READINGS ABOUT the Social Animal ARONSON RDG FM ARONSON RDG FM.QXP 4/20/11 11:17 AM Page Ii ARONSON RDG FM ARONSON RDG FM.QXP 4/20/11 11:17 AM Page Iii
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ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page ii ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page ii ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page i READINGS ABOUT The Social Animal ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page ii ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page iii Eleventh Edition READINGS ABOUT The Social Animal Edited by Joshua Aronson New York University Elliot Aronson University of California, Santa Cruz Worth Publishers ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page iv Senior Publisher: Catherine Woods Acquisitions Editor: Erik Gilg Marketing Manager: Jennifer Bilello Art Director: Babs Reingold Senior Designer: Kevin Kall Project Editor: Laura McGinn Production Manager: Sarah Segal Compositor: Northeastern Graphic, Inc. Printing and Binding: R. R. Donnelley Cover Drawing by Tom Durfee Library of Congress Control Number: 2011924231 ISBN-13: 978-1-4292-3342-2 ISBN-10: 1-4292-3342-7 © 2012, 2008, 2004, 1999 by Worth Publishers ©1995, 1992, 1988, 1984, 1981, 1977, 1973 by W. H. Freeman and Company Printed in the United States of America First printing 2011 Worth Publishers 41 Madison Avenue New York, NY 10010 www.worthpublishers.com ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page v To my mentors, Ned Jones (1927–1993), Claude Steele, and Elliot Aronson (of course) —JA To my bigger, smarter brother, Jason Aronson (1929–1961) —EA “The most incomprehensible thing about the world is that it’s comprehensible.”—Albert Einstein ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page vi ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page vii Contents PREFACE XI AN OPEN LETTER TO THE READER XIII I. INTRODUCTION: REFLECTIONS ON THE RESEARCH PROCESS 1 1. Research in Social Psychology as a Leap of Faith 3 Elliot Aronson 2. On Baseball and Failure 10 Elliot Aronson II. CONFORMITY AND OBEDIENCE 15 3. Opinions and Social Pressure 17 Solomon E. Asch 4. Behavioral Study of Obedience 27 Stanley Milgram 5. “From Jerusalem to Jericho”: A Study of Situational and Dispositional Variables in Helping Behavior 41 John M. Darley and C. Daniel Batson ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page viii viii Contents 6. A Focus Theory of Normative Conduct: Recycling the Concept of Norms to Reduce Littering in Public Places 56 Robert B. Cialdini, Raymond R. Reno and Carl A. Kallgren 7. Making Sense of the Nonsensical: An Analysis of Jonestown 80 Neal Osherow III. MASS COMMUNICATION, PROPAGANDA, AND PERSUASION 99 8. Effects of Varying the Recommendations in a Fear-Arousing Communication 101 James M. Dabbs Jr., and Howard Leventhal 9. Attribution Versus Persuasion as a Means for Modifying Behavior 112 Richard L. Miller, Philip Brickman, and Diana Bolen 10. The Impact of Mass Media Violence on U.S. Homicides 132 David P. Phillips IV. SOCIAL COGNITION 147 11. Contrast Effects and Judgments of Physical Attractiveness: When Beauty Becomes a Social Problem 149 Douglas T. Kenrick and Sara E. Gutierres 12. The Effect of Attitude on the Recall of Personal Histories 164 Michael Ross, Cathy McFarland, and Garth J. O. Fletcher 13. The Peculiar Longevity of Things Not So Bad 176 Daniel T. Gilbert, Matthew D. Lieberman, Carey K. Morewedge, and Timothy D. Wilson 14. Strangers to Ourselves: Discovering the Adaptive Unconscious 189 Timothy D. Wilson 15. Self-Theories of Intelligence 201 Carol S. Dweck V. SELF-JUSTIFICATION 217 16. Dissonance, Hypocrisy, and the Self-Concept 219 Elliot Aronson 17. Compliance Without Pressure: The Foot-in-the-Door Technique 237 Jonathan L. Freedman and Scott C. Fraser ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page ix Contents ix 18. Reducing Weight by Reducing Dissonance: The Role of Effort Justification in Inducing Weight Loss 249 Danny Axsom and Joel Cooper 19. Dishonest Behavior as a Function of Differential Levels of Induced Self-Esteem 263 Elliot Aronson and David R. Mettee 20. Using Cognitive Dissonance to Encourage Water Conservation 275 Chris Ann Dickerson, Ruth Thibodeau, Elliot Aronson, and Dayna Miller 21. A Self-Affirmation Intervention to Reduce the Racial Achievement Gap 288 Geoffrey L. Cohen, Julio Garcia, Nancy Apfel, and Allison Master VI. HUMAN AGGRESSION 301 22. The Effects of Observing Violence 303 Leonard Berkowitz 23. Does Venting Anger Feed or Extinguish the Flame? Catharsis, Rumination, Distraction, Anger, and Aggressive Responding 315 Brad J. Bushman 24. Peacetime Casualties: The Effects of War on the Violent Behavior of Noncombatants 329 Dane Archer and Rosemary Gartner 25. Deindividuation and Anger-Mediated Interracial Aggression: Unmasking Regressive Racism 341 Ronald W. Rogers and Steven Prentice-Dunn 26. Predictors of Naturalistic Sexual Aggression 357 Neil M. Malamuth VII. PREJUDICE 379 27. The Nonverbal Mediation of Self-Fulfilling Prophecies in Interracial Interaction 381 Carl O. Word, Mark P. Zanna, and Joel Cooper 28. Low Numbers: Stereotypes and the Underrepresentation of Women in Math and Science 394 Joshua Aronson 29. Experiments in Group Conflict 415 Muzafer Sherif 30. Jigsaw Groups and the Desegregated Classroom: In Pursuit of Common Goals 425 Elliot Aronson and Diane Bridgeman ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page x x Contents 31. Branch Rickey, Jackie Robinson, and the Social Psychology of Affirmative Action 436 Anthony R. Pratkanis and Marlene E. Turner 32. Prejudice as Self-Image Maintenance: Affirming the Self Through Derogating Others 445 Steven Fein and Steven J. Spencer 33. The Positive Feedback Bias 475 Kent Harber VIII. LIKING, LOVING, AND INTERPERSONAL SENSITIVITY 495 34. Lending a Hand: Social Regulation of the Neural Response to Threat 497 James A. Coan, Hillary S. Schaefer, and Richard J. Davidson 35. The Search for a Romantic Partner: The Effects of Self-Esteem and Physical Attractiveness on Romantic Behavior 512 Sara B. Kiesler and Roberta L. Baral 36. Social Perception and Interpersonal Behavior: On the Self-Fulfilling Nature of Social Stereotypes 521 Mark Snyder, Elizabeth Decker Tanke, and Ellen Berscheid 37. Some Evidence for Heightened Sexual Attraction Under Conditions of High Anxiety 536 Donald G. Dutton and Arthur P. Aron 38. Cognitive, Interpersonal, and Behavioral Effects of Social Exclusion: How People Respond to Rejection 550 Roy F. Baumeister and Dianne M. Tice 39. Arbitrary Social Norms Influence Sex Differences in Romantic Selectivity 568 Eli J. Finkel and Paul W. Eastwick NAME INDEX 581 SUBJECT INDEX 594 ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page xi Preface In The Social Animal, we attempt to paint a clear picture of the current state of our social-psychological knowledge and how such knowledge might be applied to alle - viate some problems plaguing us in the world today. The Social Animal is intended to be concise, brisk, and lively. It is almost totally unencumbered by graphs, charts, tables, statistical analysis, or detailed methodological discussions. Although that kind of presentation provides an easy and even enjoyable introduction to the world of social psychology, many readers express a need to delve more deeply into the details of the research that forms the backbone of The Social Animal. To meet that need, we have edited this book, Readings About the Social Animal. We have selected the readings that appear in this book in such a way that they both complement and supplement the material contained in the eleventh edition of The Social Animal. Not only are the sections organized to coincide with chapters in The Social Animal, but the specific readings also represent an attempt to amplify and elaborate on the major themes covered in that book. Moreover, we have been especially careful to choose readings that provide a mixture of classic and contem- po rary research. Some of the articles have been classics for decades. Others are quite recent. This combination will expose the reader to a glimpse of the history of social psychology as well as its future. There is another way of classifying the articles in this collection. Most are re - ports of specific research as originally published in technical journals; others are more general pieces summarizing several studies on a given topic written by one of the major contributors to that area. A specific report, though not always easy to read, has the advantage of providing the detail necessary for enabling the reader to gain some understanding of exactly what goes into a piece of research. The summary article is usually less technical and, therefore, easier to read, offering a more panoramic overview of the subject by the people who know it best. In effect, ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page xii xii Preface it enables the reader to look over an investigator’s shoulder and see how he or she views an array of research on a given topic. For this, the eleventh edition, we continue the process of blending the classic with the contemporary—and the specific with the panoramic. As the years roll by, it is gratifying to note that some of the articles first selected as contemporary for the 1972 edition of this book have now taken their place as genuine classics in 2011. Our hope is that today’s contemporaries will likewise take their place as classics in the decades to come. Joshua Aronson, New York, New York Elliot Aronson, Santa Cruz, California ARONSON RDG_FM_ARONSON RDG FM.QXP 4/20/11 11:17 AM Page xiii An Open Letter to the Reader Welcome backstage. As mentioned in the Preface, there are two kinds of articles contained in this volume. Some selections are descriptions of research programs. These make exciting reading in that they describe in some detail a series of experi - ments aimed at explicating or extending a single idea.