Chapter 10 Interpersonal Attraction From First Impressions to

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Chapter 10 Interpersonal Attraction: From First Impressions to Close Relationships Slides prepared by Jo.

Chapter 10 Interpersonal Attraction: From First Impressions to Close Relationships Slides prepared by Jo. Nell Strough, Ph. D. & Philip Lemaster, M. A. West Virginia University Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

This multimedia product and its contents are protected under copyright law. The following are

This multimedia product and its contents are protected under copyright law. The following are prohibited by law: any public performance or display, including transmission of any image over a network; preparation of any derivative work, including the extraction, in whole or in part, of any images; any rental, lease, or lending of the program. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Multimedia Directory Slide 27 Slide 45 Physical Attractiveness Video Dr. Sternberg and Love Video

Multimedia Directory Slide 27 Slide 45 Physical Attractiveness Video Dr. Sternberg and Love Video Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Why is it Important to Study Relationships? • The absence of a meaningful relationship

Why is it Important to Study Relationships? • The absence of a meaningful relationship makes individuals feel: – Lonely, worthless, hopeless, helpless, powerless, and alienated Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

What Causes Attraction? Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson |

What Causes Attraction? Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

The Person Next Door: The Propinquity Effect • One determinant of interpersonal attraction is

The Person Next Door: The Propinquity Effect • One determinant of interpersonal attraction is proximity. – Sometimes also called propinquity Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

The Person Next Door: The Propinquity Effect • Propinquity Effect – The finding that

The Person Next Door: The Propinquity Effect • Propinquity Effect – The finding that the more we see and interact with people, the more likely they are to become our friends. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Festinger, Schachter & Back (1950) Friendship Formation in Apartment Buildings • 41% of the

Festinger, Schachter & Back (1950) Friendship Formation in Apartment Buildings • 41% of the next-door neighbors indicated they were close friends. • 22% of those who lived two doors apart • Only 10% of those who lived on opposite ends of the hall Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Figure 10. 1 The Floor Plan of a Westgate West Building All the buildings

Figure 10. 1 The Floor Plan of a Westgate West Building All the buildings in the housing complex had the same floor plan. (Adapted from Festinger, Schachter, & Back, 1950) Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Functional Distance • Refers to certain aspects of architectural design that make it more

Functional Distance • Refers to certain aspects of architectural design that make it more likely that some people will come into contact with each other more often than with others Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

The Person Next Door: The Propinquity Effect • The Propinquity Effect occurs due to

The Person Next Door: The Propinquity Effect • The Propinquity Effect occurs due to Mere Exposure Effect The finding that the more exposure we have to a stimulus, the more apt we are to like it. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Close friendships are often made in college, in part because of prolonged propinquity. Source:

Close friendships are often made in college, in part because of prolonged propinquity. Source: Rido/Shutterstock Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Similarity • “Birds of a feather flock together” (similarity) • What about “opposites attract”

Similarity • “Birds of a feather flock together” (similarity) • What about “opposites attract” (complementarity)? • Research overwhelmingly supports – Similarity – Not complementarity Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Similarity in Opinions and Personality • Greater similarity = more liking • Newcomb (1961)

Similarity in Opinions and Personality • Greater similarity = more liking • Newcomb (1961) – College men became friends with who were similar in – Demographics – Attitudes – Values Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Similarity in Interests and Experiences • Situations you choose to be in expose you

Similarity in Interests and Experiences • Situations you choose to be in expose you to others with similar interests. • Then, when you discover and create new similarities, they fuel the friendship. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

An administrator in the Housing Office of Barnard College sorts through roommate applications, placing

An administrator in the Housing Office of Barnard College sorts through roommate applications, placing them in piles according to their similar answers to questions about living habits and interests. Source: Willie J. Allen Jr. /The New York Times/Redux Pictures Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Similarity in Appearance • Seek physical proximity to those similar in appearance • Seek

Similarity in Appearance • Seek physical proximity to those similar in appearance • Seek others with similar degree of physical attractiveness Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Similarity in Committed Relationships Versus “Flings” • For committed relationship – Choose a similar

Similarity in Committed Relationships Versus “Flings” • For committed relationship – Choose a similar partner • Relationships based on differences can be difficult to maintain – Perceived similarity more important than actual similarity • Low level of commitment (‘Fling’) – Choose dissimilar partners Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Reciprocal Liking • We like people who like us • For initial attraction, reciprocal

Reciprocal Liking • We like people who like us • For initial attraction, reciprocal liking can overcome – Dissimilarity in attitudes – Attentional biases to attractive faces Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Physical Attractiveness • Physical attractiveness – Plays an important role in liking Social Psychology,

Physical Attractiveness • Physical attractiveness – Plays an important role in liking Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Physical Attractiveness • Gender differences? – Differences are larger when attitudes are measured •

Physical Attractiveness • Gender differences? – Differences are larger when attitudes are measured • Men more likely than women to report attraction is important – Gender similarities in behavior Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Female Faces— What Is Attractive? • High attractiveness ratings are associated with: – Large

Female Faces— What Is Attractive? • High attractiveness ratings are associated with: – Large eyes – Small nose – Small chin – Prominent cheekbones Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Female Faces— What Is Attractive? • High attractiveness ratings are associated with: – Narrow

Female Faces— What Is Attractive? • High attractiveness ratings are associated with: – Narrow cheeks – High eyebrows – Large pupils – Big smile Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Male Faces— What Is Attractive? • Women’s ratings of men’s faces: – Large eyes

Male Faces— What Is Attractive? • Women’s ratings of men’s faces: – Large eyes – Prominent cheekbones – Large chin – Big smile Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Cultural Standards of Beauty • Facial attractiveness perceived similarly across cultures – Symmetry is

Cultural Standards of Beauty • Facial attractiveness perceived similarly across cultures – Symmetry is preferred. • Size, shape, and location of the features on one side match the other side of face – Average faces preferred, not extremes • Composites of attractive faces Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Photography models represent facial standards of beauty for men and women. Source: Trinette Reed/Glow

Photography models represent facial standards of beauty for men and women. Source: Trinette Reed/Glow Images, Inc. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Physical Attractiveness Video Click on the screenshot for a brief discussion on the role

Physical Attractiveness Video Click on the screenshot for a brief discussion on the role of symmetry in physical attractiveness across species. Back to Directory Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Attractiveness and Familiarity • Familiarity may be crucial variable for interpersonal attraction. • People

Attractiveness and Familiarity • Familiarity may be crucial variable for interpersonal attraction. • People prefer faces that most resemble their own. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

The Power of Familiarity • Propinquity – Gain familiarity through mere exposure • Similarity

The Power of Familiarity • Propinquity – Gain familiarity through mere exposure • Similarity – If similar will also seem familiar • Reciprocal liking – People we who like and get to know become familiar Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Assumptions About Attractive People • People attribute positive qualities to beautiful • “What is

Assumptions About Attractive People • People attribute positive qualities to beautiful • “What is beautiful is good” stereotype Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Assumptions About Attractive People • “What is beautiful is good” stereotype is relatively narrow

Assumptions About Attractive People • “What is beautiful is good” stereotype is relatively narrow • The beautiful are thought to be more: – Sociable – Extraverted – Popular – Sexual – Happy – Assertive Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Assumptions About Attractive People • Highly attractive people: – Do develop good social interaction

Assumptions About Attractive People • Highly attractive people: – Do develop good social interaction skills – Report having more satisfying interactions with others • Self-fulfilling prophecy – The beautiful receive a great deal of social attention – Helps them develop good social skills Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Assumptions About Attractive People • Can a “regular” person be made to act like

Assumptions About Attractive People • Can a “regular” person be made to act like a “beautiful” one via the selffulfilling prophecy? • Yes! – If men talking to women on the phone believe she is attractive • Elicit warmer, friendlier responses – Same for women Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Evolution and Mate Selection • Evolutionary Psychology – The attempt to explain social behavior

Evolution and Mate Selection • Evolutionary Psychology – The attempt to explain social behavior in terms of genetic factors that evolved over time according to the principles of natural selection. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Evolution and Mate Selection • Evolutionary approach to mate selection – A theory derived

Evolution and Mate Selection • Evolutionary approach to mate selection – A theory derived from evolutionary biology that holds that men and women are attracted to different characteristics in each other (men are attracted by women’s appearance; women are attracted by men’s resources) because this maximizes their chances of reproductive success. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Evolution and Mate Selection • Evolutionary explanations of mate selection have been criticized. Social

Evolution and Mate Selection • Evolutionary explanations of mate selection have been criticized. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Alternative Perspectives to Mate Selection • Multiple sexual partners infer evolutionary advantages to both

Alternative Perspectives to Mate Selection • Multiple sexual partners infer evolutionary advantages to both men and women. • Gender differences are status differences. – Women often have less power and wealth. • “Evolved” gender differences can be modified through situational influences. (Finkel & Eastwick, 2009) Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Speed-Dating Rules and Attraction • Gender differences in selectivity depends on situational factors Social

Speed-Dating Rules and Attraction • Gender differences in selectivity depends on situational factors Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Figure 10. 2 How Speed-Dating Rules Affect Attraction In one version of Finkel and

Figure 10. 2 How Speed-Dating Rules Affect Attraction In one version of Finkel and Eastwick’s (2009) study, male college students rotated from one 4 -minute speed date to the next as female students remained seated. As expected, the women were “pickier” than the men, perceiving less romantic chemistry and rating fewer of their speed-dating partners as people they’d like to get to know better. But changing the structure of the speed dates also changed these ratings: When the women rotated around and the men remained seated, women were no longer the pickier gender—if anything, now the men became slightly stingier when it came to perceptions of attraction. (Adapted from Finkel & Eastwick, 2009) Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Defining Love • Companionate Love – The intimacy and affection we feel when we

Defining Love • Companionate Love – The intimacy and affection we feel when we care deeply for a person but do not experience passion or arousal in the person’s presence. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Defining Love • Passionate Love – An intense longing we feel for a person,

Defining Love • Passionate Love – An intense longing we feel for a person, accompanied by physiological arousal; when our love is reciprocated, we feel great fulfillment and ecstasy, but when it is not, we feel sadness and despair. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

This scene from the Twilight saga exemplifies the early stages of love. Source: AF

This scene from the Twilight saga exemplifies the early stages of love. Source: AF archive/Alamy Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Companionate Love • Nonsexual relationships – Close friendships • Sexual relationships – Psychological intimacy

Companionate Love • Nonsexual relationships – Close friendships • Sexual relationships – Psychological intimacy without “heat” and passion Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Passionate Love • Intense longing for another person, characterized by: – The experience of

Passionate Love • Intense longing for another person, characterized by: – The experience of physiological arousal – The feeling of shortness of breath – Thumping heart in loved one’s presence Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Dr. Sternberg and Love Video Click on the screenshot to watch Dr. Sternberg discuss

Dr. Sternberg and Love Video Click on the screenshot to watch Dr. Sternberg discuss how the three ingredients of love — intimacy, passion, and commitment — combine to differentiate romantic/passionate love from companionate love. Back to Directory Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

This Is Your Brain In Love: f. MRI Research • When looking at their

This Is Your Brain In Love: f. MRI Research • When looking at their beloved – Participants who self-reported higher levels of romantic love showed • Greater activation in the brain’s ventral tegmental area (VTA) and caudate nucleus – Reward and motivation brain circuits » Also fires when people eat chocolate! Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Passionate and Companionate Love Across Cultures • Americans value passionate love more than the

Passionate and Companionate Love Across Cultures • Americans value passionate love more than the Chinese • The Chinese value companionate more • Taita of Kenya value both equally Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Culture and Love • Love is a universal emotion • Cultural differences – The

Culture and Love • Love is a universal emotion • Cultural differences – The experience of love – Expectations about love Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Although people all over the world experience love, how love is defined varies across

Although people all over the world experience love, how love is defined varies across cultures. Source: (left) imagebroker/Alamy; (right): vario images Gmb. H & Co. KG/Alamy Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Culture and Love • Japanese amae – Totally passive love object, indulged and taken

Culture and Love • Japanese amae – Totally passive love object, indulged and taken care of by one’s romantic partner • Chinese gan qing – Achieved by helping and working for another person • Korean jung – Connection that ties people together Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Culture and Love • Love has similar and different meanings cross-culturally. – Differences •

Culture and Love • Love has similar and different meanings cross-culturally. – Differences • Chinese “sad love” – “Sorrow-love, ” “tenderness-pity, ” and “sorrow-pity” – Yuan—interpersonal relationships are predetermined – Not a major aspect of love in American or Italian cultures. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Culture and Love • Love has similar and different meanings cross-culturally. – Similarities •

Culture and Love • Love has similar and different meanings cross-culturally. – Similarities • Eroticism and passion in love songs Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Culture and Love • We all love, but we do not necessarily all love

Culture and Love • We all love, but we do not necessarily all love in the same way. – Or at least we don’t describe it in the same way • Romantic love is nearly universal in the human species. – Cultural rules alter how that emotional state is experienced, expressed, and remembered. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Attachment Styles in Intimate Relationships • Attachment Styles – The expectations people develop about

Attachment Styles in Intimate Relationships • Attachment Styles – The expectations people develop about relationships with others, based on the relationship they had with their primary caregiver when they were infants. • There are three styles of attachment: – Secure – Anxious/Ambivalent – Avoidant Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Attachment theory predicts that the attachment style we learn as infants and young children

Attachment theory predicts that the attachment style we learn as infants and young children stays with us throughout life and generalizes to all of our relationships with other people. Source: Ian Hooton/Dorling Kindersley Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Three Styles of Attachment • Secure Attachment Style – An attachment style characterized by

Three Styles of Attachment • Secure Attachment Style – An attachment style characterized by trust, a lack of concern with being abandoned, and the view that one is worthy and wellliked. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Three Styles of Attachment • Anxious/Ambivalent Attachment Style – An attachment style characterized by

Three Styles of Attachment • Anxious/Ambivalent Attachment Style – An attachment style characterized by a concern that others will not reciprocate one’s desire for intimacy, resulting in higher-than-average levels of anxiety. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Three Styles of Attachment • Avoidant Attachment Style – An attachment style characterized by

Three Styles of Attachment • Avoidant Attachment Style – An attachment style characterized by a suppression of attachment needs, because attempts to be intimate have been rebuffed; people with this style find it difficult to develop intimate relationships. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Attachment in the Lab • Attachment style predicts response to supportive and unsupportive feedback

Attachment in the Lab • Attachment style predicts response to supportive and unsupportive feedback in lab studies. – Unsupportive feedback • Anxious and Insecure attachment – More upset • Securely attached – Reacted more calmly – Supportive feedback • All styles of attachment responded similarly Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Attachment Style is Not Destiny • If people had unhappy relationships with their parents,

Attachment Style is Not Destiny • If people had unhappy relationships with their parents, they are NOT doomed to repeat this! • People’s experience in relationships can help them learn new and more healthy ways of relating to others. • People may develop more than one attachment style over time. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Theories of Relationship Satisfaction • Social Exchange Theory – The idea that people’s feelings

Theories of Relationship Satisfaction • Social Exchange Theory – The idea that people’s feelings about a relationship depend on perceptions of rewards and costs, the kind of relationship they deserve, and their chances for having a better relationship with someone else. – Is an economic model of costs and benefits! Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Social Exchange Theory • Basic concepts – Rewards • Positive, gratifying aspects of relationship

Social Exchange Theory • Basic concepts – Rewards • Positive, gratifying aspects of relationship – Costs • Negative aspects of relationship – Outcome • Comparison of rewards vs. costs – Comparison level • Expectations Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Comparison Level • People’s expectations about the level of rewards and punishments they are

Comparison Level • People’s expectations about the level of rewards and punishments they are likely to receive in a particular relationship. • Relationship satisfaction depends on your comparison level. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Social Exchange Theory • Relationship satisfaction also depends on your perception of the likelihood

Social Exchange Theory • Relationship satisfaction also depends on your perception of the likelihood that you could replace it with a better one! Comparison Level for Alternatives People’s expectations about the level of rewards and punishments they would receive in an alternative relationship. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Investment Model • The theory that people’s commitment to a relationship depends not only

Investment Model • The theory that people’s commitment to a relationship depends not only on their satisfaction with the relationship in terms of rewards, costs, and comparison level and their comparison level for alternatives but also on how much they have invested in the relationship that would be lost by leaving it. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Figure 10. 3 The Investment Model of Commitment People’s commitment to a relationship depends

Figure 10. 3 The Investment Model of Commitment People’s commitment to a relationship depends on several variables. First, their satisfaction with the relationship is based on their comparing their rewards to their costs and determining if the outcome exceeds their general expectation of what they should get in a relationship (or comparison level). Next, their commitment to the relationship depends on three variables: how satisfied they are, how much they feel they have invested in the relationship, and whether they have good alternatives to this relationship. These commitment variables in turn predict how stable the relationship will be. For example, a woman who feels her relationship has more costs and fewer rewards than she considers acceptable would have a low satisfaction. If she also felt she had little invested in the relationship and a very attractive person had just asked her for a date, she would have a low level of commitment. The end result is low stability; most likely, she will break up with her current partner. (Adapted from Rusbult, 1983) Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Figure 10. 4 A Test of the Investment Model This study examined the extent

Figure 10. 4 A Test of the Investment Model This study examined the extent to which college students’ satisfaction with a relationship, their comparison level for alternatives, and their investment in the relationship predicted their commitment to the relationship and their decision about whether to break up with their partner. The higher the number, the more each variable predicted commitment and breakup, independent of the two other variables. All three variables were good predictors of how committed people were and whether or not they broke up. (Adapted from Rusbult, 1983) Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Investment Model • To predict whether people will stay in an intimate relationship, we

Investment Model • To predict whether people will stay in an intimate relationship, we need to know: 1. Their level of satisfaction in the relationship 2. What they think of the alternatives 3. The degree of their investment in the relationship Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Theories of Relationship Satisfaction • Equity Theory – The idea that people are happiest

Theories of Relationship Satisfaction • Equity Theory – The idea that people are happiest with relationships in which the rewards and costs experienced and both parties’ contributions are roughly equal. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Equity Theory • Equitable relationships are the happiest and most stable • In inequitable

Equity Theory • Equitable relationships are the happiest and most stable • In inequitable relationships, one person feels: – Over-benefited • Lots of rewards, few costs • Devote little time or energy to the relationship Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Equity Theory • In inequitable relationships, one person feels: – Under-benefited • Few rewards,

Equity Theory • In inequitable relationships, one person feels: – Under-benefited • Few rewards, high costs • Devote a lot of time and energy to the relationship • Inequity is more important to person who is under-benefitted Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Equity in Long-Term Relationships • Does equity operate the same way in long-term versus

Equity in Long-Term Relationships • Does equity operate the same way in long-term versus new relationships? – Not exactly • The more we get to know someone – More reluctant to believe that we are simply exchanging favors – Less inclined to expect immediate compensation for a favor Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Exchange and Communal Relationships • Exchange Relationships – Relationships governed by the need for

Exchange and Communal Relationships • Exchange Relationships – Relationships governed by the need for equity (i. e. , for an equal ratio of rewards and costs). • Communal Relationships – Relationships in which people’s primary concern is being responsive to the other person’s needs. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Close relationships can have either exchange or communal properties. Family relationships are typically communal.

Close relationships can have either exchange or communal properties. Family relationships are typically communal. Source: Monkey Business Images/ Shutterstock Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Figure 10. 5 Exchange Versus Communal Relationships Social Psychology, Eighth Edition Elliot Aronson |

Figure 10. 5 Exchange Versus Communal Relationships Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Ending Intimate Relationships • American divorce rate is nearly 50% of the current marriage

Ending Intimate Relationships • American divorce rate is nearly 50% of the current marriage rate. • Romantic relationships between unmarried individuals end every day. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Figure 10. 6 Steps in Dissolving Close Relationships (Adapted from Duck, 1982) Social Psychology,

Figure 10. 6 Steps in Dissolving Close Relationships (Adapted from Duck, 1982) Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Behavior in Troubled Relationships (Rusbult) • Destructive Behaviors 1. Actively harming the relationship •

Behavior in Troubled Relationships (Rusbult) • Destructive Behaviors 1. Actively harming the relationship • Abusing the partner • Threatening to break up • Actually leaving Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Behavior in Troubled Relationships (Rusbult) • Destructive Behaviors 2. Passively allowing relationship to deteriorate

Behavior in Troubled Relationships (Rusbult) • Destructive Behaviors 2. Passively allowing relationship to deteriorate • Refusing to deal with problems • Ignoring the partner or spending less time together • Putting no energy into the relationship Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Behavior in Troubled Relationships (Rusbult) • Constructive behaviors 3. Actively trying to improve the

Behavior in Troubled Relationships (Rusbult) • Constructive behaviors 3. Actively trying to improve the relationship • Discussing problems, trying to change • Going to a therapist Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Behavior in Troubled Relationships (Rusbult) • Constructive behaviors 4. Passively remaining loyal to the

Behavior in Troubled Relationships (Rusbult) • Constructive behaviors 4. Passively remaining loyal to the relationship • Waiting and hoping that the situation will improve • Being supportive rather than fighting • Remaining optimistic Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Process of Breaking Up • Fatal Attraction – 30% of breakups • Qualities that

Process of Breaking Up • Fatal Attraction – 30% of breakups • Qualities that attract are the qualities that are disliked the most at break up. – This phenomenon demonstrates importance of similarity. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

The Process of Breaking Up • Can we predict the different ways people will

The Process of Breaking Up • Can we predict the different ways people will feel when their relationship ends? • The breakers, those who indicated a high level of responsibility for the breakup decision, feel less distress over the breakup than do the breakees, the ones they break up with. Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Figure 10. 7 Importance of Remaining Friends After the Breakup After ending a romantic

Figure 10. 7 Importance of Remaining Friends After the Breakup After ending a romantic relationship, do people want to remain friends with their expartner? It depends both on the role they played in the decision to break up and on their gender. Women are more interested than men in staying friends when they are in the breakee or breaker role; men and women are equally interested in staying friends when the relationship ends by mutual decision. (Akert, 1998) Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Love in the Age of Technology Social Psychology, Eighth Edition Elliot Aronson | Timothy

Love in the Age of Technology Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Love in the Age of Technology • Propinquity – 6 (or 7) degrees of

Love in the Age of Technology • Propinquity – 6 (or 7) degrees of separation • Similarity – People seek others with similar “popularity” in online dating sites • Familiarity – Liking decreased after meeting (compared to liking based on online profile) • Inaccuracy of online information Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

One question surrounding attraction is how tendencies regarding mate preference that have evolved over

One question surrounding attraction is how tendencies regarding mate preference that have evolved over generations play out in the modern era of Internet dating, speeddating events, and Facebook. Source: Exactostock/Superstock Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Online Dating • Benefits 1. Aggregates a large number of profiles. 2. Provides opportunity

Online Dating • Benefits 1. Aggregates a large number of profiles. 2. Provides opportunity for computermediated communication. 3. Matching users based on analyses of compatibility. • But success rate not higher than other “oldfashioned” methods Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Online Dating Pitfalls • 81% provide inaccurate information in their profile for at least

Online Dating Pitfalls • 81% provide inaccurate information in their profile for at least one characteristic – Lies about weight, age, height – No gender differences • Deceptive, misleading photos Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

The Process of Breaking Up • Is the breakup moral? • If you find

The Process of Breaking Up • Is the breakup moral? • If you find yourself in a romantic relationship and your partner seems inclined to break it off, try to end it mutually. • Your experience will be less traumatic because you will share some control over the process (even if you don’t want it to happen). Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Summary and Review • • Causes of attraction Different types of love Evolutionary perspectives

Summary and Review • • Causes of attraction Different types of love Evolutionary perspectives Attachment Theory Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.

Summary and Review • Theories of Relationship Satisfaction – Social exchange – Investment Model

Summary and Review • Theories of Relationship Satisfaction – Social exchange – Investment Model – Equity Theory • Breaking Up • Love and Technology Social Psychology, Eighth Edition Elliot Aronson | Timothy D. Wilson | Robin M. Akert © 2013 Pearson Education, Inc. All Rights Reserved.