our data graphs
for an idea of how to proceed). You will probably
find that you remember the research results much
better in pictorial form than in words. Draw the
information a few times and it will stay with you.
• Remember, the more you work with the material,
the better you will learn and remember it. Write it in
your own words, talk about it, explain it to others,
or draw visual representations of it.
• Last but not least, remember that this material is a
lot of fun. You haven’t even started reading the book
yet, but we think you’re going to like it. In particu-
lar, you’ll see how much social psychology has to tell
you about your real, everyday life. As this course
progresses, you might want to remind yourself to
observe the events of your daily life with new eyes—
the eyes of a social psychologist—and try to apply
what you are learning to the behaviour of your
friends, acquaintances, strangers, and, yes, even
yourself. Make sure you use the Try It! exercises. You
will find out how much social psychology can help
us understand our lives. When you read the news,
think about what social psychology has to say about
current events and behaviours; we believe you will
find that your understanding of daily life is richer.
We realize that 10 years from now you may not
remember all the facts, theories, and names you learn
now. Although we hope you will remember some of
them, our main goal is for you to take with you into your
future a great many of the broad social psychological con-
cepts presented herein—and, perhaps more important, a
critical and scientific way of thinking. If you open your-
self to social psychology’s magic, we believe it will enrich
the way you look at the world and the way you live in it.
Content Highlights
The seventh Canadian edition features the latest cutting-
edge research in the field. We have conducted an exten-
sive updating of the literature, adding nearly 900 new
references since the last edition. Of these, more than 250
are new studies by Canadian researchers. In each chap-
ter, we also refer to recent news events to illustrate social
psychological phenomena. A novel feature of this edi-
tion is the addition of learning objectives. We begin each
chapter by setting out the learning objectives for that

chapter. We then repeat the learning objectives in the sec-
tions that are most relevant for them and present them
again in the chapter summary. In the Revel edition of the
text, students are presented with quizzes after each sec-
tion. Instructors have the option of assigning these quiz-
zes and giving course credit for them.
Each chapter also includes Try It! exercises for stu-
dents to try out what they have learned in their real lives.
Many of these exercises have been updated. The answers
to most of these exercises can be found in the Instructor’s
Resource Manual accompanying this text. We have also
reinstated and updated the Social Psychology in Action
short chapters with new research. When we teach the
course, we find that students are excited to learn about
these applied areas.
We believe that social psychology comes alive for
students when they understand the whole context of
the field: how theories inspire research, why research is
performed as it is, and how further research triggers yet
new avenues of study. We have tried to convey our own
fascination with the research process in a down-to-earth,
meaningful way and have presented the results of the
scientific process in terms of the everyday experience of
the reader; however, we did not want to “water down”
our presentation of the field. In a world where human
behaviour can be endlessly surprising and where
research results can be quite counterintuitive, students
need a firm foundation on which to build their under-
standing of this challenging discipline.
The main way we try to engage students is with a
storytelling approach. Social psychology is full of good
stories, such as how the Holocaust inspired investiga-
tions into obedience to authority and how reactions to
the marriage of the crown prince of Japan to Masako
Owada, a career diplomat, illustrate cultural differences
in the self-concept. By placing research in a real-world
context, we make the material more familiar, understand-
able, and memorable. Each chapter begins with a real-life
vignette that illustrates the concepts to come. We refer to
this event at several points in the chapter, clarifying the
relevance of the material they are learning. Examples of
the opening vignettes include the tragic death of Reena
Virk, a Victoria teenager who was brutally murdered in
1997 while onlookers participated in tormenting her; we
describe the legal battle to convict her killers that con-
tinued to 2009 and the requests for parole granted as
recently as 2019 (Chapter 7, “Conformity: Influencing
Others”). In addition, we describe some amazing acts of
altruism, including the 2019 story of Scott Wellenbach,
a 67-year-old Buddhist translator from Halifax, Nova
Scotia, who won $890,000 at an international poker tour-
nament and gave it all away (Chapter 10, “Prosocial
Behaviour: Why Do People Help?”).
We also weave “mini-stories” into each chapter that
both illustrate specific concepts and bring the material
to life. For each one, we first describe an example of a
real-life phenomenon that is designed to pique students’
interest. These stories are taken from current events,
About This Course xiii
literature, and our own lives. Next, we describe an exper-
iment that attempts to explain the phenomenon. This
experiment is typically described in some detail because
we believe that students should not only learn the major
theories in social psychology but also understand and
appreciate the methods used to test those theories. For
example, in Chapter 10, we refer to an article posted
by CBC in February 2015 that began with a question:
“If you had been in the Montreal Métro station when
an inebriated man staggered into an oncoming train,
smashing his head and falling onto the platform, what
would you have done? If you were one of at least 40
passersby, the answer is nothing.” The article describes
the death of Radil Hebrich, a 59-year-old homeless man.
He lay bleeding a few centimetres from the edge of the
station platform for 16 minutes before help arrived, and
he died shortly thereafter. We use this tragedy to pique
students’ interest in the classic Latané and Darley stud-
ies on bystander intervention. We invite you to peruse
the text to find more examples of these mini-stories.
Last but not least, we discuss the methods used
by social psychologists in some detail. How can “bor-
ing” details about methodology be part of a storytelling
approach, you might ask? We believe that part of what
makes the story of social psychology so interesting is
explaining to students how to test hypotheses scientifi-
cally. In recent years, the trend has been for textbooks
to include only short sections on research methodology
and to provide only brief descriptions of the findings of
individual studies. In this book, we integrate the science
and methodology of the field into our story in several
ways.
First, we devote an entire chapter to methodology
(Chapter 2). We use our storytelling approach by pre-
senting two compelling real-world problems related to
violence and aggression: Does consumption of violent
media actually lead to aggressive thoughts and behav-
iours? Why don’t bystanders intervene more to help
victims of violence? We then use actual research studies
on these questions to illustrate the three major scientific
methods (observational research, correlational research,
and experimental research). Rather than a dry recita-
tion of methodological principles, the scientific method
unfolds like a story with a “hook” (what are the causes
of real-world aggression and apathy toward violence?)
and a moral (such interesting, real-world questions
can be addressed scientifically). We have been pleased
by the positive reactions to this chapter in the previous
editions.
Second, we describe prototypical studies in more
detail than most texts. We discuss how a study was
set up, what the research participants perceived and
did, how the research design derives from theoretical
issues, and the ways in which the findings support the
initial hypotheses. We often ask readers to pretend they
were participants so they can better understand the
study from the participants’ point of view. Whenever
pertinent, we’ve also included anecdotal information
xiv About This Course
about how a study was done or came to be; these brief
stories allow readers insights into the heretofore hid-
den world of creating research. See, for example, the
description of how Nisbett and Wilson (1977) designed
one of their experiments on the accuracy of people’s
causal inferences in Chapter 5 and the description of
the origins of Aronson’s (1978) jigsaw classroom tech-
nique in Chapter 12.
And finally, we include a balanced coverage of clas-
sic and modern research. The field of social psychology
is expanding rapidly, and exciting new work is being
done in all areas of the discipline. With the extensive
new material included in this seventh Canadian edi-
tion, the book provides thorough coverage of up-to-
date, cutting-edge research. But by emphasizing what
is new, some texts have a tendency to ignore what is
old. We have tried to strike a balance between the lat-
est research findings and classic research in social psy-
chology. Some older studies (e.g., early work in disso-
nance, conformity, and attribution) deserve their status
as classics and are important cornerstones of the disci-
pline. For example, unlike several other current texts,
we present detailed descriptions of the Festinger and
Carlsmith (1959) dissonance study (Chapter 6), and
the Asch (1956) and Sherif (1936) conformity studies
(Chapter 7). We then bring the older theories up to date,
following our discussions of the classics with modern
approaches to the same topics. This allows students to
experience the continuity and depth of the field, rather
than regarding it as a collection of studies published in
the past few years.
About the Authors
ELLIOT ARONSON When I was a kid, we were the only
Jewish family in a virulently anti-Semitic n­ eighbourhood.
I had to go to Hebrew school every day, late in the
­afternoon. Being the only youngster in my ­neighbourhood
going to Hebrew school made me an easy t­ arget for some
of the older neighbourhood tough guys. On my way home
from Hebrew school, after dark, I was f­ requently waylaid
and roughed up by roving gangs shouting a­ nti-Semitic
epithets.
I have a vivid memory of sitting on a curb after
one of these beatings, nursing a bloody nose or a split
lip, feeling very sorry for myself and wondering how
these kids could hate me so much when they didn’t
even know me. I thought about whether those kids
were taught to hate Jews or whether, somehow, they
were born that way. I wondered if their hatred could
be changed—if they got to know me better, would they
hate me less? I speculated about my own character.
What would I have done if the shoe were on the other
foot—that is, if I were bigger and stronger than they,
would I be capable of beating them up for no good
reason?
I didn’t realize it at the time, of course, but ­eventually I
discovered that these were profound q ­ uestions. And some
30 years later, as an experimental social p ­ sychologist, I had
the great good fortune to be in a ­position to answer some
of those questions and to invent techniques to reduce the
kind of prejudice that had claimed me as a victim.
Elliot Aronson is Professor Emeritus at the University of
California at Santa Cruz and one of the most renowned social
psychologists in the world. In 2002, he was chosen as one
of the 100 most eminent psychologists of the twentieth cen-
tury. Dr. Aronson is the only person in the 120-year history
of the American Psychological Association to have received
all three of its major awards: for distinguished writing, dis-
tinguished teaching, and distinguished research. Many other
professional societies have honoured his research and teach-
ing as well. These include the American Association for the
Advancement of Science, which gave him its highest honour,
the Distinguished Scientific Research award; the American
Council for the Advancement and Support of Education,
which named him Professor of the Year of 1989; the Society for
the Psychological Study of Social Issues, which awarded him
the Gordon Allport prize for his contributions to the reduction
of prejudice among racial and ethnic groups; and the William
James Award from the Association for Psychological Science.
In 1992, he was named a Fellow of the American Academy
of Arts and Sciences. A collection of papers and tributes by
his former students and colleagues, The Scientist and the
Humanist, celebrates his contributions to social psycho-
logical theory and its application to real-world problems. Dr.
Aronson’s own recent books for general audiences include
Mistakes Were Made (But Not by ME) with Carol Tavris,
and a memoir, Not by Chance Alone: My Life as a Social
Psychologist.
TIM WILSON One day when I was 8, a couple of older
kids rode up on their bikes to share some big news: They
had discovered an abandoned house down a country
road. “It’s really neat,” they said. “We broke a w ­ indow
and nobody cared!” My friend and I hopped onto our
bikes to investigate. We had no trouble finding the
house—there it was, sitting off by itself, with a big, jagged
hole in a first-floor window. We got off of our bikes and
looked around. My friend found a baseball-sized rock
lying on the ground and threw a perfect strike through
another first-floor window. There was something exhila-
rating about the smash-and-tingle of ­ shattering glass,
­especially when we knew there was nothing wrong with
what we were doing. After all, the house was abandoned,
wasn’t it? We broke nearly every window in the house
and then climbed through one of the first-floor windows
to look around.
It was then that we realized something was terribly
wrong. The house certainly did not look abandoned.
There were pictures on the wall, nice furniture, books in

shelves. We went home feeling frightened and confused.
We soon learned that the house was the home of an
elderly couple who were away on vacation. Eventually,
my parents discovered what we had done and paid a
substantial sum to repair the windows. For years, I
­pondered this incident: Why did I do such a terrible
thing? Was I a bad kid? I didn’t think so, and neither did
my parents. How, then, could a good kid do such a bad
thing? Even though the neighbourhood kids said the
house was abandoned, why couldn’t my friend and I see
the clear signs that someone lived there? How crucial
was it that my friend was there and threw the first rock?
Although I didn’t know it at the time, these reflections
touched on several classic social psychological issues,
such as whether only bad people do bad things, whether
the social situation can be powerful enough to make
good people do bad things, and the way in which our
expectations about an event can make it difficult to see it
as it really is. Fortunately, my career as a vandal ended
with this one incident. It did, however, mark the begin-
ning of my fascination with basic questions about how
people understand themselves and the social world—
questions I continue to investigate to this day.
Tim Wilson did his undergraduate work at Williams
College and Hampshire College and received his Ph.D. from
the University of Michigan. Currently Sherrell J. Aston
Professor of Psychology at the University of Virginia, he has
published numerous articles in the areas of introspection, atti-
tude change, self-knowledge, and affective forecasting, as well
as a recent book, Redirect: The Surprising New Science of
Psychological Change. His research has received the support
of the National Science Foundation and the National Institute
for Mental Health. He has been elected twice to the Executive
Board of the Society for Experimental Social Psychology and is
a Fellow of the American Psychological Society and the Society
for Personality and Social Psychology. In 2009 he was named
a Fellow of the American Academy of Arts and Sciences. He
has taught the introduction to social psychology course at
the University of Virginia for more than 30 years. In 2001
he was awarded the University of Virginia All-University
Outstanding Teaching Award and in 2010 was awarded the
University of Virginia Distinguished Scientist Award.
BEVERLEY FEHR I suspect that many social psy-
chologists, like me, didn’t start out with the intention
of ­becoming social psychologists. I was attending uni-
versity as a music major, taking psychology courses for
interest. I enjoyed them but kept experiencing a vague
sense of disappointment—each course wasn’t quite
what I had thought psychology would be about. When
I enrolled in a social psychology course that was offered
one summer, I was delighted to have finally found what
I was looking for. One day, as part of a class exercise, our
professor handed out copies of Rubin’s (1970) love and
About This Course xv
liking scale for us to complete with reference to a roman-
tic partner and a friend. (This scale is still widely used in
close-relationships research today.) I was dating some-
one at the time about whom I cared deeply, although I
had a feeling that he was not a particularly good choice
as a long-term partner. I was astonished, when we
scored the scale, that the love score for this person was
extremely high, but the liking score was distressingly
low! Quite aside from the personal implications of this
result, I was utterly fascinated that social psychologists
could use the scientific method to gain insight into is-
sues that are highly relevant to people’s everyday lives.
This and other experiences in that class prompted me
to reconsider my career choice and I ended up chang-
ing my major to psychology. I suspect that this experi-
ence may also have played a role in my eventual deci-
sion to become a social psychologist who studies close
relationships.
Beverley Fehr graduated with a B.A. (Hons.) from the
University of Winnipeg, where she was awarded the Gold
Medal for the highest standing in psychology. She received her
M.A. (under the guidance of James Russell) and her Ph.D.
(under the guidance of Dan Perlman) from the University of
British Columbia. Her doctoral thesis on lay people’s concep-
tions of love and commitment won the Iowa/International
Network for the Study of Personal Relationships Dissertation
Prize. She has published numerous articles and book chap-
ters on the topics of emotion and close relationships. Her
book Friendship Processes (1996) was awarded the 1997
Outstanding Academic Book Award by Choice: Current
Reviews for Academic Libraries. Her research is supported
by grants from the Social Sciences and Humanities Research
Council of Canada and the Fetzer Institute. She is past
president of the International Association for Relationships
Research, has served as associate editor of the Journal of
Personality and Social Psychology, and is a fellow of
the Canadian Psychological Association, the American
Psychological Association, the Society for Experimental Social
Psychology, the Society for Personality and Social Psychology,
and the International Association for Relationship Research.
She received the Clifford J. Robson Award for Excellence in
Teaching in 2016 and the University of Winnipeg Faculty of
Arts Research Excellence Award in 2018.
SAM SOMMERS I went to college to major in English.
I found myself in an intro to psychology course as a
second-semester freshman only because, well, it just
seemed like the kind of thing you did as a second-­
semester freshman. It was when we got to the social
psychology section of the course that a little voice in my
head starting whispering something along the lines of,
Hey, you’ve gotta admit this is pretty good stuff. It’s a lot like
the conversations you have with your friends about daily life,
but with scientific data.
xvi About This Course
As part of the class, we had the opportunity to
participate in research studies for course credit. So one
day I found myself in an interaction study in which I
was going to work on solving problems with a part-
ner. I walked in, and it was clear that the other guy had
arrived earlier—his coat and bag were already hanging
on the back of a chair. I was led to another, smaller room
and shown a video of my soon-to-be partner. Then I was
given a series of written questions about my percep-
tions of him, my expectations for our upcoming session
together, and so forth. Finally, I walked back into the
main area. The experimenter handed me a chair and told
me to put it down anywhere next to my partner’s chair
and that she would go get him (he, too, was presumably
completing written questionnaires in a private room). So
I did. I put my chair down, took a seat, and waited. Then
the experimenter returned, but she was alone. She told
me the study was over. There was no other participant;
there would be no problem solving in pairs. The video
I had watched was of an actor, and in some versions of
the study he mentioned having a girlfriend. In other ver-
sions, he mentioned a boyfriend. What the researchers
were actually studying was how this social category
information of sexual orientation would influence par-
ticipants’ attitudes about the interaction. And then she
took out a tape measure. The tape measure was to gauge
how close to my partner’s chair I had placed my own
chair, the hypothesis being that discomfort with a gay
partner might manifest in terms of participants placing
their chairs farther away. Greater comfort with or affin-
ity for the partner was predicted to lead to more desire
for proximity.
And at that, I was hooked. The little voice in my
head had grown from a whisper to a full-throated yell
that this was a field I could get excited about. First of all,
the researchers had tricked me. That, alone, I thought
was, for lack of a better word, cool. But more important,
they had done so in an effort to get me and my fellow
participants to reveal something about our attitudes,
preferences, and tendencies that we never would have
admitted to (or perhaps even would have been aware of)
had they just asked us directly. Here was a fascinatingly
creative research design, being used in the effort to study
what struck me as an incredibly important social issue.
Like I said, I was hooked. And I look forward to
helping introduce you to this field that caught me by
surprise back when I was a student and continues to
intrigue and inspire me to this day.
Sam Sommers earned his B.A. from Williams College and
his Ph.D. from the University of Michigan. Since 2003 he has
been a faculty member in the Department of Psychology at
Tufts University in Medford, Massachusetts. His research
examines issues related to stereotyping, prejudice, and group
diversity, with a particular interest in how these processes
play out in the legal domain. He has won multiple teaching
awards at Tufts, including the Lerman-Neubauer Prize for
Outstanding Teaching and Advising and the Gerald R. Gill
Professor of the Year Award. He was also inducted into the
Tufts Hall of Diversity for his efforts to promote an inclu-
sive climate on campus for all students. He has testified as
an expert witness on issues related to racial bias, jury deci-
sion making, and eyewitness memory in criminal trial pro-
ceedings in eight states. He has written two general audi-
ence books related to social psychology: Situations Matter:
Understanding How Context Transforms Your World
(2011) and This Is Your Brain on Sports: The Science of
Underdogs, the Value of Rivalry, and What We Can
Learn from the T-shirt Cannon (2016). He is also co-author
of Invitation to Psychology (seventh edition), along with
Carole Wade, Carol Tavris, and Lisa Shin.
Acknowledgments
Elliot Aronson is delighted to acknowledge the col-
laboration of Carol Tavris. He would also like to
acknowledge the contributions of his best friend (who
also happens to be his wife of 60 years), Vera Aronson.
Vera, as usual, provided inspiration for his ideas and
acted as the sounding board for and supportive critic
of many of his semi-formed notions, helping to mould
them into more sensible analyses.
Tim Wilson would like to thank his graduate mentor,
Richard E. Nisbett, who nurtured his interest in the field
and showed him the continuity between social psycholog-
ical research and everyday life. He also thanks the many
students who have taken his course in social psychol-
ogy over the years for asking fascinating questions and
providing wonderful examples of social psychological
phenomena in their everyday lives. Lastly, he thanks the
many graduate students with whom he has had the privi-
lege of working for joining him in the ever-­fascinating dis-
covery of new social psychological phenomena.
Beverley Fehr would like to thank her colleagues at
the University of Winnipeg and her social psychology
colleagues at the University of Manitoba for their enthu-
siasm and support throughout this project. She would
also like to express gratitude to her research assistants,
Deena Robak and Alanna Johnson. She also would like
to thank Brendan and the other servers at Frenchway
Café, where much of her writing was done, for their
warmth, friendliness, and the countless refills of coffee.
No book can be written and published without the help
of a great many people working with the authors behind
the scenes, and this book is no exception. Beverley would
like to thank the people at Pearson Canada who worked
with her on this text. She would like to express apprecia-
tion to Gurpreet Sohal, Associate Content Developer, for
her competence, patience, support, and understanding
 About This Course xvii

throughout this project. She would also like to thank Kim Dedications
Veevers and Söğüt Güleç, Executive Portfolio Manager
and Content Manager, respectively, for their guidance and To my grandchildren: Jacob, Jason, Ruth, Eliana,
encouragement; Project Managers Pippa Kennard and Natalie, Rachel, and Leo. My hope is that your
Pradeep Subramani and Copy Editor Leanne Rancourt for capacity for empathy and compassion will help
their expertise, conscientiousness, and patience in dealing make the world a better place.
with an author who struggled to meet deadlines because of —E.A.
her passion for including “just one more” Canadian study.
Sam Sommers would like to acknowledge, first and To my family, Deirdre Smith, Christopher
foremost, the Sommers ladies—Marilyn, Abigail, and ­Wilson, and Leigh Wilson
Sophia—for being patient with round-the-clock revision
—T.D.W.
sessions, for tolerating the constantly expanding mass of
papers and books on the floor of the study (he prom-
ises to clean them up before work starts on the next edi-
To my children, Genevieve and Everett
tion), and for frequently providing excellent real-life
—B.F.
examples that illustrate social psychological concepts.
He also gives special thanks to all of his t­ eachers of To my students—past, present, and future—
social ­psychology for introducing him to the field, for for making coming to work each morning fun,
­continued support, and for serving as role models as ­educational, and unpredictable
instructors, mentors, researchers, and writers. —S.R.S.
Finally, we would like to thank Kristine Peace who
reviewed and updated the Revel interactives and assess-
ment for this edition. We also owe a big debt of grati-
tude to the colleagues who read one or more chapters of
previous editions of the book. Reviewers of the seventh
Canadian edition include the following:

Jaswant Kaur Bajwa, George Brown College

Theresa Bianco, Concordia University

Craig Blatz, MacEwan University

Kimberly Burton, Marionpolis College

Benjamin Cheung, University of British Columbia

Ken Cramer, University of Windsor

Chapter 1
Introduction to Social
Psychology

Rafael Ramirez Lee/123 RF

Learning Objectives

What Is Social Psychology?

LO 1.1 Define social psychology, and distinguish it from other
disciplines.
The Power of the Situation
LO 1.2 Summarize why it matters how people explain and interpret
events, as well as their own and others’ behaviour.
Where Construals Come From: Basic Human Motives
LO 1.3 Explain what happens when people’s need to feel good about
themselves conflicts with their need to be accurate.
Social Psychology and Social Problems
LO 1.4 Explain why the study of social psychology is important.

1
2 Chapter 1 Introduction to Social Psychology

The task of the psychologist is to try to understand and predict human

behaviour. Different kinds of psychologists go about this in different ways. In this
book we will attempt to show you how social psychologists do it. Let’s begin with a
few examples of human behaviour. Some of these might seem important; others might
seem trivial; one or two might seem frightening. To a social psychologist, all of them
are interesting. Our hope is that by the time you finish reading this book, you will find
all of these examples as fascinating as we do. As you read, try to think about how you
would explain why each event unfolded as it did.

• “Canadians’ tremendous generosity recognized by Red Cross”; “Heroism, gener-

osity, and kindness.” Headlines such as these were a daily occurrence in Canadian
newspapers in the spring of 2016, as story after story documented the extent to
which Canadians were moved to assist the victims of the devastating wildfires
that ravaged entire communities in and around Fort McMurray, Alberta, in May
2016. People stepped up to donate food and clothing, and even opened their
homes to those fleeing the fires. Donations to the Red Cross exceeded $319,000
(including matching funds from the Alberta and federal governments). A spokes-
person for the Red Cross referred to this level of generosity as “remarkable and
unprecedented.” One person who helped is Aaron Van Achte, a contractor from
Thorsby, Alberta. He was shocked to learn that hundreds of people were stranded
on the highway because their vehicles had run out of gas, as the fire crept closer.
“That’s when we decided to go and help,” he said. He and his wife dropped
everything, loaded their truck with 500 litres of diesel, 100 litres of gasoline, and
a horse trailer to rescue any stranded livestock. “It’s what we do when times get
tough,” he stated matter of factly (Hopper, 2016). In a newspaper article published
on January 1, 2019, a writer commented on the outpouring of generosity demon-
strated by Canadians from coast to coast in response to the wildfires and other cri-
ses. According to Bruce MacDonald (2019), “Generosity is the underlying reason
Canada is the envy of much of the world and the preferred destination of millions
seeking a better life.”
What would make a person such as Aaron Van Achte drop everything and
rush to help complete strangers? Why did so many Canadians open their hearts
and their wallets to help the victims of the Fort McMurray wildfires?
• On the cover of the March 6, 2000, issue of Maclean’s, a headline reads, “A bar-
baric rite of passage: hazing in university athletics.” The article begins with the
story of Jean-François Caudron from St-Hubert, Quebec, the recipient of a hockey
scholarship from the University of Vermont. As a rookie, he was subjected to a
hazing that involved shaving his pubic hair, painting his toenails, and drinking
warm beer until he vomited. Based on his experiences with hockey teams, Jean-
François knew there was no escaping rookie night: “You knew about this night
and you were nervous. You feel pressure that you have to do it.” One might expect
that Jean-François would have nothing but bad memories about his hazing expe-
riences. However, he describes it this way: “[O]nce it was over, I was so happy. I
really felt part of the team” (O’Hara, 2000).
Why would Jean-François feel so happy to be part of a team that inflicted
pain, embarrassment, and humiliation on him?
• In the mid-1980s, residents of Quebec were introduced to the Order of the Solar
Temple—a cult founded by Luc Jouret and his partner Joseph Di Mambro.
Prominent citizens, including the highly respected mayor of Richelieu and his
wife, joined the cult. They were taught that the only redemption from their sins
was to experience death by fire, which would transport them to the star Sirius,
where they would be reborn. Suicides were to take place during the spring or
autumn equinox. The cult attracted worldwide attention in October 1994 when
53 cult members, including the mayor of Richelieu and his wife, died in a combined
 Chapter 1 Introduction to Social Psychology 3

Jonathan Hayward/The Canadian

Sometimes people go to great lengths to help strangers as was evident during the Fort McMurray fires.

mass murder-suicide. An elaborate system of explosives was used to set fire to the
buildings they inhabited in Quebec and Switzerland. Nearly a year later, another
16 cult members, including several children, died in a remote village in France. In
total, 74 members of this cult have died.
People are still trying to understand how respected citizens of Quebec could
have been swept up in this lethal cult. How can people agree to kill themselves
and their own children? Were they crazy? Were they under some kind of hypnotic
spell? How would you explain it?

We now have presented several questions about human social behaviour—

questions we find fascinating. Why do people sometimes go to great lengths to help
complete strangers, as Aaron Van Achte did when he dropped everything to trans-
port fuel to people fleeing the Fort McMurray fires? Why did Jean-François Caudron
like being part of hockey teams that forced him to endure barbaric hazing rituals?
And how could large numbers of people be induced to kill their own children and
themselves in Quebec, Switzerland, and France? In this chapter, we will consider what
these examples have in common and why they are of interest to us. We will also put
forth some reasonable explanations based on social psychological research.

What Is Social Psychology?

LO 1.1 Define social psychology, and distinguish it from other disciplines.
At the heart of social psychology is the phenomenon of social influence: We are all
influenced by other people. When we think of social influence, the kinds of exam-
ples that readily come to mind are direct attempts at persuasion, whereby one per-
son deliberately tries to change another person’s behaviour. This is what happens
when our friends try to get us to do something we don’t really want to do (“Come
on, have another beer—everyone else is in”) or when the schoolyard bully uses
force or threats to make smaller kids part with their lunch money or completed
homework.
These attempts at direct social influence form a major part of social psychol-
ogy and will be discussed in our chapters on conformity, attitudes, and group
processes. To the social psychologist, however, social influence is broader than
4 Chapter 1 Introduction to Social Psychology
Social Psychology
The scientific study of the way
in which people’s thoughts,
feelings, and behaviours are
influenced by the real or
imagined presence of other
people
Construal
The way in which people
perceive, comprehend, and
interpret the social world
attempts by one person to change another person’s behaviour. Social influence
extends beyond behaviour—it includes our thoughts and feelings, as well as our
overt acts. In addition, social influence takes on many forms other than deliberate
attempts at persuasion. We are often influenced merely by the presence of other
people. Moreover, even when we are not in the physical presence of other people,
we are still influenced by them. Thus, in a sense, we carry our mothers, fathers,
friends, and teachers around with us as we attempt to make decisions that would
make them proud of us.
On a more subtle level, each of us is immersed in a social and cultural context.
Social psychologists are interested in studying how and why our thoughts, feelings,
and behaviours are shaped by the entire social environment. Taking all of these fac-
tors into account, we can define social psychology as the scientific study of the way in
which people’s thoughts, feelings, and behaviours are influenced by the real or imag-
ined presence of other people (Allport, 1985).
The Power of Social Interpretation
It is one thing to say that the social situation has profound effects on human behav-
iour, but what exactly do we mean by the social situation? Social psychology is con-
cerned not so much with social situations in any objective sense but rather with how
people are influenced by their interpretation, or construal, of their social environment.
To understand how people are influenced by their social world, social psychologists
believe it is more important to understand how they perceive, comprehend, and inter-
pret the social world than it is to understand the objective properties of the social
world itself (Lewin, 1943).
As you will see from the Ross’s research presented in the Connections box below,
construal is important and has wide ramifications. Consider a murder trial. The
prosecution may be able to present compelling evidence, such as DNA tests, that it
believes will have a decisive impact on the verdict. But no matter how powerful the
evidence might be, the final verdict will always hinge on precisely how each mem-
ber of the jury construes that evidence—and these construals may rest on a variety
of events and perceptions that may or may not bear objective relevance to the case.
Such construal processes can produce very different outcomes. Consider the mur-
der trials of Mark Edward Grant. In March 2011, he was convicted of second-degree
murder for killing Candace Derksen in Winnipeg back in November 1984. The then
13-year-old Candace was walking home from school when she disappeared. Her fro-
zen body was found six weeks later in a nearby storage shed. Her hands and feet
had been bound with twine. The murder remained unsolved for 26 years, when the
police came forward with DNA evidence linking Mark Edward Grant to the crime.
Grant’s lawyer argued that the DNA evidence proved only that Grant had been at
that location, not that he was Candace’s killer. His lawyer also maintained that the
DNA evidence was contaminated. (Given that DNA testing was not available in
1984, most of the investigators did not wear gloves, gowns, or masks when gather-
ing the evidence.) However, in this case, the Queen’s Bench jury was persuaded by
the DNA evidence and handed down a guilty verdict. Grant’s lawyer appealed the
conviction. During the appeal, two experts presented new evidence to further call
into question the reliability of the DNA results. On March 20, 2014, the matter was
handed over to the Supreme Court of Canada to make a decision about whether
Grant should receive a re-trial. On March 5, 2015, the Supreme Court ordered a re-
trial, which began in May 2017. Once again, the interpretation of DNA evidence was
the focal point. At the end of the trial, in October 2017, Justice Karen Simonsen over-
turned Grant’s guilty verdict, stating that the DNA evidence used to convict him was
“fundamentally flawed.” (Pritchard, 2017).
 Chapter 1 Introduction to Social Psychology 5

Connections
The Role of Construal in Conflict Negotiations
A special kind of construal is what Lee Ross calls “naive real-
ism.” Ross is a social psychologist who has been working
closely with Israeli and Palestinian negotiators. These nego-
tiations frequently run aground because of naive realism—the
conviction all of us have that we perceive things “as they really
are” (Ehrlinger, Gilovich, & Ross, 2005; Pronin, Gilovich, &
Ross, 2004; Ross, 2010). We assume that other reasonable
people see things the same way we do:
[E]ven when each side recognizes that the other
side perceives the issues differently, each thinks
that the other side is biased while they themselves
are objective and that their own perceptions of
reality should provide the basis for settlement.
(Pronin et al., 2004)
Although both the Israelis and the Palestinians understand
intellectually that the other side perceives the issues differ-
ently, both sides resist compromise, fearing that their “biased”
opponent will benefit more than they would. In a simple experi-
ment, Ross took peace proposals created by Israeli negotia-
tors, labelled them correctly as Israeli or as Palestinian propos-
als, and asked Israeli citizens to judge them. The Israelis liked
the proposals attributed to Israel more than they liked the same
proposal when attributed to the Palestinians. Ross concludes,
“If your own proposal isn’t going to be attractive to you when it
comes from the other side, what chance is there that the other
side’s proposal is going to be attractive when it comes from
the other side?” (Maoz, Ward, Katz, & Ross, 2002; Pronin et al.
2004). The hope is that once negotiators on both sides become
fully aware of this phenomenon, and how it impedes conflict
resolution, a reasonable compromise will be more likely.

Another distinctive feature of social psychology is that it is an experiment-based

science. As scientists, we test our assumptions, guesses, and ideas about human social
behaviour empirically and systematically, rather than relying on folk wisdom, com-
mon sense, or the opinions and insights of philosophers, novelists, political pundits,
our grandmothers, or others wise in the ways of human beings. As you will see, con-
ducting systematic experiments in social psychology presents many challenges—
primarily because we are attempting to predict the behaviour of highly sophisticated
organisms in a variety of complex situations.
As scientists, our goal is to find objective answers to a wide array of important
questions: What are the factors that cause aggression? How might people reduce
prejudice? What causes two people to like or love each other? Why do certain
kinds of advertisements work better than others? The specific ways in which social
psychologists conduct experiments to meet these challenges will be illustrated
throughout this book.
We will spend most of this introductory chapter expanding on the issues raised in
the preceding paragraphs: What social psychology is and how it is distinct from other,
related disciplines. A good place to begin is with what social psychology is not.

Social Psychology, Science, and Common Sense

Throughout history, philosophy has been a major source of insight about human
nature. Indeed, the work of philosophers is part of the foundation of contemporary
psychology. This has more than mere historical significance. Psychologists have looked
to philosophers for insights into the nature of consciousness (e.g., Dennett, 1991) and
how people form beliefs about the social world (e.g., Gilbert, 1991). Sometimes, how-
ever, even great thinkers find themselves in disagreement with one another. When this
occurs, how is one to know who is right? Are there some situations where philosopher
A might be right, and other conditions under which philosopher B might be right?
How would you determine this?
We social psychologists address many of the same questions that philosophers
address, but we attempt to look at these questions scientifically—even concerning that
6 Chapter 1 Introduction to Social Psychology

great human mystery, love. In 1663, the great Dutch philosopher Benedict Spinoza
offered a highly original insight. He proposed that if we love someone whom we
formerly hated, that love will be greater than if hate had not preceded it. Spinoza’s
proposition is beautifully worked out. His logic is impeccable. But how can we be sure
that it holds up? What are the conditions under which it does or doesn’t hold? These
are empirical questions for the social psychologist, meaning that their answers can be
derived from experimentation or measurement rather than by personal opinion.
Let’s take another look at the examples at the beginning of this chapter. Why did
people behave the way they did? One way to answer this question might simply be to
ask them. For example, we could ask Jean-François why he was so happy to be part
of a hockey team that inflicted pain on him or ask followers of Luc Jouret why they
joined the cult. The problem with this approach is that people are not always aware
of the origins of their own responses (Gilbert, 2008; Nisbett & Wilson, 1977; Wilson,
2002). It is unlikely that Jean-François knows why the hazing he experienced made
him feel like part of the team or that the members of the Solar Temple know why they
got pulled into a cult.
Journalists, social critics, and novelists have many interesting things to say about
these situations. Such commentary is generally referred to as folk wisdom or common
sense. However, there is no shortage of folk theories for events such as the Solar Temple
tragedy. When cult members kill themselves and their children at the request of their
leader, explanations range from the view that the leader must have employed hypno-
tism and drugs to weaken the resistance of his followers to suspicion that the people
who were attracted to his cult must have been disturbed, self-destructive individu-
als in the first place. Such speculations, because they underestimate the power of the
situation, are almost certainly incorrect—or at the very least oversimplified. Indeed,
what is most striking about members of the Solar Temple cult is that they tended to be
highly respected, well-functioning members of society—including a mayor, a journal-
ist, a civil servant, and a sales manager.
Don’t get us wrong. A great deal can be learned about social behaviour from jour-
nalists, social critics, and novelists—and in this textbook we quote from all of these.
There is, however, at least one problem with relying entirely on such sources: More
often than not, they disagree with one another, and there is no easy way of determin-
ing which of them is correct.
Consider what folk wisdom has to say about the factors that influence how much
we like other people. On the one hand, we know that “birds of a feather flock together,”
and with a little effort, each of us could come up with many examples in which we
liked and spent time with people who shared our backgrounds and interests. But, on
the other hand, folk wisdom also tells us that “opposites attract,” and if we tried, we
could come up with examples in which people with backgrounds and interests differ-
ent from our own did attract us. Which is correct? Similarly, are we to believe that “out
of sight is out of mind” or that “absence makes the heart grow fonder”; that “haste
makes waste” or that “he who hesitates is lost”?
Unfortunately, because so-called common sense frequently turns out to be wrong
or oversimplified, people tend not to learn from previous incidents. The Solar Temple
tragedy was probably the first mass suicide involving Canadians but certainly not the
first or the last event of this kind. In 1978, nearly 800 members of a California-based
religious cult died in Jonestown, Guyana, when they drank a deadly mixture of Kool-
Aid and cyanide in response to a command from their leader, the Reverend Jim Jones.
Subsequent doomsday cults capitalized on fears that the millennium would bring
about the end of the world and managed to persuade their followers to take their
lives and those of their children. For example, the leaders of the Ugandan Movement
for the Restoration of the Ten Commandments of God persuaded parents that hand-
ing over their children to die was the only way to prevent them from falling into the
hands of Satan. On March 17, 2000, hundreds of people, many of whom were children,
 Chapter 1 Introduction to Social Psychology 7

were led into a sealed chapel that was set on fire (Associated
Press, 2000). Hundreds of other cult members and their children
died in other ways. While it is difficult to determine the exact
number of casualties, most reports suggest that between 800 and
1000 people perished, placing this cult on the same horrific scale
as the California-based Jonestown cult (Wasswa, 2002).
Closer to home, in April 2008, more than 400 children were
seized by Child Protective Services authorities in Texas. Their par-
ents were followers of Warren Jeffs, the leader of the Yearning for
Zion Mormon sect. There were allegations that young girls, and
perhaps some boys, were beaten, starved, and forced to have

Laura Rauch/AP Photo/CP Images

sex with much older men. Jeffs claimed that he had orders from
God to marry at least three young virgins, and preferably many
more. He also held the belief that “spiritual marriages” of girls as
young as age 13 to men in their 40s and 50s should be arranged.
Moreover, there were reports of Jeffs reassigning wives and chil-
dren to other men in the sect. In the beginning of 2011, the Royal
Canadian Mounted Police (RCMP) began investigating allega-
tions that teenaged girls from an offshoot of this sect in Bountiful,
British Columbia, were being taken to Texas by their parents to
Charismatic leaders are able to
marry Warren Jeffs. In one such case, Brandon Blackmore and Emily Ruth Blackmore
persuade people to willingly
had taken their daughter to Texas to marry Jeffs in 2004. At the time, she was only hand over their children to be
13 years old. In August 2011, this charismatic leader was charged with sexual assault mistreated, sexually abused,
of children and was sentenced to life plus 20 years to be served in a Texas prison. In and, in some cases, even killed.
April 2014, the Texas Department of Public Safety seized the secluded ranch where Warren Jeffs, leader of the
Jeffs and his followers had lived. In the spring of 2015, it came to light that while Yearning for Zion Mormon sect,
continues to receive support
awaiting his fate in prison, Jeffs ordered his followers to build a new compound on
from his followers.
the Utah–Arizona border. Back in British Columbia, Brandon Blackmore and Emily
Ruth Blackmore went to court in 2017 and were ordered to serve jail time for remov-
ing their 13-year-old daughter from Canada and placing her into the hands of a sex-
ual predator. Ruth Blackmore appealed her sentence, but when the appeal went to
court in June 2018, it was denied. Warren Jeffs allegedly continues to run the cult from
his Texas prison cell. Although some of his previous followers have become disillu-
sioned, many remain fiercely loyal to him.
It is difficult for most people to grasp just how powerful a cult can be in affecting
the hearts and minds of relatively normal people. Accordingly, the general population
is eager to find someone to blame. Often people blame the victims themselves, accus-
ing them of stupidity or of suffering from mental illness. Fixing blame may make us
feel better by resolving our confusion, but it is no substitute for understanding the
complexities of the situations that produced those events.
One of the tasks of the social psychologist is to make educated guesses (called
hypotheses) about the specific situations under which one outcome or the other would
occur. Just as a physicist performs experiments to test hypotheses about the nature of
the physical world, the social psychologist performs experiments to test hypotheses
about the nature of the social world. The task of the social psychologist is to design
well-controlled experiments that are sophisticated enough to tease out the situa-
tions that would result in one or another outcome. This enriches our understanding
of human nature, and allows us to make accurate predictions once we know the key
aspects of the prevailing situation. We will discuss the scientific methods that social
psychologists use in Chapter 2.
To elaborate, let’s return to our earlier discussion about the kinds of people we
like and the relationship between absence and liking. We would suggest that there are
some conditions under which birds of a feather flock together, and other conditions
under which opposites do attract. Similarly, there are some conditions under which
8 Chapter 1 Introduction to Social Psychology

absence makes the heart grow fonder, and others under which out of sight does mean
out of mind. Part of the job of the social psychologist is to do research that specifies the
conditions under which each of these statements is true, as you will see in Chapter 9.

Social Psychology Compared with Sociology

Social psychology’s focus on social behaviour is shared by several other disciplines in
the social sciences, most notably sociology. Both disciplines are concerned with the influ-
ence of social and societal factors on human behaviour. There are important differences,
however. One such difference is the level of analysis. Social psychology is a branch of
psychology, rooted in the study of individuals, with an emphasis on the psychological
processes going on in their hearts and minds. For the social psychologist, the level of analysis
is the individual in the context of a social situation. For example, to understand why people
intentionally hurt one another, the social psychologist focuses on the specific psychologi-
cal processes that trigger aggression in specific situations. To what extent is aggression
preceded by a state of frustration? If people are feeling frustrated, under what conditions
will they vent their frustration with an overt, aggressive act? What factors might pre-
clude an aggressive response by a frustrated individual? Besides frustration, what other
factors might cause aggression? We will address these questions in Chapter 11.
Sociology is more concerned with broad societal factors that influence events in
a society. Thus, the focus is on topics such as social class, social structure, and social
institutions. Of course, because society is made up of collections of people, some over-
lap is bound to exist between the domains of sociology and social psychology. The
major difference is that sociology, rather than focusing on the psychology of the indi-
vidual, looks toward society at large. Sociologists, like social psychologists, may also
be interested in aggressive behaviour, but sociologists are more likely to be concerned
with why a particular society (or group within a society) produces different levels and
types of aggression in its members. Sociologists might ask, for example, why the mur-
der rate in the United States is so much higher than in Canada. Within Canada, why
is the murder rate higher in some social classes than in others? How do changes in
society relate to changes in aggressive behaviour?
The difference between social psychology and sociology in level of analysis reflects
another difference between the disciplines—namely, what they are trying to explain.
The goal of social psychology is to identify universal properties of human nature that make
everyone susceptible to social influence, regardless of social class or culture. The laws gov-
erning the relationship between frustration and aggression, for example, are hypoth-
esized to be true of most people in most places—not just members of one social class,
age group, or race.
However, social psychology is a relatively young science that developed mostly in
North America. Many of its findings have not yet been tested in other cultures to see if
they are indeed universal. Nevertheless, our goal as social psychologists is to discover
such laws. Fortunately, cross-cultural research is increasing, and as it continues to grow,
we are learning more about the extent to which these laws are universal. This type of cul-
tural expansion is extremely valuable because it sharpens theories, either by demonstrat-
ing their universality or by leading us to discover additional variables, the incorporation
of which will ultimately help us make more accurate predictions of human social behav-
iour. We will encounter many examples of cross-cultural research in subsequent chapters.

Social Psychology Compared

with Personality Psychology
If you are like most people, when you read the examples that opened this chapter
and started thinking about how those events might have come about, you probably
wondered about the strengths, weaknesses, flaws, and quirks of the personalities
 Chapter 1 Introduction to Social Psychology 9

of the individuals involved. Why did

parents in Bountiful, British Columbia,
hand over their daughters—as young as
13 years old—to be married to Warren Jeffs?
Most of us explain these kinds of behav-
iours in terms of the personalities of the
people involved. What might these char-
acter traits be? Some people are leaders
and others are followers; some people are
bold and others are timid; some people

Paul Chesley/National Geographic

are public-spirited and others are selfish.
Asking—and trying to answer—
questions such as these is the work of person-
ality psychologists. When trying to explain
social behaviour, personality psychologists
generally focus their attention on individual
differences—the aspects of people’s person-
alities that make them different from other
people. For example, to explain why the people in the Solar Temple cult ended their own The people in this photo can
lives and those of their children, it seems natural to point to their personalities. Perhaps be studied from a variety of
perspectives: as individuals and
they were all “conformist types” or weak-willed; maybe they were even psychotic. The
as members of a family, a social
insights of personality psychologists increase our understanding of human behaviour, class, an occupation, a culture, a
but social psychologists are convinced that explaining behaviour primarily in terms of region, and on and on.
personality factors ignores a critical part of the story: the powerful role played by social
influence. Remember that it was not just a handful of people who died in a ski resort in
Quebec and in two villages in Switzerland. It is thought that, in all, 74 people lost their Individual Differences
lives to the Solar Temple cult. In the Jonestown tragedy in northern Guyana, nearly 800 The aspects of people’s
Americans took their own lives, and in the Ugandan cult, at least that many—-including personalities that make them
different from other people
children—perished. More than 400 children from the Texas polygamy sect were removed
by authorities because of allegations of rape and sexual exploitation, while their moth-
ers continued to deny that there was wrongdoing. Although it is conceivable that all of
these people were psychotic, that explanation is highly improbable. If we want a deeper,
richer, more thorough explanation of these tragic events, we need to understand what
kind of power and influence the charismatic leaders of these cults possess, the nature
of the impact of living in a closed society cut off from other points of view, and myriad
other factors that might have contributed to these tragic outcomes.
Here is a more mundane example. Suppose you go to a party and see a very attrac-
tive fellow student you’ve been hoping to get to know better. The student is looking
pretty uncomfortable, however—standing alone, not making eye contact, not talking

Try It!
Social Situations and Behaviour
1. Think about one of your friends or acquaintances whom you
regard as a shy person. For a moment, try not to think about
that person as “shy” but rather as someone who has dif-
ficulty relating to people in some situations but not in others.
2. Make a list of the social situations you think are most likely
to bring out your friend’s “shy” behaviour.
3. Make a list of the social situations that might bring forth
more outgoing behaviour on your friend’s part. (For
example, if someone showed a real interest in one of your
friend’s favourite hobbies or topics of conversation, it might
bring out behaviour that could be classified as charming
or vivacious.)
4. Try to create a social environment in which this would be
accomplished. Pay close attention to the effect it has on
your friend’s behaviour.
10 Chapter 1 Introduction to Social Psychology

Table 1.1 Social Psychology Compared with Related Disciplines

Sociology Social Psychology Personality Psychology
Provides general laws and Studies the psychological processes people Studies the characteristics
theories about societies, have in common with one another that make that make individuals unique
not individuals. them susceptible to social influence. and different from one
another.

to anyone who comes over. You decide that you’re not very interested after all—this
person seems pretty aloof, standoffish, and even arrogant. But a few weeks later you
see this student again, now being outgoing, funny, and appealing. So which is it? What
is this person “really” like? Shy or arrogant? It’s the wrong question—the answer is
both and neither. All of us are capable of being shy in some situations and outgoing
in others. A much more interesting question is this: What factors are different in these
two situations that have such a profound effect on this person’s behaviour? This is a
social psychological question. (See the Try It! box on the previous page.)
In summary, social psychology is located somewhere between its closest intellec-
tual cousins, sociology and personality psychology (see Table 1.1). Social psychology
shares with sociology an interest in situational and societal influences on behaviour
but focuses more on the psychological makeup of individuals that renders them sus-
ceptible to social influence. Social psychology shares with personality psychology an
emphasis on the psychology of the individual, but rather than focusing on what makes
people different from one another, it emphasizes the psychological processes shared
by most people that make them susceptible to social influence.

The Power of the Situation

LO 1.2 Summarize why it matters how people explain and interpret events,
as well as their own and others’ behaviour.
Suppose you stop at a roadside restaurant for a cup of coffee and a piece of pie. The
server comes to take your order, but you are having a hard time deciding which kind
of pie you want. While you are hesitating, she impatiently taps her pen against her
order book, rolls her eyes toward the ceiling, scowls at you, and finally snaps, “Hey, I
haven’t got all day, you know!”
What do you conclude about this event? When faced with such a situation, most
people would conclude that the server is a nasty or unpleasant person; consequently,
they would be reluctant to enter that particular restaurant again—especially when that
nasty person is on duty. That would certainly be understandable. However, suppose
we were to tell you that the server is a single parent and was kept awake all night by
the moaning of her youngest child, who has a painful terminal illness; that her car
broke down on her way to work and she has no idea where she will find the money to
have it repaired; that when she finally arrived at the restaurant, she learned that her
co-worker was too drunk to work, requiring her to cover twice the usual number of
tables; and that the short-order cook kept screaming at her because she was not pick-
ing up the orders fast enough to please him. Given all this information, you might
revise your judgment and conclude that she is not necessarily a nasty person—just an
ordinary person under enormous stress.
The key fact remains that when trying to account for a person’s behaviour in a
complex situation, the overwhelming majority of people will jump to the conclusion
that the behaviour was caused by the personality of the individual involved rather
than consider the influence of the situation. And this fact—that we often fail to take
the situation into account—is important to a social psychologist, for it has a profound
impact on how human beings relate to one another.
Another random document with
no related content on Scribd:
372.
See the whole story of the pastor Fontaine and Maria
Kummerin, in Eynard.

373.
Barratier subsequently became minister to the French church
in Halle.

374.
See Note on p. 310.

375.
Barclay’s Apology, propp. v. and vi. § 27, p. 194. Fourth
Edition, 1701.

376.
Fox’s Journal, pp. 76-83.

377.
Fox’s Journal, vol. i. p. 130.

378.
Fox’s Journal, vol. i. pp. 109, 129, 232. Vaughan’s Hist. of
England under the House of Stuart, p. 539.

379.
Journal, vol. i. p. 95.

380.
Journal, p. 89. This theopathetic mysticism is emphatically
transitive. Every inward manifestation speedily becomes a
something to be done, a testimony to be delivered. The Quaker
is ‘exercised,’ not that he may deck himself in the glory of
saintship, but to fit him for rendering service, as he supposes,
to his fellows. The early followers of Fox often caricatured the
acted symbolism of the Hebrew prophets with the most profane
or ludicrous unseemliness. Yet stark-mad as seemed the
 fashion of their denunciations, their object was very commonly
some intelligible and actual error or abuse.

381.
Barclay’s Apology, propp. v. and vi. 16. Sewell’s History, p.
544. (Barclay’s Letter to Paets); also p. 646 (The Christian
Doctrine of the People called Quakers, &c., published 1693).
Compare J. J. Gurney’s Observations on the Distinguishing
Views and Practices of the Society of Friends, chap. i. p. 59.

382.
Koran.

383.
Let the reader consult his Enthusiasmus Triumphatus, or read
his caustic observations upon the Anima Magica Abscondita,
and his Second Lash of Alazonomastix. Among the high-flyers
of his day, there appear to have been some who spoke of
being ‘godded with God,’ and ‘Christed with Christ,’ much after
the manner of some of Eckart’s followers.

384.
‘But now seeing the Logos or steady comprehensive wisdom of
God, in which all Ideas and their respects are contained, is but
universal stable reason, how can there be any pretence of
being so highly inspired as to be blown above reason itself,
unlesse men will fancy themselves wiser than God, or their
understandings above the natures and reasons of things
themselves.’—Preface to the Conjectura Cabbalistica.

385.
See Norris’s Miscellanies (1699):
An Idea of Happiness: enquiring wherein the greatest
happiness attainable by Man in this Life does consist, pp. 326-
341.
386.
Miscellanies, p. 276 (in a Discourse on Rom. xii. 3), and p. 334.

387.
Norris says, in his Hymn to Darkness—

‘The blest above do thy sweet umbrage prize,

When cloyed with light, they veil their eyes.
The vision of the Deity is made
More sweet and beatific by thy shade.
But we poor tenants of this orb below
Don’t here thy excellencies know,
Till death our understandings does improve,
And then our wiser ghosts thy silent night-walks love.’

In the writings of Henry More we can see, by a notice here and

there, how Quakerism looked in the eyes of a retired scholar,
by no means indiscriminately adverse to enthusiasm. The word
enthusiasm itself, he always uses more in the classical than
the modern sense. ‘To tell you my opinion of that sect which
are called Quakers, though I must allow that there may be
some amongst them good and sincere-hearted men, and it
may be nearer to the purity of Christianity for the life and power
of it than many others, yet I am well assured that the generality
of them are prodigiously melancholy, and some few perhaps
possessed with the devil.’ He thinks their doctrine highly
dangerous, as mingling with so many good and wholesome
things an abominable ‘slighting of the history of Christ, and
making a mere allegory of it,—tending to the utter overthrow of
that warrantable though more external frame of Christianity
which Scripture itself points out to us.’ Yet he takes wise
occasion, from the very existence of such a sect, to bid us all
look at home, and see that we do not content ourselves with
the mere Tabernacle without the Presence and Power of God
therein.—Mastix, his Letter to a Friend, p. 306.
388.
See Swedenborg’s True Christian Religion, chap. iv.

389.
See E. Swedenborg, a Biography, by J. G. Wilkinson, p. 99; a
succinct and well-written account of the man, and the best
introduction to his writings I have met with.

390.
Wilkinson, pp. 187, 118.

391.
Wilkinson, pp. 79, 130.

392.
Heaven and Hell, § 360.

393.
True Christian Religion, § 796.

394.
See the description of the heavenly palaces, of divine worship
in heaven, and of the angelic employments, Heaven and Hell,
§§ 183, 221, 387. True Christian Religion, §§ 694, 697. Also
concerning marriages in heaven, Heaven and Hell, §§ 366-
386.

395.
Heaven and Hell, §§ 329-345.

396.
True Christian Religion, chap. vi. 6, 7; Heaven and Hell, § 592.

397.
True Christian Religion, chap. ii. 1-7. I give here Swedenborg’s
idea of the evangelical theology. See especially §§ 132-135,
where he represents himself as correcting the false doctrine of
certain spirits in the other world concerning the Divine Nature.
398.
Goethe:

Held our eyes no sunny sheen,

How could sunshine e’er be seen?
Dwelt no power divine within us,
How could God’s divineness win us?

399.
See F. H. Jacobi, Von den Göttlichen Dingen und ihrer
Offenbarung (1811), where the principles of the Faith-
Philosophy are expounded, though after a desultory, disjointed
manner:—more especially pp. 70-93.

400.
To Schleiermacher the theology of his country owes great and
lasting obligation for having led the intellectual promise of his
time to a momentous crisis of transition. His genius at once
kindled the enthusiasm of youth, and allowed a space to its
scepticism. As much opposed as Hamann or Jacobi to the
contemptuous Rationalism which then held the scorner’s chair,
he did not, like them, couch a polemic lance against
philosophy. But real and important as was his advance beyond
the low and superficial anti-supranaturalism which preceded
him, the followers of Schleiermacher found it impossible to rest
where he did. From among his pupils have sprung the greatest
names in this generation of German divines, and they have
admitted, with scarcely an exception, that he conceded so
much for the sake of peace as to render his position untenable.
Their master led them to an elevation whence they discerned a
farther height and surer resting-place than he attained. For a
more detailed account of Schleiermacher and his theological
position, the reader is referred to an article by the Author in the
British Quarterly Review for May, 1849.
401.
The principles of the genuine Romanticism (as distinguished
from its later and degenerate form) are ably enunciated by
Tieck, in a comic drama, entitled Prince Zerbino; or, Travels in
Search of Good Taste. One Nestor, a prosaic pedant, who
piques himself on understanding everything, and on his
freedom from all enthusiasm and imaginative nonsense, is
introduced into the wondrous garden of the Goddess of Poesy.
There he sees, among others, Dante and Ariosto, Cervantes
and Sophocles. He complains of not finding Hagedorn, Gellert,
Gesner, Kleist, or Bodmer; and the Goddess then points him
out—as a true German bard—stout old Hans Sachs. Dante
appears to him a crusty old fogie; Tasso, a well-meaning man,
but weak; and Sophocles, whom he was disposed to respect
as a classic, when blamed for the obscurity of his choruses,
turns upon him like a bear. The conceited impertinence, the
knowing air, and the puzzle-headedness of the Philistine, are
hit off to admiration. This Garden of Poesy seems to him a lair
of savages, an asylum for lunatics, where all his smug
conventionalisms are trampled on, and every canon of his
criticism suffers flagrant violation. Genii take him away, and
give him something substantial to eat—earth to earth. The
tables and chairs begin to talk to him. They congratulate
themselves on being delivered from their old free life in the
woods, and cut out into useful articles of furniture, so fulfilling
the purpose of their being. He gets on much better with them
than with the poets, and thinks them (himself excepted) the
most sensible creatures in the world.

402.
See Julian Schmidt, Geschichte der Deutschen National
Literatur im 19n Jahrhundert, th. I. c. vi.

403.
Schmidt, p. 60.
404.
Novalis, Schriften, th. ii. pp. 152, 159, 221.

405.
Ibid., p. 158.

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