Social Beings: Core Motives in Social Psychology

708 Pages·2014·7.482 MB·English

by  Susan T. Fiske

Fiske flast.tex V2-11/14/2013 12:56pm Pagexxiv
Social Beings
Core Motives in Social Psychology
Third Edition
Susan T. Fiske
PrincetonUniversity
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LibraryofCongressCataloging-in-PublicationData
Fiske,SusanT.
Socialbeings:socialcoremotivesinsocialpsychology/SusanT.Fiske,
PrincetonUniversity.–ThirdEdition.
pagescm
Includesbibliographicalreferencesandindex.
ISBN978-1-118-55254-4(pbk.)
1. Socialpsychology.2. Motivation(Psychology) I.Title.
HM1033.F572013
302–dc23
2013035588
PrintedintheUnitedStatesofAmerica
10987654321
Dedicatedtothememoriesofmymother,BarbaraPageFiske,
andmyfather,DonaldW.Fiske,
withloveandrespect.
Brief Contents
PREFACETOFIRSTEDITION xvi
PREFACETOSECONDEDITION xx
PREFACETOTHIRDEDITION xxi
ABOUTTHEAUTHOR xxii
Chapter1 INTRODUCTION:ADAPTIVEMOTIVESFORSOCIALSITUATIONS,
VIACULTURESANDBRAINS 1
Chapter2 SCIENTIFICMETHODSFORSTUDYINGPEOPLE
ININTERACTION 37
Chapter3 ORDINARYPERSONOLOGY:FIGURINGOUTWHYPEOPLEDO
WHATTHEYDO 81
Chapter4 SOCIALCOGNITION:MAKINGSENSEOFOTHERS 125
Chapter5 THESELF:SOCIALTOTHECORE 175
Chapter6 ATTITUDESANDPERSUASION:CHANGINGHEARTS
ANDMINDS 223
Chapter7 ATTRACTION:INITIATINGROMANCE,FRIENDSHIP,ANDOTHER
RELATIONSHIPS 273
Chapter8 CLOSERELATIONSHIPS:PASSION,INTERDEPENDENCE,
COMMITMENT,ANDINTIMACY 299
Chapter9 HELPING:PROSOCIALBEHAVIOR 335
Chapter10 AGGRESSION:ANTISOCIALBEHAVIOR 381
Chapter11 STEREOTYPING,PREJUDICE,ANDDISCRIMINATION:
SOCIALBIASES 419
Chapter12 SMALLGROUPS:ONGOINGINTERACTIONS 471
Chapter13 SOCIALINFLUENCE:DOINGWHATOTHERSDOANDSAY 519
Chapter14 CONCLUSION:SOCIALBEINGS 547
REFERENCES 559
AUTHORINDEX 647
SUBJECTINDEX 665
iv
Contents
PREFACETOFIRSTEDITION xvi
PREFACETOSECONDEDITION xx
PREFACETOTHIRDEDITION xxi
ABOUTTHEAUTHOR xxii
Chapter1
INTRODUCTION:ADAPTIVEMOTIVESFORSOCIALSITUATIONS,
VIACULTURESANDBRAINS 1
WhatIsSocialPsychology? 1
AClassicDefinition 4
LevelsofAnalysis 5
Situationism 7
TheMajorIntellectualContributionofSocialPsychology 7
SituationsversusPersonalities 9
ThePowerofSituationsasanEvolutionaryAdaptation 10
SummaryofSituationism 13
ANoteontheSocialBrain 14
CoreSocialMotives 14
FiveUnifyingThemesinSocialPsychology 14
Belonging 16
Understanding 18
Controlling 20
EnhancingSelf 22
Trusting 23
SummaryofCoreSocialMotives 25
CultureandtheCoreSocialMotives 26
SummaryofCultureandtheCoreSocialMotives 29
KeyFeaturesofSocialPsychology’sApproach 29
BroadScope 31
CulturalMandate 32
ScientificMethods 33
SearchforWisdom 34
ChapterSummary 34
SuggestionsforFurtherReading 34
v
vi Contents
Chapter2
SCIENTIFICMETHODSFORSTUDYINGPEOPLEIN
INTERACTION 37
FormingHypotheses:Conceptualization 38
ApplicationasaSourceofHypotheses 38
TheoryasaSourceofHypotheses 40
Hypotheses 42
Variables 43
ConceptualVariables 44
SummaryofHypotheses 45
TestingHypotheses:Operationalization 45
OperationalVariables 45
LevelsofaVariable 46
ScientificStandardsinOperationalizingVariables 47
FromConcepttoOperation:SomeExamples 50
SummaryofTestingHypothesesviaOperationalization 52
ChoosingaResearchStrategy 53
DescriptiveResearch 53
CorrelationalResearch 57
ExperimentalResearch 63
MethodologicalChallengesinSocialSettings 73
ExpectancyEffectsandMotivestoBelong 73
ParticipantConstrualandMotivestoUnderstand 74
DemandCharacteristicsandMotivestoControl 74
SocialDesirabilityandMotivestoSelf-Enhance 75
PositivityBiasesandMotivestoTrust 75
SummaryofMethodologicalChallengesinSocialSettings 75
EthicsinResearch 76
EthicalDilemmas 77
EthicalDecisions 77
SummaryofEthicsinResearch 78
ChapterSummary 78
SuggestionsforFurtherReading 79
Chapter3
ORDINARYPERSONOLOGY:FIGURINGOUTWHYPEOPLEDO
WHATTHEYDO 81
WhatisOrdinaryPersonology? 83
ConceptualDefinition 83
OperationalDefinitions 88
CoreSocialMotives 89
SummaryofDefinitionsandCoreSocialMotivesinPersonology 91
Contents vii
NonverbalBehavior:UnderstandingFeelings 91
ConceptualandOperationalDefinitions 91
DoingandDetectingDeception 93
AttractionandCoordination 94
Gaze,Attention,andIntention 95
SummaryofNonverbalBehavior 96
AttributionofDispositions:UnderstandingTraits 96
Heider’sAttributionTheory:TheNaïvePsychologyofTraits 96
InferringTraitsfromOtherPeople’sBehaviors 100
InferringDispositionsfromOurOwnBehavior 108
SummaryofDispositionalAttributionTheories 112
ErrorsandBiasesinAttribution:ControllingandSelf-Enhancing 113
BelievingSomeoneIsinControl:IgnoringtheHiddenPowerofSituations 113
ExplainingtheDispositionalBiasinAttributions 116
Self-EnhancingAttributions:FeelingGoodbyCreditandBlame 119
NormativeandDescriptiveModels 122
MindPerception 122
ChapterSummary 123
SuggestionsforFurtherReading 124
Chapter4
SOCIALCOGNITION:MAKINGSENSEOFOTHERS 125
WhatisSocialCognition? 126
ConceptualDefinition 126
OperationalDefinition 126
CoreSocialMotives 127
SummaryofDefinitionsandCoreMotives 132
AccuracyandInaccuracy:PeopleSeekGood-EnoughUnderstanding 132
AccuracyofImpressions 132
InferencesandHeuristics 137
SummaryofAccuracyandInaccuracy 146
Expectations:PeopleUnderstandandTrusttheFamiliar 147
ImpressionFormationbeforetheCognitiveRevolution:ATaleofTwoProcesses 148
MentalRepresentationsinOtherDomainsofPsychology 151
KindsofExpectations 152
UsesofSocialExpectations 156
ExpectationsDevelopandChange 159
MentalRepresentationofSpecificExperience 160
SummaryofExpectations 161
Goals,Automaticity,andControl:PeopleCan’tAlwaysControl
WhatTheyThink 161
Automaticity,theNewUnconscious 163
GoalsThatPromptAutomaticityandControl 170
viii Contents
ChapterSummary 171
SuggestionsforFurtherReading 172
Chapter5
THESELF:SOCIALTOTHECORE 175
WhatistheSelf? 175
ConceptualDefinitions 177
OperationalDefinitions 178
CoreSocialMotives 180
SummaryofDefinitionsandMotives 182
Self-Concepts:UnderstandingtheSelf 183
TheRich,Elaborate,ComplexSelf:TheSelfIsNotaBowlingBall 184
TheCoherentSelf:TheSelfIsNotJustScatteredBowlingPins 187
HowPeopleGettoKnowThemselves 189
Self-EnhancementversusSelf-Verification 193
CulturalDifferences:InterdependentandIndependentSelf-Concepts 196
SummaryofSelf-Concepts 202
SelfandEmotion:EnhancingtheSelf 202
BiasesinSelf-Esteem 203
Self-DiscrepancyTheory 205
Self-EvaluationMaintenanceTheory 208
AffectiveForecasting 210
SummaryofSelfandEmotion 210
SelfandBehavior:WantingtoBelong 211
Self-PresentationContexts 211
StrategicSelf-Presentation 213
Self-Monitoring 217
Self-Regulation 219
ChapterSummary 220
SuggestionsforFurtherReading 221
Chapter6
ATTITUDESANDPERSUASION:CHANGINGHEARTS
ANDMINDS 223
WhatareAttitudes?TheImportanceofBeingPersuasive 224
ConceptualDefinitions 224
OperationalDefinitions 226
CoreSocialMotivesasFunctionsofAttitudes 229
SummaryofDefinitionsandMotives 233
HowAttitudesFormviaAffectFirst:UnderstandingWhattoApproachorAvoid 233
LearningTheories 234
EmotionalAppraisal 237
MereExposure 237