5 The Nature-Nurture Question
Original chapter by Eric Turkheimer adapted by the Queen’s University Psychology Department
This Open Access chapter was originally written for the NOBA project. Information on the NOBA project can be found below.
People have a deep intuition about what has been called the “nature–nurture question.” Some aspects of our behavior feel as though they originate in our genetic makeup, while others feel like the result of our upbringing or our own hard work. The scientific field of behavior genetics attempts to study these differences empirically, either by examining similarities among family members with different degrees of genetic relatedness, or, more recently, by studying differences in the DNA of people with different behavioral traits. The scientific methods that have been developed are ingenious, but often inconclusive. Many of the difficulties encountered in the empirical science of behavior genetics turn out to be conceptual, and our intuitions about nature and nurture get more complicated the harder we think about them. In the end, it is an oversimplification to ask how “genetic” some particular behavior is. Genes and environments always combine to produce behavior, and the real science is in the discovery of how they combine for a given behavior.
Learning Objectives
- Understand what the nature–nurture debate is and why the problem fascinates us.
- Understand why nature–nurture questions are difficult to study empirically.
- Know the major research designs that can be used to study nature–nurture questions.
- Appreciate the complexities of nature–nurture and why questions that seem simple turn out not to have simple answers.
Introduction
There are three related problems at the intersection of philosophy and science that are fundamental to our understanding of our relationship to the natural world: the mind–body problem, the free will problem, and the nature–nurture problem. These great questions have a lot in common. Everyone, even those without much knowledge of science or philosophy, has opinions about the answers to these questions that come simply from observing the world we live in. Our feelings about our relationship with the physical and biological world often seem incomplete. We are in control of our actions in some ways, but at the mercy of our bodies in others; it feels obvious that our consciousness is some kind of creation of our physical brains, at the same time we sense that our awareness must go beyond just the physical. This incomplete knowledge of our relationship with nature leaves us fascinated and a little obsessed, like a cat that climbs into a paper bag and then out again, over and over, mystified every time by a relationship between inner and outer that it can see but can’t quite understand.
It may seem obvious that we are born with certain characteristics while others are acquired, and yet of the three great questions about humans’ relationship with the natural world, only nature–nurture gets referred to as a “debate.” In the history of psychology, no other question has caused so much controversy and offense: We are so concerned with nature–nurture because our very sense of moral character seems to depend on it. While we may admire the athletic skills of a great basketball player, we think of his height as simply a gift, a payoff in the “genetic lottery.” For the same reason, no one blames a short person for his height or someone’s congenital disability on poor decisions: To state the obvious, it’s “not their fault.” But we do praise the concert violinist (and perhaps her parents and teachers as well) for her dedication, just as we condemn cheaters, slackers, and bullies for their bad behavior.
The problem is, most human characteristics aren’t usually as clear-cut as height or instrument-mastery, affirming our nature–nurture expectations strongly one way or the other. In fact, even the great violinist might have some inborn qualities—perfect pitch, or long, nimble fingers—that support and reward her hard work. And the basketball player might have eaten a diet while growing up that promoted his genetic tendency for being tall. When we think about our own qualities, they seem under our control in some respects, yet beyond our control in others. And often the traits that don’t seem to have an obvious cause are the ones that concern us the most and are far more personally significant. What about how much we drink or worry? What about our honesty, or religiosity, or sexual orientation? They all come from that uncertain zone, neither fixed by nature nor totally under our own control.
One major problem with answering nature-nurture questions about people is, how do you set up an experiment? In nonhuman animals, there are relatively straightforward experiments for tackling nature–nurture questions. Say, for example, you are interested in aggressiveness in dogs. You want to test for the more important determinant of aggression: being born to aggressive dogs or being raised by them. You could mate two aggressive dogs—angry Chihuahuas—together, and mate two nonaggressive dogs—happy beagles—together, then switch half the puppies from each litter between the different sets of parents to raise. You would then have puppies born to aggressive parents (the Chihuahuas) but being raised by nonaggressive parents (the Beagles), and vice versa, in litters that mirror each other in puppy distribution. The big questions are: Would the Chihuahua parents raise aggressive beagle puppies? Would the beagle parents raise nonaggressive Chihuahua puppies? Would the puppies’ nature win out, regardless of who raised them? Or… would the result be a combination of nature and nurture? Much of the most significant nature–nurture research has been done in this way (Scott & Fuller, 1998), and animal breeders have been doing it successfully for thousands of years. In fact, it is fairly easy to breed animals for behavioral traits.
With people, however, we can’t assign babies to parents at random, or select parents with certain behavioral characteristics to mate, merely in the interest of science (though history does include horrific examples of such practices, in misguided attempts at “eugenics,” the shaping of human characteristics through intentional breeding). In typical human families, children’s biological parents raise them, so it is very difficult to know whether children act like their parents due to genetic (nature) or environmental (nurture) reasons. Nevertheless, despite our restrictions on setting up human-based experiments, we do see real-world examples of nature-nurture at work in the human sphere—though they only provide partial answers to our many questions.
The science of how genes and environments work together to influence behavior is called behavioral genetics. The easiest opportunity we have to observe this is the adoption study. When children are put up for adoption, the parents who give birth to them are no longer the parents who raise them. This setup isn’t quite the same as the experiments with dogs (children aren’t assigned to random adoptive parents in order to suit the particular interests of a scientist) but adoption still tells us some interesting things, or at least confirms some basic expectations. For instance, if the biological child of tall parents were adopted into a family of short people, do you suppose the child’s growth would be affected? What about the biological child of a Spanish-speaking family adopted at birth into an English-speaking family? What language would you expect the child to speak? And what might these outcomes tell you about the difference between height and language in terms of nature-nurture?
Another option for observing nature-nurture in humans involves twin studies. There are two types of twins: monozygotic (MZ) and dizygotic (DZ). Monozygotic twins, also called “identical” twins, result from a single zygote (fertilized egg) and have the same DNA. They are essentially clones. Dizygotic twins, also known as “fraternal” twins, develop from two zygotes and share 50% of their DNA. Fraternal twins are ordinary siblings who happen to have been born at the same time. To analyze nature–nurture using twins, we compare the similarity of MZ and DZ pairs. Sticking with the features of height and spoken language, let’s take a look at how nature and nurture apply: Identical twins, unsurprisingly, are almost perfectly similar for height. The heights of fraternal twins, however, are like any other sibling pairs: more similar to each other than to people from other families, but hardly identical. This contrast between twin types gives us a clue about the role genetics plays in determining height. Now consider spoken language. If one identical twin speaks Spanish at home, the co-twin with whom she is raised almost certainly does too. But the same would be true for a pair of fraternal twins raised together. In terms of spoken language, fraternal twins are just as similar as identical twins, so it appears that the genetic match of identical twins doesn’t make much difference.
Twin and adoption studies are two instances of a much broader class of methods for observing nature-nurture called quantitative genetics, the scientific discipline in which similarities among individuals are analyzed based on how biologically related they are. We can do these studies with siblings and half-siblings, cousins, twins who have been separated at birth and raised separately (Bouchard, Lykken, McGue, & Segal, 1990; such twins are very rare and play a smaller role than is commonly believed in the science of nature–nurture), or with entire extended families (see Plomin, DeFries, Knopik, & Neiderhiser, 2012, for a complete introduction to research methods relevant to nature–nurture).
For better or for worse, contentions about nature–nurture have intensified because quantitative genetics produces a number called a heritability coefficient, varying from 0 to 1, that is meant to provide a single measure of genetics’ influence of a trait. In a general way, a heritability coefficient measures how strongly differences among individuals are related to differences among their genes. But beware: Heritability coefficients, although simple to compute, are deceptively difficult to interpret. Nevertheless, numbers that provide simple answers to complicated questions tend to have a strong influence on the human imagination, and a great deal of time has been spent discussing whether the heritability of intelligence or personality or depression is equal to one number or another.
One reason nature–nurture continues to fascinate us so much is that we live in an era of great scientific discovery in genetics, comparable to the times of Copernicus, Galileo, and Newton, with regard to astronomy and physics. Every day, it seems, new discoveries are made, new possibilities proposed. When Francis Galton first started thinking about nature–nurture in the late-19th century he was very influenced by his cousin, Charles Darwin, but genetics per se was unknown. Mendel’s famous work with peas, conducted at about the same time, went undiscovered for 20 years; quantitative genetics was developed in the 1920s; DNA was discovered by Watson and Crick in the 1950s; the human genome was completely sequenced at the turn of the 21st century; and we are now on the verge of being able to obtain the specific DNA sequence of anyone at a relatively low cost. No one knows what this new genetic knowledge will mean for the study of nature–nurture, but as we will see in the next section, answers to nature–nurture questions have turned out to be far more difficult and mysterious than anyone imagined.
What Have We Learned About Nature–Nurture?
It would be satisfying to be able to say that nature–nurture studies have given us conclusive and complete evidence about where traits come from, with some traits clearly resulting from genetics and others almost entirely from environmental factors, such as childrearing practices and personal will; but that is not the case. Instead, everything has turned out to have some footing in genetics. The more genetically-related people are, the more similar they are—for everything: height, weight, intelligence, personality, mental illness, etc. Sure, it seems like common sense that some traits have a genetic bias. For example, adopted children resemble their biological parents even if they have never met them, and identical twins are more similar to each other than are fraternal twins. And while certain psychological traits, such as personality or mental illness (e.g., schizophrenia), seem reasonably influenced by genetics, it turns out that the same is true for political attitudes, how much television people watch (Plomin, Corley, DeFries, & Fulker, 1990), and whether or not they get divorced (McGue & Lykken, 1992).
It may seem surprising, but genetic influence on behavior is a relatively recent discovery. In the middle of the 20th century, psychology was dominated by the doctrine of behaviorism, which held that behavior could only be explained in terms of environmental factors. Psychiatry concentrated on psychoanalysis, which probed for roots of behavior in individuals’ early life-histories. The truth is, neither behaviorism nor psychoanalysis is incompatible with genetic influences on behavior, and neither Freud nor Skinner was naive about the importance of organic processes in behavior. Nevertheless, in their day it was widely thought that children’s personalities were shaped entirely by imitating their parents’ behavior, and that schizophrenia was caused by certain kinds of “pathological mothering.” Whatever the outcome of our broader discussion of nature–nurture, the basic fact that the best predictors of an adopted child’s personality or mental health are found in the biological parents he or she has never met, rather than in the adoptive parents who raised him or her, presents a significant challenge to purely environmental explanations of personality or psychopathology. The message is clear: You can’t leave genes out of the equation. But keep in mind, no behavioral traits are completely inherited, so you can’t leave the environment out altogether, either.
Trying to untangle the various ways nature-nurture influences human behavior can be messy, and often common-sense notions can get in the way of good science. One very significant contribution of behavioral genetics that has changed psychology for good can be very helpful to keep in mind: When your subjects are biologically-related, no matter how clearly a situation may seem to point to environmental influence, it is never safe to interpret a behavior as wholly the result of nurture without further evidence. For example, when presented with data showing that children whose mothers read to them often are likely to have better reading scores in third grade, it is tempting to conclude that reading to your kids out loud is important to success in school; this may well be true, but the study as described is inconclusive, because there are genetic as well asenvironmental pathways between the parenting practices of mothers and the abilities of their children. This is a case where “correlation does not imply causation,” as they say. To establish that reading aloud causes success, a scientist can either study the problem in adoptive families (in which the genetic pathway is absent) or by finding a way to randomly assign children to oral reading conditions.
The outcomes of nature–nurture studies have fallen short of our expectations (of establishing clear-cut bases for traits) in many ways. The most disappointing outcome has been the inability to organize traits from more– to less-genetic. As noted earlier, everything has turned out to be at least somewhat heritable (passed down), yet nothing has turned out to be absolutely heritable, and there hasn’t been much consistency as to which traits are moreheritable and which are less heritable once other considerations (such as how accurately the trait can be measured) are taken into account (Turkheimer, 2000). The problem is conceptual: The heritability coefficient, and, in fact, the whole quantitative structure that underlies it, does not match up with our nature–nurture intuitions. We want to know how “important” the roles of genes and environment are to the development of a trait, but in focusing on “important” maybe we’re emphasizing the wrong thing. First of all, genes and environment are both crucial to every trait; without genes the environment would have nothing to work on, and too, genes cannot develop in a vacuum. Even more important, because nature–nurture questions look at the differences among people, the cause of a given trait depends not only on the trait itself, but also on the differences in that trait between members of the group being studied.
The classic example of the heritability coefficient defying intuition is the trait of having two arms. No one would argue against the development of arms being a biological, genetic process. But fraternal twins are just as similar for “two-armedness” as identical twins, resulting in a heritability coefficient of zero for the trait of having two arms. Normally, according to the heritability model, this result (coefficient of zero) would suggest all nurture, no nature, but we know that’s not the case. The reason this result is not a tip-off that arm development is less genetic than we imagine is because people do not vary in the genes related to arm development—which essentially upends the heritability formula. In fact, in this instance, the opposite is likely true: the extent that people differ in arm number is likely the result of accidents and, therefore, environmental. For reasons like these, we always have to be very careful when asking nature–nurture questions, especially when we try to express the answer in terms of a single number. The heritability of a trait is not simply a property of that trait, but a property of the trait in a particular context of relevant genes and environmental factors.
Another issue with the heritability coefficient is that it divides traits’ determinants into two portions—genes and environment—which are then calculated together for the total variability. This is a little like asking how much of the experience of a symphony comes from the horns and how much from the strings; the ways instruments or genes integrate is more complex than that. It turns out to be the case that, for many traits, genetic differences affect behavior under some environmental circumstances but not others—a phenomenon called gene-environment interaction, or G x E. In one well-known example, Caspi et al. (2002) showed that among maltreated children, those who carried a particular allele of the MAOA gene showed a predisposition to violence and antisocial behavior, while those with other alleles did not. Whereas, in children who had not been maltreated, the gene had no effect. Making matters even more complicated are very recent studies of what is known as epigenetics (see module, “Epigenetics”), a process in which the DNA itself is modified by environmental events, and those genetic changes transmitted to children.
Some common questions about nature–nurture are, how susceptible is a trait to change, how malleable is it, and do we “have a choice” about it? These questions are much more complex than they may seem at first glance. For example, phenylketonuria is an inborn error of metabolism caused by a single gene; it prevents the body from metabolizing phenylalanine. Untreated, it causes intellectual disability and death. But it can be treated effectively by a straightforward environmental intervention: avoiding foods containing phenylalanine. Height seems like a trait firmly rooted in our nature and unchangeable, but the average height of many populations in Asia and Europe has increased significantly in the past 100 years, due to changes in diet and the alleviation of poverty. Even the most modern genetics has not provided definitive answers to nature–nurture questions. When it was first becoming possible to measure the DNA sequences of individual people, it was widely thought that we would quickly progress to finding the specific genes that account for behavioral characteristics, but that hasn’t happened. There are a few rare genes that have been found to have significant (almost always negative) effects, such as the single gene that causes Huntington’s disease, or the Apolipoprotein gene that causes early onset dementia in a small percentage of Alzheimer’s cases. Aside from these rare genes of great effect, however, the genetic impact on behavior is broken up over many genes, each with very small effects. For most behavioral traits, the effects are so small and distributed across so many genes that we have not been able to catalog them in a meaningful way. In fact, the same is true of environmental effects. We know that extreme environmental hardship causes catastrophic effects for many behavioral outcomes, but fortunately extreme environmental hardship is very rare. Within the normal range of environmental events, those responsible for differences (e.g., why some children in a suburban third-grade classroom perform better than others) are much more difficult to grasp.
The difficulties with finding clear-cut solutions to nature–nurture problems bring us back to the other great questions about our relationship with the natural world: the mind-body problem and free will. Investigations into what we mean when we say we are aware of something reveal that consciousness is not simply the product of a particular area of the brain, nor does choice turn out to be an orderly activity that we can apply to some behaviors but not others. So it is with nature and nurture: What at first may seem to be a straightforward matter, able to be indexed with a single number, becomes more and more complicated the closer we look. The many questions we can ask about the intersection among genes, environments, and human traits—how sensitive are traits to environmental change, and how common are those influential environments; are parents or culture more relevant; how sensitive are traits to differences in genes, and how much do the relevant genes vary in a particular population; does the trait involve a single gene or a great many genes; is the trait more easily described in genetic or more-complex behavioral terms?—may have different answers, and the answer to one tells us little about the answers to the others.
It is tempting to predict that the more we understand the wide-ranging effects of genetic differences on all human characteristics—especially behavioral ones—our cultural, ethical, legal, and personal ways of thinking about ourselves will have to undergo profound changes in response. Perhaps criminal proceedings will consider genetic background. Parents, presented with the genetic sequence of their children, will be faced with difficult decisions about reproduction. These hopes or fears are often exaggerated. In some ways, our thinking may need to change—for example, when we consider the meaning behind the fundamental American principle that all men are created equal. Human beings differ, and like all evolved organisms they differ genetically. The Declaration of Independence predates Darwin and Mendel, but it is hard to imagine that Jefferson—whose genius encompassed botany as well as moral philosophy—would have been alarmed to learn about the genetic diversity of organisms. One of the most important things modern genetics has taught us is that almost all human behavior is too complex to be nailed down, even from the most complete genetic information, unless we’re looking at identical twins. The science of nature and nurture has demonstrated that genetic differences among people are vital to human moral equality, freedom, and self-determination, not opposed to them. As Mordecai Kaplan said about the role of the past in Jewish theology, genetics gets a vote, not a veto, in the determination of human behavior. We should indulge our fascination with nature–nurture while resisting the temptation to oversimplify it.
Check Your Knowledge
To help you with your studying, we’ve included some practice questions for this module. These questions do not necessarily address all content in this module. They are intended as practice, and you are responsible for all of the content in this module even if there is no associated practice question. To promote deeper engagement with the material, we encourage you to create some questions of your own for your practice. You can then also return to these self-generated questions later in the course to test yourself.
Vocabulary
Adoption study
A behavior genetic research method that involves comparison of adopted children to their adoptive and biological parents.
Behavioral genetics
The empirical science of how genes and environments combine to generate behavior.
Heritability coefficient
An easily misinterpreted statistical construct that purports to measure the role of genetics in the explanation of differences among individuals.
Quantitative genetics
Scientific and mathematical methods for inferring genetic and environmental processes based on the degree of genetic and environmental similarity among organisms.
Twin studies
A behavior genetic research method that involves comparison of the similarity of identical (monozygotic; MZ) and fraternal (dizygotic; DZ) twins.
References
- Bouchard, T. J., Lykken, D. T., McGue, M., & Segal, N. L. (1990). Sources of human psychological differences: The Minnesota study of twins reared apart. Science, 250(4978), 223–228.
- Caspi, A., McClay, J., Moffitt, T. E., Mill, J., Martin, J., Craig, I. W., Taylor, A. & Poulton, R. (2002). Role of genotype in the cycle of violence in maltreated children. Science, 297(5582), 851–854.
- McGue, M., & Lykken, D. T. (1992). Genetic influence on risk of divorce. Psychological Science, 3(6), 368–373.
- Plomin, R., Corley, R., DeFries, J. C., & Fulker, D. W. (1990). Individual differences in television viewing in early childhood: Nature as well as nurture. Psychological Science, 1(6), 371–377.
- Plomin, R., DeFries, J. C., Knopik, V. S., & Neiderhiser, J. M. (2012). Behavioral genetics. New York, NY: Worth Publishers.
- Scott, J. P., & Fuller, J. L. (1998). Genetics and the social behavior of the dog. Chicago, IL: University of Chicago Press.
- Turkheimer, E. (2000). Three laws of behavior genetics and what they mean. Current Directions in Psychological Science, 9(5), 160–164.
How to cite this Chapter using APA Style:
Turkheimer, E. (2019). The nature-nurture question. Adapted for use by Queen’s University. Original chapter in R. Biswas-Diener & E. Diener (Eds), Noba textbook series: Psychology. Champaign, IL: DEF publishers. Retrieved from http://noba.to/tvz92edh
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This material is attributed to the Diener Education Fund (copyright © 2018) and can be accessed via this link: http://noba.to/tvz92edh.
Additional information about the Diener Education Fund (DEF) can be accessed here.
By Jeremy G. Stewart & Melissa Milanovic
This is a chapter that you've encountered already in this course. As we shift into content related to self-care, wellness, and psychopathology, and during this busy time of the academic year, we want to revisit this content with you.
Overview
Principles of Psychology (PSYC100) at Queen’s University is a course where we regularly hear that: a) students typically really enjoy the course, and b) students find the course challenging. The goal of this module is to provide an overview of some of the challenges of taking PSYC100 at Queen’s University and strategies to overcome them. In this chapter, we first describe what you know from experience: University life, in general, is at once exciting and demanding. The demands of University life provide the backdrop for the particular challenges that we think are most central to Principles of Psychology. We divide these challenges into those that have most to do with the academic content and those involving our emotional experiences while taking the course. We end by describing evidence-based strategies to overcome these academic and emotional challenges. We hope that this information will act as a reference or starting point to set you up for the best possible outcomes in this course.
Learning Objectives
- Describe factors that impact adjustment to post-secondary education, and that predict success.
- Understand that psychology is a broad science that integrates diverse approaches and methodologies that have their roots in other disciplines (e.g., Biology, Mathematics, Philosophy).
- Learn the scope of mental health problems faced by University students (including those enrolled in Principles of Psychology) and how that might affect working with course content.
- Define trigger warnings and describe the existing evidence for why they are not used in Principles of Psychology.
- Understand and use (where appropriate) strategies to overcome the academic challenges that this course may present.
- Understand and use (where appropriate) strategies to overcome the emotional challenges that this course may present.
University Life
Attending university is unquestionably a privilege. For many, their university years are a momentous period wherein their lives are enriched academically, socially, and emotionally. These years are rife with change; many people transition from late adolescence dependent on parents and/or other caregivers to adults entering the workforce to begin their careers. Along with excitement and opportunity, university life also brings a slew of normative demands and stressors. The approaches you take to navigating the academic and emotional challenges of this course, in particular, need to be weighed in the context of adjustment to university life in general.
There is now a large research literature on academic adjustment, defined as one’s ability to adequately cope with the demands of post-secondary education. The concept encompasses much more than doing well in courses; it also includes one’s motivation to learn, satisfaction with University life, and a sense of goals and purpose (e.g., Baker & Siryk, 1986). It also includes non-academic factors, particularly one’s social and emotional adaptation to University.
Not surprisingly, better academic adjustment predicts degree completion and academic achievement (Brady-Amoon & Fuentes, 2011; Gerdes & Mallinckrodt, 1994). That said, if you are in your first year (or even upper years), there are a number of challenges that you may be navigating that can impact your adjustment. These include, but are not limited to:
- Loneliness. This state of mind may be attributed to separation from family, high school and/or hometown friends, and other important people in your life.
- Financial stress. University is expensive and you may be faced with debt, the need to reduce expenses, and/or needing to increase income (e.g., through a part-time job).
- Class format. Many university classes are large (each PSYC100 section has at least 400 students formally enrolled), somewhat impersonal, and have less structure than a typical high school classroom. This format creates many challenges, including opportunities for distraction.
- Freedom. Most students have much more independence in university than they did before. With freedom and flexibility comes the need to regulate key aspects of your life, including sleep, diet, study schedule, and exercise.
- Social opportunities. University involves meeting new people with experiences, beliefs, and passions that may substantially diverge from your own. This opportunity is exciting and leads to forming new peer groups and relationships. At the same time, there is a need to choose whether or not to engage in certain recreation activities, and more broadly, how to balance one’s work life and social life.
- Personal and emotional problems. From a developmental perspective, the years during which many attend undergraduate university programs – between late adolescence and late 20s – are critical for developing personal values, beliefs, and goals, as well as intimate, trusting relationships (e.g., Erikson, 1963). Questioning one’s purpose, self-worth, relationships, etc. is normal. That said, doing so can also contribute to emotional turmoil and personal crises (more on personal and emotional challenges below).
In sum, the challenges of this Introductory Psychology course, or any course you might take, do not occur in a vacuum, but instead exist in the context of the many other demands that university life presents. This point is important to remember. We are not suggesting that PSYC100 is the only challenge in your life (we are sure that is far from true) and we do not believe that the strategies we suggest for navigating the course are “one size fits all”. We hope to shed light on some of the more common barriers, and provide a useful starting point for building a set of individualized skills and strategies.
Challenges in Principles of Psychology
At Queen’s University (and, we suspect, at many other institutions) Principles of Psychology is not a “bird course” (i.e., a course in which it is very easy to get a high grade). In fact, www.birdcourses.com rates the course a “C” for “birdiness” — their scale is the academic letter grade system, with F being the most difficult / least “birdy” course — based on input from students who have taken it in the past decade. Overall, we agree with this assessment – from our perspective, Principles of Psychology is one of the more rewarding and interesting courses offered at Queen’s. However, part of what makes it this way is also why it presents both academic and emotional challenges for students.
Academic Challenges
Psychology is a science. Perhaps the most common source of academic difficulties in Principles of Psychology stems from a fundamental misunderstanding of what psychology is. Many find the degree to which topics like neuroanatomy, endocrinology, reproductive biology, genetics, statistics, and research methods (to name a few!) are emphasized in Principles of Psychology surprising. There is a misconception that knowledge of these topics is only relevant to “hard sciences” like Biology, Chemistry, Physics, Mathematics, etc. While understandable, this view is an unhelpful, false dichotomy that we strive to debunk in this course.
The study of psychology is firmly grounded in empiricism and the scientific method. In order to understand and interpret research in psychology, it is critical to have a firm grasp of research design, hypothesis testing, and statistics. Further, one of the most exciting things about Psychology is that it is multi-disciplinary. Our thoughts and behaviors are complex, and to understand them, scientists must draw on theory and methods from diverse disciplines. One example of drawing on information from diverse fields is the National Institute of Mental Health’s influential Research Domain Criteria (RDoC) project. Launched in 2008, the RDoC framework has shaped how scientists study the causes and symptoms of mental illnesses. A core RDoC tenant is that mental illness must be classified and studied at multiple “units of analysis” (e.g., molecules, cells, brain circuits, behaviours). Guided by this comprehensive understanding of mental illness, scientists and clinicians have made breakthroughs in treatment and prevention.
What does all of this mean? The bottom line is that some of the content in Principles of Psychology will overlap (and even extend) material that you may see in courses in Biology, Chemistry, Statistics, Mathematics, and others. For instance, you will learn about the anatomy and physiology of structures involved in sensation and perception, and about the statistical properties of a normal curve. Learning content that overlaps with a range of other disciplines is undoubtedly a tall order for students to tackle, but the variability and multi-disciplinary nature of psychological science is what makes it a fascinating and rewarding area of study.
Psychology is very broad. Related to the point above, Principles of Psychology covers considerable ground in the 24 weeks allotted to lectures and labs. Topics touch on many of the major disciplines in psychology, including Sensation and Perception, Clinical Psychology, Neuroscience, Developmental Psychology, Personality and Social Psychology, Learning/Behavioural Psychology, and Cognitive Psychology. These areas of psychology are in and of themselves very broad (indeed, our department devotes several upper year courses to each) and include multiple sub-disciplines. The course also touches on the history of psychology, research methods, and statistics. So, a lot to accomplish in a short period of time!
One challenging aspect is learning and mastering a lot of information. The diversity of topics covered makes this learning tricky, as you might feel as though you are “shifting gears” frequently, rather than cruising seamlessly from one content area to the next. This challenge makes students more flexible, efficient, and altogether better learners, and this is one of the benefits of studying psychology. So the potential added layer of difficulty in the short-term is worthwhile in the long term! Second, lectures, readings, learning labs, and quizzes will emphasize common threads or connections among course topics. We have made an effort to have content build on itself wherever possible, andto demonstrate how very diverse areas of psychology share common basic principles and themes.
Multiple Methods of Learning. Especially in the blended version of Principles of Psychology (students attend lecture), the material is presented and learned in several formats. Relative to traditional models, this instructional approach improves performance and attendance, partly because students prefer blended courses to traditional courses (Stockwell et al., 2015). However, active engagement with course material (e.g., preparing for and participating in learning labs; completing quizzes; preparing for lecture by reviewing and annotating textbook readings) takes time. It also is harder than passively absorbing content by simply “showing up” for weekly lectures and labs. Making full use of the different ways of learning offered in Principles of Psychology may mean prioritizing them regularly from week-to-week.
Fully benefitting from the richness Principles of Psychology demands organization, scheduling, and planning ahead. University life is busy and presents opportunities and challenges that you will be juggling while enrolled in this course. AndPrinciples of Psychology is only one of the courses in which you are enrolled! Thus, in many ways, this course (and most others) asks you to reflect on what’s important to you and purposefully adjust your behavior so that it is in line with your priorities and goals. This reflection takes self-knowledge and maturity; it’s disarmingly difficult at times to act in a value-consistent manner. In fact, some psychotherapies aim to reduce symptoms of depression and anxiety in part by helping patients identify values and change behaviour in accordance with them (e.g., Acceptance and Commitment Therapy; Hayes, Strosahl, & Wilson, 2011). Structuring your time (see “Strategies to Overcome Academic Challenges” below) is a great place to start. If nothing else, it can make a proverbial mountain look more like a molehill, and is a good way to set yourself up for success in this course.
Emotional Challenges
Principles of Psychology may be more emotionally taxing than many or all of your other courses. Generally, this response is because much of (but not all) of the content tackles human processes – how we perceive, think, feel, and behave. In short, the course content can be highly relatable, and you may make connections with what you’ve learned about yourself, your loved ones, and/or other important people in your life. In our experience, this relatability interacts with what students bring into the course. We can all probably think about significant hardships we’ve endured and moments in our lives that have tested us to our limits; we all bring our unique emotional histories. Here, we focus briefly on what we know about the mental health of university students and aspects of the course content that may be especially challenging for those with lived experience with mental illness.
University Mental Health. In late 2014, the World Health Organization’s (WHO) World Mental Health International College Student (WMH-ICS) surveys were launched. The initial round of surveys were completed by over 14,000 first-year university students across 19 institutions in 8 countries. The scope and rigor of these surveys has already provided unparalleled insight into the mental health of university students and the impact mental illness has on adjustment and functioning.
The results are sobering. More than 1 in 3 (35.3%) of first year students reported at least one diagnosable mental illness (according to the Diagnostic and statistical manual of mental disorders [4th ed.]; DSM-IV; American Psychiatric Association, 1994) in their lifetimes. Among these, the most common were Major Depressive Disorder (21.2%) and Generalized Anxiety Disorder (18.6%), mental illnesses characterized by low mood and/or a lack of pleasure and persistent, frequent anxiety, respectively. Although less common, alcohol and substance use disorders affected more than 1 in 5 students (Auerbach et al., 2018). Critically, more than 80% of these mental illnesses began prior to the start of university, and fewer than 1 in 5 students with at least one mental illness reported receiving even minimally adequate treatment in the year prior to being surveyed. Perhaps consequently, pre-matriculation mental illnesses are related to University attrition (Auerbach et al., 2016).
The WMH-ICS surveys also have shed light on how common suicidal thoughts and behaviors may be among incoming students. In their lifetimes, nearly one-third (32.7%) of students reported seriously thinking of killing themselves on purpose (i.e., suicidal ideation) while 17.5% (more than 1 in 6) reported having made a plan to die by suicide (e.g., what method they would use and where they would do it). Finally, before starting University, more than 1 in 25 students (4.3%) reported having done something to purposefully injure themselves with some intent to die by their own hands (i.e., a suicide attempt) (Mortier et al., 2018). Further, an additional 4.8% to 6.4% of students experienced first onsets of suicidal thoughts or behaviours during university annually (Mortier et al., 2016). That means that each year, we would expect approximately 1 in 5 students who had never experienced suicidal thoughts and behaviours in their lives to first report them in any given university year.
These are alarming statistics. It may not be surprising that the presence of mental illness(es) and/or suicidal thoughts and behaviours are associated with poorer academic performance (Bruffaerts et al., 2018; Mortier et al., 2015) and not completing one’s program of study (Auerbach et al., 2016). However, mental illness and suicide can impact our lives in indirect ways, even if we are not personally coping with these. Given how widespread these problems are, if we ourselves are not experiencing symptoms related to mental illness and/or suicidal thoughts and behaviours, someone we love and are very close to—a parent, sibling, partner, friend—certainly is.
There are two take-home points from this discussion. First, mental health problems are common. If you are coping with them, you certainly aren’t alone. Research suggests that mental illness reduces student academic success and adjustment in university overall, but very few people receive the treatment that might help. Accessing personal support systems and professional help will increase your ability to navigate university life (see strategies below as well). Second, your lived experiences with symptoms related to mental illness will provide a unique lens through which to view the material; it may also leave you open to strong and/or unexpected reactions to aspects of the course content. It’s impossible to predict what may be most jarring; nonetheless, below we turn to some notable parts of the course content that may be most emotionally challenging.
Course content. As much of the content of Principles of Psychology concerns the study of us – what we think and feel, how we act, and what we experience – parts of the material may resonate with you deeply. Indeed, we hope this is the case! The potential downside is you may come across content that you find challenging or activating.
Given the prevalence of mental illness and suicide in the general population, an obvious area in which you may face some tough course content is the Clinical Psychology section. This section will: give a broad overview of the history of mental illness; cover the symptoms, course, and causes of several psychiatric conditions; and discuss available treatments. Hearing about the specific symptoms of mental illnesses and the impacts these can have on people’s lives can remind us of our own personal experiences and/or what our loved ones have been through. In general, hearing about precursors to psychiatric symptoms – for example, child abuse, major traumatic events (e.g., being the victim of violence), and substance use – can be upsetting. Hearing about the hardships people face and the fundamental inequalities that can bring on and perpetuate mental illness can be moving. A challenge of this course, and this section in particular, is noticing how these things impact us, taking care of ourselves as needed, and using our experiences as fuel for our scholarship. These challenges are tricky to accomplish, and we provide some strategies that could prove helpful below.
The emotional challenges of the course content do not end necessarily with the Clinical Psychology section. For example, a major topic in Social Psychology concerns how people create “in groups” (others with whom one feels they have a lot in common) and “out groups” (others who share few of one’s broad characteristics and/or belies). Creating these dichotomies has an important evolutionary and interpersonal function. Nonetheless, our tendency to think in terms of “in groups” and “out groups” can contribute to stereotypes, bigotry, and hatred. Many of us and particularly those with lived experience of discrimination may find this difficult to discuss and learn about. As another example, a large and vibrant area of research in Developmental Psychology concerns how children form caring relationships with their parents, and how those relationships are fostered (or thwarted) by parenting practices over time. Learning about attachment styles (e.g., Bowlby, 1969) can be quite provocative depending on your experiences with being cared for and parented when you were young.
The key take away is that, more than many other courses, the content within Principles of Psychology may trigger strong feelings and reactions. We think that the strong emotions psychology may generate is a strength of psychology and something that can make it intrinsically fascinating. We also think that the potential for content to be provocative is something to keep in the back of your mind and watch in a very purposeful way (see more below).
Strategies for Successfully Navigating this Course
Strategies to Overcome Academic Challenges
The change from a high school to university course load can feel dramatic. Suddenly there are extensive readings to complete each week, assignments to stay on top of, and examinations to prepare for, across multiple courses. It can be easy to become overwhelmed with the amount of academic material to manage. The following are some strategies to help manage your academic demands to help facilitate your ability to manage your time effectively.
Scheduling your time. It is very helpful to get into the habit of creating a weekly schedule. This scheduling not only helps you to sort out what work you plan to focus on each week, and when, but also ensures you are scheduling balanced activities into your life outside of your academics. Having a schedule can lead you to be more productive with your time and manage feelings of being overwhelmed by all of the things you need to do each week.
The Student Academic Success Services at Queen’s University provides a helpful technique for generating a weekly schedule (http://sass.queensu.ca/wp-content/uploads/2019/02/Weekly-Schedule-Template-2019.docx.pdf) that helps you to make sure you are scheduling your time to include all of your fixed commitments (such as classes, appointments, and team meetings), health habits (such as eating, sleeping, exercise and relaxing), time for homework and everything else (including grocery shopping, laundry, and socializing).
Keeping focused. Do you get easily distracted? Perhaps when you sit down to do some work, your mind wanders to all the other things you need to do, such as “will I remember to text my friend later to hang out?” or “I have to remember to do that online quiz before tomorrow night”. Using a distraction pad to write down wandering thoughts and to-do items while you are working can help you to make sure you are not forgetting anything important, by writing them down for later. This practice also keeps you from getting distracted by going to do the task that has popped into your mind while working on something else.
Getting distracting thoughts out of your head by writing them down on paper can help you focus on the task at hand. You can then set a specific time each evening to review your distraction pad, at which time you can decide which items are insignificant and can be forgotten, and which items are important. You can then turn the important items into specific actions, and plan for when you will tackle them by slotting them into your weekly schedule.
Not only can your thoughts distract you from attending to your work, but electronic devices also can be very distracting. It is important that each time you sit down to complete a session of work, you decide if you need your digital device in order to do it. If you do not need it, consider leaving your phone or computer in another room, or at home if you plan to work somewhere outside of your home. If you do need your device, consider blocking unnecessary sites with digital applications, or schedule short breaks (e.g., 5-10 minutes) approximately every hour to check for notifications on social media. Of course, everyone’s attention span is different, so it is important that you find the limits of your attention for a particular task. Once you have figured out how long you can focus for on the particular activity or subject, you can break down your tasks into goals or chunks of work that you anticipate will take that long to complete.
Effective Studying. Finding a place to work. Where do you study most often? When you are sitting down to do your school work, consider your environment. Are you someone who needs a quiet space, or do you prefer to be around people and music? How distracted do you get by your phone and computer? Reflect on what the ideal work environment is for you, and plan to find a space that is most conducive to your own ability to focus when planning to do your coursework. You may not know what works best for you yet, and that is okay! Try out a few spaces (e.g., residence room, coffee shop, library cubicle, study rooms on campus) before making your decision.
Setting yourself up for success. Before you start a session of work, set a goal for yourself. For example, I would like to read this week’s chapter for Psych 100 in the next 50 minutes. Set a time commitment to your goal, minimize distractions, and be sure to schedule yourself a break so that you can rest your mind before moving on to the next task.
The skills discussed so far take practice to develop, and they may be new skills for you. Now is a great time to connect with people who are trained to teach and develop good study habits. At Queen’s University, we have an entire team dedicated to helping students learn how to learn. The team is called Student Academic Success Services, or SASS for short. SASS has a number of learning and writing resources to assist you with your academics, including free 1-on-1 appointments with learning strategists for Queen’s students (https://sass.queensu.ca/).
Strategies to Overcome Emotional Challenges
Forewarned is forearmed. Among the emotional challenges of Principles of Psychology is encountering material that could be upsetting to you. Upsetting content could be something you read in your textbook, read or watch online, or hear in lecture. Oftentimes course content that is most likely to affect us connects with some important experiences we have had, or that have happened to people we love, or both.
A deceptively simple strategy for addressing the emotional challenges of this course is looking well ahead in your syllabus. Doing so might allow you to identify, well in advance, topics that you might find difficult to learn and/or read about because of personal experiences. This approach would give you time to find out more about the content by asking your teaching assistants, instructors, or course coordinators (e.g., Undergraduate Chair in Psychology). Knowing what’s coming might allow you to prepare for certain topics. For instance, you might decide to review and practice some recommended coping skills (described below) and/or recruit a friend, partner, or other source of support to attend a lecture with you. Further, you might schedule activities that you find fun or distracting on days you know you will be encountering content you are likely to find distressing.
Although you may come across them in other courses, Principles of Psychology does not give trigger warnings for any course content. The reasons are both scientific and pedagogical. From a scientific standpoint, studies that have investigated the effects of trigger warnings are mixed, but the bottom line is they either have no impact or a slightly negative impact on overall student well-being. On the pedagogical side, the use of trigger warnings may lead to the avoidance of course material which impedes learning this material. Beyond course material, a more important learning opportunity also may be missed. Since trigger warnings may encourage avoidance of things that are upsetting, there are no opportunities to experience potential “triggers” and learn that you can cope, that the threat is not as bad as you thought, or that the intense emotional reaction you have does not last forever. Indeed, this principle of exposure to things that may be triggering or upsetting is a cornerstone of psychological treatments for post-traumatic stress disorder (PTSD) and anxiety disorders (e.g., Abramowitz, Deacon, & Whiteside, 2019; Foa, Hembree, & Rothbaum, 2007). Further, avoidance is a key mechanism that drives the persistence and worsening of many mental health symptoms (e.g., Ottenbreit, Dobson, & Quigley, 2014). For the interested reader, Box 1 presents more information about trigger warnings and further rationale for why these are not used in Principles of Psychology.
Trigger Warnings
Trigger warnings are advance notifications at the start of a video, piece of writing, or, in educational contexts, a lecture or topic, that contains potentially distressing material. Trigger warnings involve a description of the potentially distressing content with the goal of providing the opportunity to prepare for or avoid this content. On the surface, if trigger warnings help people cope with challenging information, this might reduce negative reactions and ultimately protect mental health.
Our primary reason for not using trigger warnings is the lack of scientific evidence that they do what they are supposed to. If trigger warnings protected students from discomfort or distress, using them might have benefits that outweigh their psychological costs (see below). For instance, in a series of carefully designed experiments, Bridgland and colleagues (2019) gave some participants trigger warnings about a graphic photo and measured their levels of negative affect (e.g., adjectives like “distressed”) and anxiety before and after viewing the photo. Another group of participants did not receive any warning. In five separate studies, the groups (warned and unwarned) did not differ in their emotional reactions to graphic, upsetting content. This general effect – that trigger warnings do not impact emotional reactions to potentially upsetting content – has been replicated in studies using a graphic written passage (Bellet, Jones, & McNally, 2018) and videos (Sanson, Strange, & Garry, 2019). Sanson and colleagues (2019) summarize their series of six well designed studies as follows: “people who saw trigger warnings, compared to people who did not, judged material to be similarly negative, experienced similarly frequent intrusive thoughts and avoidance, and comprehended subsequent material similarly well.” Ultimately, trigger warnings are not helping to reduce or offset the things that they are supposed to (e.g., distress, intrusive memories), which raises questions about their appropriateness for educational contexts.
You may be thinking that, even if they are not overtly helpful, trigger warnings can’t hurt, so why not use them? Although “hurt” may be an exaggeration, there is emerging evidence that trigger warnings may have unintended negative consequences. The initial impetus for trigger warnings came out of clinical research on post-traumatic stress disorder (PTSD). Briefly, some people with PTSD experience intense recollections (e.g., flashbacks; sensory experiences) of a traumatic event that are triggered by reminders of the trauma. Thus, it was thought warnings of these types of triggers might be helpful. However, critics of trigger warnings have long maintained that trigger warnings encourage avoidance (which fuels the persistence of symptoms and impedes learning coping strategies necessary for treatment) and increase the salience of trauma to an individual’s identity. The result is that PTSD symptoms worsen over time and people do not recover (McNally, 2014, 2016; Rosenthal et al., 2005). In line with these criticisms, studies have uncovered some of the negative side effects of trigger warnings. First, compared to the unwarned, those who receive trigger warnings report greater negative affect and anxiety before viewing the potentially distressing content (Bellet et al., 2018; Bridgland et al., 2019; Gainsburg & Earl, 2018). Second, people who receive trigger warnings avoid the content more (Bridgland et al., 2019; Gainsburg & Earl, 2018); in the context of a University course, this translates to missed learning opportunities in the absence of documented benefits. Finally, trigger warnings may affect people’s beliefs about their own resilience versus vulnerability. In one study, compared to unwarned participants, people who viewed trigger warnings rated themselves, and people in general, as more emotionally vulnerable following traumatic events (Bellet et al., 2018).
In balance, we think trigger warnings likely do very little to make tough content easier to consume. Further, we are concerned about the potential unintended side effects of such warnings. For those reasons, trigger warnings are not used in Principles of Psychology.
If not trigger warnings, then what?
There are ways to cope with potentially upsetting content that do not involve trigger warnings. Strategies that we recommend including:
- Looking ahead at the syllabus
- Reading keywords at the end of each chapter to see if content may be difficult
- Connecting with a member of the instructional team if there is a specific area you are concerned about
If you know you will encounter information that may be distressing, some strategies for engaging with that content include:
- Bringing a friend or family member to lecture on a day where content may be difficult
- Planning light and fun activities following what may be a difficult lecture
- Using coping and relaxation techniques, described below
Coping and Mental Hygiene. Coping means dedicating time and conscious effort to the management of your stress levels and problems that you are faced with. Stress can surface as a result of many factors, including homework, exams, work, volunteer positions, extracurricular activities, and problems in family and peer relations. When we are coping, we are utilizing techniques and engaging in activities that will help us minimize the effects of these stressors on our wellbeing.
A significant part of coping is recognizing the importance of mental hygiene. You are likely familiar with the term hygiene, which refers to practices we engage in that are important for maintaining our health and preventing diseases, such as showering and brushing our teeth. Mental hygiene follows the same general principle, referring to practices we engage in that are important for maintaining our mental health and preventing psychological conditions such as burnout and mental illness.
In this module we will discuss some coping skills that you can use to facilitate mental hygiene and manage your own wellness.
Self-care. You have likely heard of the term self-care. What does it mean to you?
True self-care is not salt baths and chocolate cake, it is making the choice to build a life you don’t need to regularly escape from – Brianna Wiest
Self-care tends to get a reputation in society and the media as simply being the act of taking a bubble bath or eating chocolate to reward oneself. However, self-care is actually multi-faceted, consisting of all of the activities needed to promote and maintain your health, across multiple domains. It is about developing for yourself a life that you feel you can manage, enjoy, and not need to escape from. Self-care activities are not just physical activities, but also mental, emotional, and spiritual. These activities include nutrition, sleep, hygiene, exercise, time with family and friends, as well as time alone and leisure. To engage in self-care is to deliberately choose activities that are nourishing, restorative, and that strengthen your connections with others.
One of the things that makes self-care tricky is that there are many different areas. If you’re spending all your time and energy on your physical health and school, you may find you’re not getting enough social time! Similarly, if you are staying up really late every night of the week to spend time with friends, the exhaustion is going to catch up with you. An important part of engaging in self-care is finding what activities are restorative for you and being sure to schedule them into your week so that your schedule is well-balanced.
Our culture tends to reward people who deal with their stress by working harder and faster to produce more in a shorter time. You might feel compelled to do this, by engaging in cramming sessions to pump out work, and cutting out healthy habits in favour of freeing up more time to focus on studies. However, this behaviour can have a negative effect on your physical and mental health, which can result in burnout, which is a state of physical, mental and emotional collapse caused by overwork or stress.
Our bodies are equipped with something called the fight or flight system, which is activated when we are under stress. This response consists of a series of biochemical changes that prepare our bodies to deal with threat or danger. Primitive people needed rapid bursts in energy to fight or flee from predators such as saber-toothed tigers. This response can help us in threatening situations today, such as having to respond quickly to a car that cuts you off on the highway. However, not only can this system become activated when we are faced with serious dangers in our environment, but it also can activate when we are under a great deal of stress and feeling overwhelmed. Luckily, our bodies are also equipped with a relaxation response which can counter the activation of our fight/flight response.
Take a moment to consider how you relax. Some people enjoy down time, for example, reading an enjoyable book. Others might prefer scheduling time with friends, perhaps going out to dinner or seeing a movie. Some people relax through exercise or yoga. We are all different and what helps one person to relax won’t necessarily be what best helps another. It is important to find out what relaxing activities help you to unwind, and to be sure to make time for these activities throughout the week to help maintain mental wellness.
The following are some techniques you can try out, which can help you to manage your stress levels and overcome emotional challenges. These techniques are drawn from evidence-based therapy protocols (e.g., Cognitive Behavioural Therapy, Beck, 1979, Beck, 2011; Dialectical Behaviour Therapy, Linehan, 2015; Acceptance and Commitment Therapy, Hayes, Strosahl, & Wilson, 2011). These psychological therapies have been extensively researched, and are used to improve individuals’ well-being across multiple mental and physical health problems.
Deep breathing. Breathing is a fundamental necessity of life that we can often take for granted. Certain breathing patterns can contribute to feelings of anxiety, panic attacks, low mood, muscle tension and fatigue. When we’re anxious or stressed out, our breathing tends to become rapid and shallow. In contrast, when we are relaxed, our breathing is much deeper and slower. A technique that can help manage your stress levels, is to engage in deep breathing. This form of breathing has been found to be effective in reducing symptoms of anxiety and improving feelings of relaxation. When you recognize that you are breathing in a quick and shallow way, consciously make the choice to engage in slower breathing for a few minutes. For each breath, focus on inhaling air deep into the lungs through your nose as the abdomen expands. After holding this breath for a few moments, exhale the air out of your mouth, noticing your abdomen contracting. The process of deep breathing signals to your body that it is safe to relax and activates your relaxation response.
Progressive Muscle Relaxation. Maybe you have noticed when you are in a stressful situation or feeling overwhelmed that there is a tightening in your body. Perhaps you feel it in your shoulders, or back, or maybe you get headaches. When we are stressed, we hold tightness in our muscles and this sends signals to our brain that we are stressed out. Not only can this negatively affect how our bodies feel, but it can also influence our mood and our thoughts that we have. A good way to relax our mind, is to deliberately relax our body, taking purposeful steps to relax our muscles. Using the technique of progressive muscle relaxation, you go through each muscle group in your body, one by one, tensing the muscle groups and holding that tension for a several seconds, followed by releasing the tension in the muscle group. This relaxing of our tension sends feedback to our brain that we are feeling calm and relaxed.
Visualization. Have you ever heard people say “go to your happy place”? This saying may be a reference to a technique called visualization. Research (e.g., Rossman, 2000) shows that focusing the imagination in a positive way can result in a state of ease, mood regulation, and can have a relaxing effect (e.g., imagining a place where you feel calm and safe). Some people do this on their own by really imagining what this place looks like, feels like, and smells like. Some people prefer to be guided to a calm place with an audio track.
Grounding. Grounding is a set of simple strategies to help detach from emotional pain, such as sadness, anger, or anxiety. When you are feeling overwhelmed with emotion, it can be helpful to find a way to detach so that you can gain control of your feelings and cope. Grounding focuses on distraction strategies that help you cope with intense emotions and anchor you to the present moment. There are several ways that you can ground yourself, and it can be done any time, any place, and anywhere. When engaging in grounding, you want to focus on the present moment, rather than ruminating about the past or worrying about the future.
Mental Grounding
- - Describe your environment in detail using all of your senses. Describe what you see in the room, hear, taste, and smell. What is the temperature? What objects do you see, and what textures do you feel? For example: I am in the lecture hall. I see three brown walls, one in front and two to either side. I see a professor and she is pacing back and forth. The temperature is cool. I feel the armrests on my chair, and the pen in my hand.
- - Play a categories game with yourself. Try to think of as many “types of animals”, “cars”, “TV shows”, “sports” as you can.
- - Describe an everyday activity in great detail. For example, describing a meal that you cook (e.g., first I boil the water, then I put salt in it, then I pour the pasta noodles in, and while that is cooking I sauté vegetables and add them to tomato sauce)
- - Use humour. Think of something funny, like a joke or a funny clip from a TV show that you enjoyed.
- - Say a coping statement, such as I can handle this, I will be okay, I will get through this.
Physical Grounding
- - Grab tightly the arm rests of your chair
- - Touch objects around you for the tactile sensation, such as writing utensils, your clothing, or items in your pocket.
- - Walk slowly, noticing each footstep that you take and how your foot curves as you bring it down to meet contact with the ground.
- - Eat something and describe the flavour and texture of the bite to yourself as you hold the item of food in your mouth.
Planned exercise. Physical activity, in addition to having significant health benefit, is often recommended for emotional wellbeing as a technique for managing stress levels. Indeed, research has found that college students who exercised at least 3 days per week were less likely to report poor mental health and perceived stress than students who did not (Vankim & Nelson, 2013). Multiple studies indicate that physical activity improves mood and reduces symptoms of anxiety and depression (Rethorst et al., 2009; Rimer et al., 2012; Trivedi et al., 2011; Ross & Hayes, 1988; Stephens, 1988).
The Athletics and Recreation Centre (ARC) at Queen’s University offers a wide array of fitness opportunities to become active throughout the year, from fitness equipment, to swimming, gymnasiums, racquet courts and more (https://rec.gogaelsgo.com/sports/2013/7/26/Fac-Serv_0726133714.aspx)
Cultural, Diversity and Faith-based resources.
Culture influences our experience in many ways and can have a significant impact on our mental health, playing a role in how we relate to others, manage our emotions, and experience and express psychological distress (Roberts & Burleson, 2013). Queen’s University has several resources and spaces for individuals seeking cultural and spiritual connection:
- Queen’s University African and Caribbean Students Association: https://myams.org/portfolio-items/african-and-caribbean-students-association/
Healthy eating. Maintaining a healthy, balanced diet is not only important for physical health, but also emotional and mental health. Negative affect (e.g., anxiety, frustration, sadness, boredom, depression, fatigue, stress) has been related to food consumption in order to distract oneself from, or cope with, it. The foods consumed are often the “comfort foods” with high sugar and fats, that can provide immediate satisfaction and may even manage mood in the short term; however, leading to greater preference for indulgent foods over healthy foods (Gardner et al., 2014). Research also shows that unhealthy dietary patterns are related to poorer mental health in youth (O’Neil et al., 2014). Better overall diet quality and lower intake of simple carbohydrates and processed foods are related to lower depressive symptoms (Jacka et al., 2011; Mikolajczyk, Ansari, & Maxwell, 2009, Christensen & Somers, 1996; Quehl et al., 2017). Canada’s Food Guide 2019 (https://food-guide.canada.ca/en/) is a great resource that provides tips and recipes for maintaining a healthy, balanced diet.
Thirty-nine percent of Canadian post-secondary students experience some degree of food insecurity, which ranges from worry about running out of food and having limited food selection, to missing meals, reducing food intake, or going without food for an entire day or longer due to lack of money for food. Queen’s University provides the Swipe it Forward program, for short-term meal support (https://dining.queensu.ca/swipeitforward/). The Queen’s University Student Government (AMS) offers a confidential and non-judgmental food bank service to members of the university community (https://myams.org/team-details/food-centre/)
Using Resources. If you find something in Principles of Psychology, or any course, to be very distressing (e.g., a discussion of mental health symptoms that you recognize in yourself) seeking help and support is also a very useful part of coping and mental hygiene. The staff (teaching assistants, course coordinator, and instructors) involved in Principles of Psychology can be good points of contact, especially for connecting you with University-based supports and accommodations (where relevant). If you are concerned about your mental health, here are some additional contacts that you might find useful:
Your family doctor
Book an appointment with your doctor. They can offer advice or refer you to other more specific services to get help. If you do not have a family doctor in Kingston or the surrounding area, Queen’s University Student Wellness Services has a team of doctors and other health professionals: (http://queensu.ca/studentwellness/health-services).
University Counselling Service
The Counselling Service at Queen’s University can help you to address personal or emotional problems that may be interfering with having a positive experience at Queen’s and reaching academic and personal success. This service offers a free and confidential service. The Counselling Service is not only for those with a diagnosis. It can be contacted for any reason: (http://queensu.ca/studentwellness/counselling-services)
Additional Counselling Services and Information Sources
Resolve Counselling (previously k3c) in Kingston: https://www.resolvecounselling.org/
Sexual Assault Centre Kingston: http://sackingston.com/
Teens Health (information resource): http://www.teenshealth.org/
Telephone Lines
24-hour crisis line in the Kingston area: 613-544-4229
Kids Help Phone: 1-800-668-6868 (https://kidshelpphone.ca/)
Telephone Aid Line Kingston (TALK) line: 613-544-1771 (http://www.telephoneaidlinekingston.com/)
Good2Talk (specific for post-secondary students): 1-866-925-5454 (https://good2talk.ca/)
IN AN EMERGENCY
If you are experiencing suicidal thoughts and think that you might be unable to keep yourself safe, visit Kingston General Hospital Emergency Department or call 911.
Resources for Relaxation and Coping
BREATHE 2 RELAX - Breathe2Relax includes breathing exercises to help you cope and relax
MINDSHIFT - Mindshift teaches you how to relax and cope with anxiety
VIRTUAL HOPE BOX - Virtual Hope Box helps you with coping, relaxation, distraction, and positive thinking
THINKFULL - ThinkFull teaches you to cope with stress, solve problems, and live well
FLOWY - Flowy is a game that makes breathing fun, which can help with anxiety
Websites and Free Downloads:
- AnxietyBCYouth :http://youth.anxietybc.com/don%E2%80%99t-tell-me-relax
- Audio files for mental vacation: http://youth.anxietybc.com/mental-vacations
- Visualization for confidence-building: http://youth.anxietybc.com/confidence-builders
- Progressive Muscle Relaxation For Management of Anxiety and Stress (Long Version WITH Music): https://www.youtube.com/watch?v=6053dnI4Rxg&feature=youtu.be
- McGill University Audio Files for Relaxation: https://www.mcgill.ca/counselling/getstarted/relax-meditate
- The benefits of exercising and how to start: http://youth.anxietybc.com/being-active-facts
Resources for Time Management
EVERNOTE - Capture, organize, and share notes from anywhere (computer or phone)
2Do - Task manager that allows you to enter in your thoughts and ideas before you forget
30/30 - A task manager that allows you to set up a list of tasks, and a length of time for each of them. It uses a timer to tell you when to move on to the next task
Websites and Free Downloads
- Remember the milk https://www.rememberthemilk.com/app/#all
An online to-do list and task manager (can be accessed by phone and computer)
- Google Calendar https://calendar.google.com/calendar
Online scheduling system, allows you to set reminders for scheduled events
- Joe’s Goals http://www.joesgoals.com
Online tool to keep track of your goals
- Self-control https://selfcontrolapp.com
Blocks access to distracting websites for a set period of time that you choose – while still allowing you access to the internet (for Macintosh computers)
- Freedom https://freedom.to
Website blocker to improve focus and productivity.
- RescueTime https://www.rescuetime.com
Shows you how you spend your time on your computer and provides tools to help you be more productive.
- The Pomodoro Technique https://cirillocompany.de/pages/pomodoro-technique
Use a timer to keep yourself on track, both for your working sessions and for your breaks
Free online timer at https://tomato-timer.com
Create your own cue cards to help studying
- Dropbox https://www.dropbox.com
Helpful for working on team projects, and keeps all your files in one place that can be accessed from anywhere with internet (computers, phones)
- Student Academic Success Services at Queen’s University http://sass.queensu.ca/
Access time management templates, strategies, and tools
References
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American Psychiatric Association. (1994). Diagnostic and statistical manual of mental disorders: DSM–IV (4th ed.). Washington, DC: American Psychiatric Association.
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Auerbach, R. P., Mortier, P., Bruffaerts, R., Alonso, J., Benjet, C., Cuijpers, P., ... & Murray, E. (2018). WHO World Mental Health Surveys International College Student Project: Prevalence and Distribution of Mental Disorders. Journal of Abnormal Psychology, 127(7), 623-638.
Baker, R. W., & Siryk, B. (1986). Exploratory intervention with a scale measuring adjustment to college. Journal of counseling psychology, 33(1), 31-38.
Beck, A. T. (Ed.). (1979). Cognitive therapy of depression. Guilford press.
Beck, J. S. (2011). Introduction to Cognitive Behavior Therapy. Cognitive Behavior Therapy: Basics and Beyond (2nd ed.) New York: The Guilford Press
Bellet, B. W., Jones, P. J., & McNally, R. J. (2018). Trigger warning: Empirical evidence ahead. Journal of behavior therapy and experimental psychiatry, 61, 134-141.
Bowlby, J. (1969). Attachment and loss v. 3 (Vol. 1). Random House. Furman, W., & Buhrmester, D. (2009). Methods and measures: The network of relationships inventory: Behavioral systems version. International Journal of Behavioral Development, 33, 470-478.
Brady‐Amoon, P., & Fuertes, J. N. (2011). Self‐Efficacy, self‐rated abilities, adjustment, and academic performance. Journal of Counseling & Development, 89(4), 431-438.
Bridgland, V. M., Green, D. M., Oulton, J. M., & Takarangi, M. K. (2019). Expecting the worst: Investigating the effects of trigger warnings on reactions to ambiguously themed photos. Journal of experimental psychology: applied. Advance online publication.
Bruffaerts, R., Mortier, P., Kiekens, G., Auerbach, R. P., Cuijpers, P., Demyttenaere, K., ... & Kessler, R. C. (2018). Mental health problems in college freshmen: Prevalence and academic functioning. Journal of affective disorders, 225, 97-103.
Christensen, L., & Somers, S. (1996). Comparison of nutrient intake among depressed and nondepressed individuals. International Journal of Eating Disorders, 20(1), 105-109.
Erikson, E. H. (1963). Youth: Change and challenge. New York, NY: Basic Books.
Foa, E. B., Hembree, E., & Rothbaum, B. O. (2007). Prolonged exposure therapy for PTSD: Emotional processing of traumatic experiences therapist guide (Treatments that work) Oxford University Press. New York.
Gainsburg, I., & Earl, A. (2018). Trigger warnings as an interpersonal emotion-regulation tool: Avoidance, attention, and affect depend on beliefs. Journal of Experimental Social Psychology, 79, 252-263.
Gardner, M. P., Wansink, B., Kim, J., & Park, S. (2014). Better moods for better eating?: How mood influences food choice. Journal of Consumer
Gerdes, H., & Mallinckrodt, B. (1994). Emotional, social, and academic adjustment of college students: A longitudinal study of retention. Journal of Counseling & Development, 72(3), 281-288.
Hayes, S. C., Strosahl, K. D., & Wilson, K. G. (2011). Acceptance and commitment therapy: The process and practice of mindful change. Guilford Press.
Jacka, F. N., Kremer, P. J., Leslie, E. R., Berk, M., Patton, G. C., Toumbourou, J. W., & Williams, J. W. (2010). Associations between diet quality and depressed mood in adolescents: results from the Australian Healthy Neighbourhoods Study. Australian & New Zealand journal of psychiatry, 44(5), 435-442.
Le Port, A., Gueguen, A., Kesse-Guyot, E., Melchior, M., Lemogne, C., Nabi, H., ... & Czernichow, S. (2012). Association between dietary patterns and depressive symptoms over time: a 10-year follow-up study of the GAZEL cohort. PloS one, 7(12), e51593.
Linehan, M. (2015). DBT Skills Training Manual (2nd edition). New York: The Guilford press.
McNally, R. J. (2014). Hazards ahead: The problem with trigger warnings, according to the research. Pacific Standard.
McNally, R. J. (2016). If you need a trigger warning, you need PTSD treatment. The New York Times, 13.
Mikolajczyk, R. T., El Ansari, W., & Maxwell, A. E. (2009). Food consumption frequency and perceived stress and depressive symptoms among students in three European countries. Nutrition Journal, 8(1), 31.
Mortier, P., Auerbach, R. P., Alonso, J., Bantjes, J., Benjet, C., Cuijpers, P., ... & O’Neill, S. (2018). Suicidal thoughts and behaviors among first-year college students: Results from the WMH-ICS project. Journal of the American Academy of Child & Adolescent Psychiatry, 57(4), 263-273.
Mortier, P., Demyttenaere, K., Auerbach, R. P., Cuijpers, P., Green, J. G., Kiekens, G., ... & Bruffaerts, R. (2017). First onset of suicidal thoughts and behaviours in college. Journal of affective disorders, 207, 291-299.
Mortier, P., Demyttenaere, K., Auerbach, R. P., Green, J. G., Kessler, R. C., Kiekens, G., ... & Bruffaerts, R. (2015). The impact of lifetime suicidality on academic performance in college freshmen. Journal of affective disorders, 186, 254-260.
O’Neil, A., Quirk, S. E., Housden, S., Brennan, S. L., Williams, L. J., Pasco, J. A., ... & Jacka, F. N. (2014). Relationship between diet and mental health in children and adolescents: a systematic review. American journal of public health, 104(10), e31-e42.
Ottenbreit, N. D., Dobson, K. S., & Quigley, L. (2014). An examination of avoidance in major depression in comparison to social anxiety disorder. Behaviour Research and Therapy, 56, 82-90.
Quehl, R., Haines, J., Lewis, S. P., & Buchholz, A. C. (2017). Food and mood: diet quality is inversely associated with depressive symptoms in female university students. Canadian Journal of Dietetic Practice and Research, 78(3), 124-128.
Rethorst, C. D., Wipfli, B. M., & Landers, D. M. (2009). The antidepressive effects of exercise. Sports medicine, 39(6), 491-511.
Rimer, J., Dwan, K., Lawlor, D. A., Greig, C. A., McMurdo, M., Morley, W., & Mead, G. E. (2012). Exercise for depression. Cochrane Database of Systematic Reviews, (7).
Roberts, N. A., & Burleson, M. H. (2013). Processes linking cultural ingroup bonds and mental health: the roles of social connection and emotion regulation. Frontiers in psychology, 4, 52.
Rosenthal, M. Z., Hall, M. L. R., Palm, K. M., Batten, S. V., & Follette, V. M. (2005). Chronic avoidance helps explain the relationship between severity of childhood sexual abuse and psychological distress in adulthood. Journal of Child Sexual Abuse, 14(4), 25-41.
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Trivedi, M. H., Greer, T. L., Church, T. S., Carmody, T. J., Grannemann, B. D., Galper, D. I., ... & Blair, S. N. (2011). Exercise as an augmentation treatment for nonremitted major depressive disorder: a randomized, parallel dose comparison. Journal of Clinical Psychiatry, 72(5), 677.
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Original chapter from Principles of Social Psychology adapted by the Queen's University Psychology Department
You'll notice that this chapter looks a bit different from our earlier chapters. A benefit of an Open Access textbook is that we have the ability to source and adapt content written by experts globally that address issues that are important for our course. This chapter is from the text "Principles of Social Psychology." You can find the book here.
Learning Objectives
- Define social psychology.
- Review the history of the field of social psychology and the topics that social psychologists study.
- Summarize the principles of evolutionary psychology.
- Describe and provide examples of the person-situation interaction.
- Review the concepts of (a) social norms and (b) cultures.
The Social Situation Creates Powerful Social Influence
Original chapter from Principles of Social Psychology adapted by the Queen's University Psychology Department
You'll notice that this chapter looks a bit different from our earlier chapters. A benefit of an Open Access textbook is that we have the ability to source and adapt content written by experts globally that address issues that are important for our course. This chapter is from the text "Principles of Social Psychology." You can find the book here.
Exploring Attitudes
Learning Objectives
- Define the concept of attitude and explain why it is of such interest to social psychologists.
- Review the variables that determine attitude strength.
- Outline the factors affect the strength of the attitude-behavior relationship.
Held, R. (1993). What can rates of development tell us about underlying mechanisms? In C. E. Granrud (Ed.), Visual perception and cognition in infancy (pp. 75–90). Hillsdale, NJ: Erlbaum.
Original chapter by Yanine D Hess and Cynthia L. Pickett adapted by the Queen’s University Psychology Department
This Open Access chapter was originally written for the NOBA project. Information on the NOBA project can be found below.
Social cognition is the area of social psychology that examines how people perceive and think about their social world. This module provides an overview of key topics within social cognition and attitudes, including judgmental heuristics, social prediction, affective and motivational influences on judgment, and explicit and implicit attitudes.
Learning Objectives
- Learn how we simplify the vast array of information in the world in a way that allows us to make decisions and navigate our environments efficiently.
- Understand some of the social factors that influence how we reason.
- Determine if our reasoning processes are always conscious, and if not, what some of the effects of automatic/nonconscious cognition are.
- Understand the difference between explicit and implicit attitudes, and the implications they have for behavior.
Introduction
Imagine you are walking toward your classroom and you see your teacher and a fellow student you know to be disruptive in class whispering together in the hallway. As you approach, both of them quit talking, nod to you, and then resume their urgent whispers after you pass by. What would you make of this scene? What story might you tell yourself to help explain this interesting and unusual behavior?
People know intuitively that we can better understand others’ behavior if we know the thoughts contributing to the behavior. In this example, you might guess that your teacher harbors several concerns about the disruptive student, and therefore you believe their whispering is related to this. The area of social psychology that focuses on how people think about others and about the social world is called social cognition.
Researchers of social cognition study how people make sense of themselves and others to make judgments, form attitudes, and make predictions about the future. Much of the research in social cognition has demonstrated that humans are adept at distilling large amounts of information into smaller, more usable chunks, and that we possess many cognitive tools that allow us to efficiently navigate our environments. This research has also illuminated many social factors that can influence these judgments and predictions. Not only can our past experiences, expectations, motivations, and moods impact our reasoning, but many of our decisions and behaviors are driven by unconscious processes and implicit attitudes we are unaware of having. The goal of this module is to highlight the mental tools we use to navigate and make sense of our complex social world, and describe some of the emotional, motivational, and cognitive factors that affect our reasoning.
Simplifying Our Social World
Consider how much information you come across on any given day; just looking around your bedroom, there are hundreds of objects, smells, and sounds. How do we simplify all this information to attend to what is important and make decisions quickly and efficiently? In part, we do it by forming schemas of the various people, objects, situations, and events we encounter. A schema is a mental model, or representation, of any of the various things we come across in our daily lives. A schema (related to the word schematic) is kind of like a mental blueprint for how we expect something to be or behave. It is an organized body of general information or beliefs we develop from direct encounters, as well as from secondhand sources. Rather than spending copious amounts of time learning about each new individual object (e.g., each new dog we see), we rely on our schemas to tell us that a newly encountered dog probably barks, likes to fetch, and enjoys treats. In this way, our schemas greatly reduce the amount of cognitive work we need to do and allow us to “go beyond the information given” (Bruner, 1957).
We can hold schemas about almost anything—individual people (person schemas), ourselves (self-schemas), and recurring events (event schemas, or scripts). Each of these types of schemas is useful in its own way. For example, event schemas allow us to navigate new situations efficiently and seamlessly. A script for dining at a restaurant would indicate that one should wait to be seated by the host or hostess, that food should be ordered from a menu, and that one is expected to pay the check at the end of the meal. Because the majority of dining situations conform to this general format, most diners just need to follow their mental scripts to know what to expect and how they should behave, greatly reducing their cognitive workload.
Another important way we simplify our social world is by employing heuristics, which are mental shortcuts that reduce complex problem-solving to more simple, rule-based decisions. For example, have you ever had a hard time trying to decide on a book to buy, then you see one ranked highly on a book review website? Although selecting a book to purchase can be a complicated decision, you might rely on the “rule of thumb” that a recommendation from a credible source is likely a safe bet—so you buy it. A common instance of using heuristics is when people are faced with judging whether an object belongs to a particular category. For example, you would easily classify a pit bull into the category of “dog.” But what about a coyote? Or a fox? A plastic toy dog? In order to make this classification (and many others), people may rely on the representativeness heuristic to arrive at a quick decision (Kahneman & Tversky, 1972, 1973). Rather than engaging in an in-depth consideration of the object’s attributes, one can simply judge the likelihood of the object belonging to a category, based on how similar it is to one’s mental representation of that category. For example, a perceiver may quickly judge a female to be an athlete based on the fact that the female is tall, muscular, and wearing sports apparel—which fits the perceiver’s representation of an athlete’s characteristics.
In many situations, an object’s similarity to a category is a good indicator of its membership in that category, and an individual using the representativeness heuristic will arrive at a correct judgment. However, when base-rate information (e.g., the actual percentage of athletes in the area and therefore the probability that this person actually is an athlete) conflicts with representativeness information, use of this heuristic is less appropriate. For example, if asked to judge whether a quiet, thin man who likes to read poetry is a classics professor at a prestigious university or a truck driver, the representativeness heuristic might lead one to guess he’s a professor. However, considering the base-rates, we know there are far fewer university classics professors than truck drivers. Therefore, although the man fits the mental image of a professor, the actual probability of him being one (considering the number of professors out there) is lower than that of being a truck driver.
In addition to judging whether things belong to particular categories, we also attempt to judge the likelihood that things will happen. A commonly employed heuristic for making this type of judgment is called the availability heuristic. People use the availability heuristic to evaluate the frequency or likelihood of an event based on how easily instances of it come to mind (Tversky & Kahneman, 1973). Because more commonly occurring events are more likely to be cognitively accessible (or, they come to mind more easily), use of the availability heuristic can lead to relatively good approximations of frequency. However, the heuristic can be less reliable when judging the frequency of relatively infrequent but highly accessible events. For example, do you think there are more words that begin with “k,” or more that have “k” as the third letter? To figure this out, you would probably make a list of words that start with “k” and compare it to a list of words with “k” as the third letter. Though such a quick test may lead you to believe there are more words that begin with “k,” the truth is that there are 3 times as many words that have “k” as the third letter (Schwarz et al., 1991). In this case, words beginning with “k” are more readily available to memory (i.e., more accessible), so they seem to be more numerous. Another example is the very common fear of flying: dying in a plane crash is extremely rare, but people often overestimate the probability of it occurring because plane crashes tend to be highly memorable and publicized.
In summary, despite the vast amount of information we are bombarded with on a daily basis, the mind has an entire kit of “tools” that allows us to navigate that information efficiently. In addition to category and frequency judgments, another common mental calculation we perform is predicting the future. We rely on our predictions about the future to guide our actions. When deciding what entrée to select for dinner, we may ask ourselves, “How happy will I be if I choose this over that?” The answer we arrive at is an example of a future prediction. In the next section, we examine individuals’ ability to accurately predict others’ behaviors, as well as their own future thoughts, feelings, and behaviors, and how these predictions can impact their decisions.
Making Predictions About the Social World
Whenever we face a decision, we predict our future behaviors or feelings in order to choose the best course of action. If you have a paper due in a week and have the option of going out to a party or working on the paper, the decision of what to do rests on a few things: the amount of time you predict you will need to write the paper, your prediction of how you will feel if you do poorly on the paper, and your prediction of how harshly the professor will grade it.
In general, we make predictions about others quickly, based on relatively little information. Research on “thin-slice judgments” has shown that perceivers are able to make surprisingly accurate inferences about another person’s emotional state, personality traits, and even sexual orientation based on just snippets of information—for example, a 10-second video clip (Ambady, Bernieri, & Richeson, 2000; Ambady, Hallahan, & Conner, 1999; Ambady & Rosenthal, 1993). Furthermore, these judgments are predictive of the target’s future behaviors. For example, one study found that students’ ratings of a teacher’s warmth, enthusiasm, and attentiveness from a 30-second video clip strongly predicted that teacher’s final student evaluations after an entire semester (Ambady & Rosenthal, 1993). As might be expected, the more information there is available, the more accurate many of these judgments become (Carney, Colvin, & Hall, 2007).
Because we seem to be fairly adept at making predictions about others, one might expect predictions about the self to be foolproof, given the considerable amount of information one has about the self compared to others. To an extent, research has supported this conclusion. For example, our own predictions of our future academic performance are more accurate than peers’ predictions of our performance, and self-expressed interests better predict occupational choice than career inventories (Shrauger & Osberg, 1981). Yet, it is not always the case that we hold greater insight into ourselves. While our own assessment of our personality traits does predict certain behavioral tendencies better than peer assessment of our personality, for certain behaviors, peer reports are more accurate than self-reports (Kolar, Funder, & Colvin, 1996; Vazire, 2010). Similarly, although we are generally aware of our knowledge, abilities, and future prospects, our perceptions are often overly positive, and we display overconfidence in their accuracy and potential (Metcalfe, 1998). For example, we tend to underestimate how much time it will take us to complete a task, whether it is writing a paper, finishing a project at work, or building a bridge—a phenomenon known as the planning fallacy (Buehler, Griffin, & Ross, 1994). The planning fallacy helps explain why so many college students end up pulling all-nighters to finish writing assignments or study for exams. The tasks simply end up taking longer than expected. On the positive side, the planning fallacy can also lead individuals to pursue ambitious projects that may turn out to be worthwhile. That is, if they had accurately predicted how much time and work it would have taken them, they may have never started it in the first place.
The other important factor that affects decision-making is our ability to predict how we will feel about certain outcomes. Not only do we predict whether we will feel positively or negatively, we also make predictions about how strongly and for how long we will feel that way. Research demonstrates that these predictions of one’s future feelings—known as affective forecasting—are accurate in some ways but limited in others (Gilbert & Wilson, 2007). We are adept at predicting whether a future event or situation will make us feel positively or negatively (Wilson & Gilbert, 2003), but we often incorrectly predict the strength or duration of those emotions. For example, you may predict that if your favorite sports team loses an important match, you will be devastated. Although you’re probably right that you will feel negative (and not positive) emotions, will you be able to accurately estimate how negative you’ll feel? What about how long those negative feelings will last?
Predictions about future feelings are influenced by the impact bias : the tendency for a person to overestimate the intensity of their future feelings. For example, by comparing people’s estimates of how they expected to feel after a specific event to their actual feelings after the event, research has shown that people generally overestimate how badly they will feel after a negative event—such as losing a job—and they also overestimate how happy they will feel after a positive event—such as winning the lottery (Brickman, Coates, & Janoff-Bullman, 1978). Another factor in these estimations is the durability bias. The durability bias refers to the tendency for people to overestimate how long (or, the duration) positive and negative events will affect them. This bias is much greater for predictions regarding negative events than positive events, and occurs because people are generally unaware of the many psychological mechanisms that help us adapt to and cope with negative events (Gilbert, Pinel, Wilson, Blumberg, & Wheatley, 1998; Wilson, Wheatley, Meyers, Gilbert, & Axsom, 2000).
In summary, individuals form impressions of themselves and others, make predictions about the future, and use these judgments to inform their decisions. However, these judgments are shaped by our tendency to view ourselves in an overly positive light and our inability to appreciate our habituation to both positive and negative events. In the next section, we will discuss how motivations, moods, and desires also shape social judgment.
Hot Cognition: The Influence of Motivations, Mood, and Desires on Social Judgment
Although we may believe we are always capable of rational and objective thinking (for example, when we methodically weigh the pros and cons of two laundry detergents in an unemotional—i.e., “cold”—manner), our reasoning is often influenced by our motivations and mood. Hot cognition refers to the mental processes that are influenced by desires and feelings. For example, imagine you receive a poor grade on a class assignment. In this situation, your ability to reason objectively about the quality of your assignment may be limited by your anger toward the teacher, upset feelings over the bad grade, and your motivation to maintain your belief that you are a good student. In this sort of scenario, we may want the situation to turn out a particular way or our belief to be the truth. When we have these directional goals, we are motivated to reach a particular outcome or judgment and do not process information in a cold, objective manner.
Directional goals can bias our thinking in many ways, such as leading to motivated skepticism, whereby we are skeptical of evidence that goes against what we want to believe despite the strength of the evidence (Ditto & Lopez, 1992). For example, individuals trust medical tests less if the results suggest they have a deficiency compared to when the results suggest they are healthy. Through this motivated skepticism, people often continue to believe what they want to believe, even in the face of nearly incontrovertible evidence to the contrary.
There are also situations in which we do not have wishes for a particular outcome but our goals bias our reasoning, anyway. For example, being motivated to reach an accurate conclusion can influence our reasoning processes by making us more cautious—leading to indecision. In contrast, sometimes individuals are motivated to make a quick decision, without being particularly concerned about the quality of it. Imagine trying to choose a restaurant with a group of friends when you’re really hungry. You may choose whatever’s nearby without caring if the restaurant is the best or not. This need for closure (the desire to come to a firm conclusion) is often induced by time constraints (when a decision needs to be made quickly) as well as by individual differences in the need for closure (Webster & Kruglanski, 1997). Some individuals are simply more uncomfortable with ambiguity than others, and are thus more motivated to reach clear, decisive conclusions.
Just as our goals and motivations influence our reasoning, our moods and feelings also shape our thinking process and ultimate decisions. Many of our decisions are based in part on our memories of past events, and our retrieval of memories is affected by our current mood. For example, when you are sad, it is easier to recall the sad memory of your dog’s death than the happy moment you received the dog. This tendency to recall memories similar in valence to our current mood is known as mood-congruent memory (Blaney, 1986; Bower 1981, 1991; DeSteno, Petty, Wegener, & Rucker, 2000; Forgas, Bower, & Krantz, 1984; Schwarz, Strack, Kommer, & Wagner, 1987). The mood we were in when the memory was recorded becomes a retrieval cue; our present mood primes these congruent memories, making them come to mind more easily (Fiedler, 2001). Furthermore, because the availability of events in our memory can affect their perceived frequency (the availability heuristic), the biased retrieval of congruent memories can then impact the subsequent judgments we make (Tversky & Kahneman, 1973). For example, if you are retrieving many sad memories, you might conclude that you have had a tough, depressing life.
In addition to our moods influencing the specific memories we retrieve, our moods can also influence the broader judgments we make. This sometimes leads to inaccuracies when our current mood is irrelevant to the judgment at hand. In a classic study demonstrating this effect, researchers found that study participants rated themselves as less-satisfied with their lives in general if they were asked on a day when it happened to be raining vs. sunny (Schwarz & Clore, 1983). However, this occurred only if the participants were not aware that the weather might be influencing their mood. In essence, participants were in worse moods on rainy days than sunny days, and, if unaware of the weather’s effect on their mood, they incorrectly used their mood as evidence of their overall life satisfaction.
In summary, our mood and motivations can influence both the way we think and the decisions we ultimately make. Mood can shape our thinking even when the mood is irrelevant to the judgment, and our motivations can influence our thinking even if we have no particular preference about the outcome. Just as we might be unaware of how our reasoning is influenced by our motives and moods, research has found that our behaviors can be determined by unconscious processes rather than intentional decisions, an idea we will explore in the next section.
Automaticity
Do we actively choose and control all our behaviors or do some of these behaviors occur automatically? A large body of evidence now suggests that many of our behaviors are, in fact, automatic. A behavior or process is considered automatic if it is unintentional, uncontrollable, occurs outside of conscious awareness, or is cognitively efficient (Bargh & Chartrand, 1999). A process may be considered automatic even if it does not have all these features; for example, driving is a fairly automatic process, but is clearly intentional. Processes can become automatic through repetition, practice, or repeated associations. Staying with the driving example: although it can be very difficult and cognitively effortful at the start, over time it becomes a relatively automatic process, and aspects of it can occur outside conscious awareness.
In addition to practice leading to the learning of automatic behaviors, some automatic processes, such as fear responses, appear to be innate. For example, people quickly detect negative stimuli, such as negative words, even when those stimuli are presented subliminally (Dijksterhuis & Aarts, 2003; Pratto & John, 1991). This may represent an evolutionarily adaptive response that makes individuals more likely to detect danger in their environment. Other innate automatic processes may have evolved due to their pro-social outcomes. The chameleon effect—where individuals nonconsciously mimic the postures, mannerisms, facial expressions, and other behaviors of their interaction partners—is an example of how people may engage in certain behaviors without conscious intention or awareness (Chartrand & Bargh, 1999). For example, have you ever noticed that you’ve picked up some of the habits of your friends? Over time, but also in brief encounters, we will nonconsciously mimic those around us because of the positive social effects of doing so. That is, automatic mimicry has been shown to lead to more positive social interactions and to increase liking between the mimicked person and the mimicking person.
When concepts and behaviors have been repeatedly associated with each other, one of them can be primed—i.e., made more cognitively accessible—by exposing participants to the (strongly associated) other one. For example, by presenting participants with the concept of a doctor, associated concepts such as “nurse” or “stethoscope” are primed. As a result, participants recognize a word like “nurse” more quickly (Meyer, & Schvaneveldt, 1971). Similarly, stereotypes can automatically prime associated judgments and behaviors. Stereotypes are our general beliefs about a group of people and, once activated, they may guide our judgments outside of conscious awareness. Similar to schemas, stereotypes involve a mental representation of how we expect a person will think and behave. For example, someone’s mental schema for women may be that they’re caring, compassionate, and maternal; however, a stereotype would be that all women are examples of this schema. As you know, assuming all people are a certain way is not only wrong but insulting, especially if negative traits are incorporated into a schema and subsequent stereotype.
In a now classic study, Patricia Devine (1989) primed study participants with words typically associated with Blacks (e.g., “blues,” “basketball”) in order to activate the stereotype of Blacks. Devine found that study participants who were primed with the Black stereotype judged a target’s ambiguous behaviors as being more hostile (a trait stereotypically associated with Blacks) than nonprimed participants. Research in this area suggests that our social context—which constantly bombards us with concepts—may prime us to form particular judgments and influence our thoughts and behaviors.
In summary, there are many cognitive processes and behaviors that occur outside of our awareness and despite our intentions. Because automatic thoughts and behaviors do not require the same level of cognitive processing as conscious, deliberate thinking and acting, automaticity provides an efficient way for individuals to process and respond to the social world. However, this efficiency comes at a cost, as unconsciously held stereotypes and attitudes can sometimes influence us to behave in unintended ways. We will discuss the consequences of both consciously and unconsciously held attitudes in the next section.
Attitudes and Attitude Measurement
When we encounter a new object or person, we often form an attitude toward it (him/her). An attitude is a “psychological tendency that is expressed by evaluating a particular entity with some degree of favor or disfavor” (Eagly & Chaiken, 1993, p. 1). In essence, our attitudes are our general evaluations of things (i.e., do you regard this thing positively or negatively?) that can bias us toward having a particular response to it. For example, a negative attitude toward mushrooms would predispose you to avoid them and think negatively of them in other ways. This bias can be long- or short-term and can be overridden by another experience with the object. Thus, if you encounter a delicious mushroom dish in the future, your negative attitude could change to a positive one.
Traditionally, attitudes have been measured through explicit attitude measures, in which participants are directly asked to provide their attitudes toward various objects, people, or issues (e.g., a survey).
For example, in a semantic-differential scale, respondents are asked to provide evaluations of an attitude object using a series of negative to positive response scales—which have something like “unpleasant” at one end of the scale and “pleasant” at the other (Osgood, Suci, & Tannenbaum, 1957). In a Likert scale, respondents are asked to indicate their agreement level with various evaluative statements, such as, “I believe that psychology is the most interesting major” (Likert, 1932). Here, participants mark their selection between something like “strongly disagree” and “strongly agree.” These explicit measures of attitudes can be used to predict people’s actual behavior, but there are limitations to them. For one thing, individuals aren’t always aware of their true attitudes, because they’re either undecided or haven’t given a particular issue much thought. Furthermore, even when individuals are aware of their attitudes, they might not want to admit to them, such as when holding a certain attitude is viewed negatively by their culture. For example, sometimes it can be difficult to measure people’s true opinions on racial issues, because participants fear that expressing their true attitudes will be viewed as socially unacceptable. Thus, explicit attitude measures may be unreliable when asking about controversial attitudes or attitudes that are not widely accepted by society.
In order to avoid some of these limitations, many researchers use more subtle or covert ways of measuring attitudes that do not suffer from such self-presentation concerns (Fazio & Olson, 2003). An implicit attitude is an attitude that a person does not verbally or overtly express. For example, someone may have a positive, explicit attitude toward his job; however, nonconsciously, he may have a lot of negative associations with it (e.g., having to wake up early, the long commute, the office heating is broken) which results in an implicitly negative attitude. To learn what a person’s implicit attitude is, you have to use implicit measures of attitudes. These measures infer the participant’s attitude rather than having the participant explicitly report it. Many implicit measures accomplish this by recording the time it takes a participant (i.e., the reaction time) to label or categorize an attitude object (i.e., the person, concept, or object of interest) as positive or negative. For example, the faster someone categorizes his or her job (measured in milliseconds) as negative compared to positive, the more negative the implicit attitude is (i.e., because a faster categorization implies that the two concepts—“work” and “negative”—are closely related in one’s mind).
One common implicit measure is the Implicit Association Test (IAT; Greenwald & Banaji, 1995; Greenwald, McGhee, & Schwartz, 1998), which does just what the name suggests, measuring how quickly the participant pairs a concept (e.g., cats) with an attribute (e.g., good or bad). The participant’s response time in pairing the concept with the attribute indicates how strongly the participant associates the two. Another common implicit measure is the evaluative priming task (Fazio, Jackson, Dunton, & Williams, 1995), which measures how quickly the participant labels the valence (i.e., positive or negative) of the attitude object when it appears immediately after a positive or negative image. The more quickly a participant labels the attitude object after being primed with a positive versus negative image indicates how positively the participant evaluates the object.
Individuals’ implicit attitudes are sometimes inconsistent with their explicitly held attitudes. Hence, implicit measures may reveal biases that participants do not report on explicit measures. As a result, implicit attitude measures are especially useful for examining the pervasiveness and strength of controversial attitudes and stereotypic associations, such as racial biases or associations between race and violence. For example, research using the IAT has shown that about 66% of white respondents have a negative bias toward Blacks (Nosek, Banaji, & Greenwald, 2002), that bias on the IAT against Blacks is associated with more discomfort during interracial interactions (McConnell, & Leibold, 2001), and that implicit associations linking Blacks to violence are associated with a greater tendency to shoot unarmed Black targets in a video game (Payne, 2001). Thus, even though individuals are often unaware of their implicit attitudes, these attitudes can have serious implications for their behavior, especially when these individuals do not have the cognitive resources available to override the attitudes’ influence.
Conclusion
Decades of research on social cognition and attitudes have revealed many of the “tricks” and “tools” we use to efficiently process the limitless amounts of social information we encounter. These tools are quite useful for organizing that information to arrive at quick decisions. When you see an individual engage in a behavior, such as seeing a man push an elderly woman to the ground, you form judgments about his personality, predictions about the likelihood of him engaging in similar behaviors in the future, as well as predictions about the elderly woman’s feelings and how you would feel if you were in her position. As the research presented in this module demonstrates, we are adept and efficient at making these judgments and predictions, but they are not made in a vacuum. Ultimately, our perception of the social world is a subjective experience, and, consequently, our decisions are influenced by our experiences, expectations, emotions, motivations, and current contexts. Being aware of when our judgments are most accurate, and how our judgments are shaped by social influences, prepares us to be in a much better position to appreciate, and potentially counter, their effects.
Check Your Knowledge
To help you with your studying, we’ve included some practice questions for this module. These questions do not necessarily address all content in this module. They are intended as practice, and you are responsible for all of the content in this module even if there is no associated practice question. To promote deeper engagement with the material, we encourage you to create some questions of your own for your practice. You can then also return to these self-generated questions later in the course to test yourself.
Vocabulary
- Affective forecasting
- Predicting how one will feel in the future after some event or decision.
- Attitude
- A psychological tendency that is expressed by evaluating a particular entity with some degree of favor or disfavor.
- Automatic
- A behavior or process has one or more of the following features: unintentional, uncontrollable, occurring outside of conscious awareness, and cognitively efficient.
- Availability heuristic
- A heuristic in which the frequency or likelihood of an event is evaluated based on how easily instances of it come to mind.
- Chameleon effect
- The tendency for individuals to nonconsciously mimic the postures, mannerisms, facial expressions, and other behaviors of one’s interaction partners.
- Directional goals
- The motivation to reach a particular outcome or judgment.
- Durability bias
- A bias in affective forecasting in which one overestimates for how long one will feel an emotion (positive or negative) after some event.
- Evaluative priming task
- An implicit attitude task that assesses the extent to which an attitude object is associated with a positive or negative valence by measuring the time it takes a person to label an adjective as good or bad after being presented with an attitude object.
- Explicit attitude
- An attitude that is consciously held and can be reported on by the person holding the attitude.
- Heuristics
- A mental shortcut or rule of thumb that reduces complex mental problems to more simple rule-based decisions.
- Hot cognition
- The mental processes that are influenced by desires and feelings.
- Impact bias
- A bias in affective forecasting in which one overestimates the strength or intensity of emotion one will experience after some event.
- Implicit Association Test
- An implicit attitude task that assesses a person’s automatic associations between concepts by measuring the response times in pairing the concepts.
- Implicit attitude
- An attitude that a person cannot verbally or overtly state.
- Implicit measures of attitudes
- Measures of attitudes in which researchers infer the participant’s attitude rather than having the participant explicitly report it.
- Mood-congruent memory
- The tendency to be better able to recall memories that have a mood similar to our current mood.
- Motivated skepticism
- A form of bias that can result from having a directional goal in which one is skeptical of evidence despite its strength because it goes against what one wants to believe.
- Need for closure
- The desire to come to a decision that will resolve ambiguity and conclude an issue.
- Planning fallacy
- A cognitive bias in which one underestimates how long it will take to complete a task.
- Primed
- A process by which a concept or behavior is made more cognitively accessible or likely to occur through the presentation of an associated concept.
- Representativeness heuristic
- A heuristic in which the likelihood of an object belonging to a category is evaluated based on the extent to which the object appears similar to one’s mental representation of the category.
- Schema
- A mental model or representation that organizes the important information about a thing, person, or event (also known as a script).
- The study of how people think about the social world.
- Stereotypes
- Our general beliefs about the traits or behaviors shared by group of people.
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How to cite this Chapter using APA Style:
Hess, Y. D. & Pickett, C. L. (2019). Social cognition and attitudes. In R. Biswas-Diener & E. Diener (Eds), Noba textbook series: Psychology. Champaign, IL: DEF publishers. Retrieved from http://noba.to/6xanb4j9
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By Robert V. Levine
California State University, Frensno
This module introduces several major principles in the process of persuasion. It offers an overview of the different paths to persuasion. It then describes how mindless processing makes us vulnerable to undesirable persuasion and some of the “tricks” that may be used against us.
Learning Objectives
- Recognize the difference between the central and peripheral routes to persuasion.
- Understand the concepts of trigger features, fixed action patterns, heuristics, and mindless thinking, and how these processes are essential to our survival but, at the same time, leave us vulnerable to exploitation.
- Understand some common “tricks” persuasion artists may use to take advantage of us.
- Use this knowledge to make you less susceptible to unwanted persuasion.
Introduction
Have you ever tried to swap seats with a stranger on an airline? Ever negotiated the price of a car? Ever tried to convince someone to recycle, quit smoking, or make a similar change in health behaviors? If so, you are well versed with how persuasion can show up in everyday life.
Persuasion has been defined as “the process by which a message induces change in beliefs, attitudes, or behaviors” (Myers, 2011). Persuasion can take many forms. It may, for example, differ in whether it targets public compliance or private acceptance, is short-term or long-term, whether it involves slowly escalating commitments or sudden interventions and, most of all, in the benevolence of its intentions. When persuasion is well-meaning, we might call it education. When it is manipulative, it might be called mind control (Levine, 2003).
Whatever the content, however, there is a similarity to the form of the persuasion process itself. As the advertising commentator Sid Bernstein once observed, “Of course, you sell candidates for political office the same way you sell soap or sealing wax or whatever; because, when you get right down to it, that’s the only way anything is sold” (Levine, 2003).
Persuasion is one of the most studied of all social psychology phenomena. This module provides an introduction to several of its most important components.
Two Paths to Persuasion
Persuasion theorists distinguish between the central and peripheral routes to persuasion (Petty & Cacioppo, 1986). The central route employs direct, relevant, logical messages. This method rests on the assumption that the audience is motivated, will think carefully about what is presented, and will react on the basis of your arguments. The central route is intended to produce enduring agreement. For example, you might decide to vote for a particular political candidate after hearing her speak and finding her logic and proposed policies to be convincing.
The peripheral route, on the other hand, relies on superficial cues that have little to do with logic. The peripheral approach is the salesman’s way of thinking. It requires a target who isn’t thinking carefully about what you are saying. It requires low effort from the target and often exploits rule-of-thumb heuristics that trigger mindless reactions (see below). It may be intended to persuade you to do something you do not want to do and might later be sorry you did. Advertisements, for example, may show celebrities, cute animals, beautiful scenery, or provocative sexual images that have nothing to do with the product. The peripheral approach is also common in the darkest of persuasion programs, such as those of dictators and cult leaders. Returning to the example of voting, you can experience the peripheral route in action when you see a provocative, emotionally charged political advertisement that tugs at you to vote a particular way.
Triggers and Fixed Action Patterns
The central route emphasizes objective communication of information. The peripheral route relies on psychological techniques. These techniques may take advantage of a target’s not thinking carefully about the message. The process mirrors a phenomenon in animal behavior known as fixed action patterns (FAPs). These are sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they’re elicited. Cialdini (2008) compares it to a prerecorded tape that is turned on and, once it is, always plays to its finish. He describes it is as if the animal were turning on a tape recorder (Cialdini, 2008). There is the feeding tape, the territorial tape, the migration tape, the nesting tape, the aggressive tape—each sequence ready to be played when a situation calls for it.
In humans fixed action patterns include many of the activities we engage in while mentally on "auto-pilot." These behaviors are so automatic that it is very difficult to control them. If you ever feed a baby, for instance, nearly everyone mimics each bite the baby takes by opening and closing their own mouth! If two people near you look up and point you will automatically look up yourself. We also operate in a reflexive, non-thinking way when we make many decisions. We are more likely, for example, to be less critical about medical advice dispensed from a doctor than from a friend who read an interesting article on the topic in a popular magazine.
A notable characteristic of fixed action patterns is how they are activated. At first glance, it appears the animal is responding to the overall situation. For example, the maternal tape appears to be set off when a mother sees her hungry baby, or the aggressive tape seems to be activated when an enemy invades the animal’s territory. It turns out, however, that the on/off switch may actually be controlled by a specific, minute detail of the situation—maybe a sound or shape or patch of color. These are the hot buttons of the biological world—what Cialdini refers to as “trigger features” and biologists call “releasers.”
Humans are not so different. Take the example of a study conducted on various ways to promote a campus bake sale for charity (Levine, 2003). Simply displaying the cookies and other treats to passersby did not generate many sales (only 2 out of 30 potential customers made a purchase). In an alternate condition, however, when potential customers were asked to "buy a cookie for a good cause" the number rose to 12 out of 30. It seems that the phrase "a good cause" triggered a willingness to act. In fact, when the phrase "a good cause" was paired with a locally-recognized charity (known for its food-for-the-homeless program) the numbers held steady at 14 out of 30. When a fictional good cause was used instead (the make believe "Levine House") still 11 out of 30 potential customers made purchases and not one asked about the purpose or nature of the cause. The phrase "for a good cause" was an influential enough hot button that the exact cause didn't seem to matter.
The effectiveness of peripheral persuasion relies on our frequent reliance on these sorts of fixed action patterns and trigger features. These mindless, rules-of-thumb are generally effective shortcuts for coping with the overload of information we all must confront. They serve as heuristics—mental shortcuts-- that enable us to make decisions and solve problems quickly and efficiently. They also, however, make us vulnerable to uninvited exploitation through the peripheral route of persuasion.
The Source of Persuasion: The Triad of Trustworthiness
Effective persuasion requires trusting the source of the communication. Studies have identified three characteristics that lead to trust: perceived authority, honesty, and likability.
When the source appears to have any or all of these characteristics, people not only are more willing to agree to their request but are willing to do so without carefully considering the facts. We assume we are on safe ground and are happy to shortcut the tedious process of informed decision making. As a result, we are more susceptible to messages and requests, no matter their particular content or how peripheral they may be.
Authority
From earliest childhood, we learn to rely on authority figures for sound decision making because their authority signifies status and power, as well as expertise. These two facets often work together. Authorities such as parents and teachers are not only our primary sources of wisdom while we grow up, but they control us and our access to the things we want. In addition, we have been taught to believe that respect for authority is a moral virtue. As adults, it is natural to transfer this respect to society’s designated authorities, such as judges, doctors, bosses, and religious leaders. We assume their positions give them special access to information and power. Usually we are correct, so that our willingness to defer to authorities becomes a convenient shortcut to sound decision making. Uncritical trust in authority may, however, lead to bad decisions. Perhaps the most famous study ever conducted in social psychology demonstrated that, when conditions were set up just so, two-thirds of a sample of psychologically normal men were willing to administer potentially lethal shocks to a stranger when an apparent authority in a laboratory coat ordered them to do so (Milgram, 1974; Burger, 2009).
Uncritical trust in authority can be problematic for several reasons. First, even if the source of the message is a legitimate, well-intentioned authority, they may not always be correct. Second, when respect for authority becomes mindless, expertise in one domain may be confused with expertise in general. To assume there is credibility when a successful actor promotes a cold remedy, or when a psychology professor offers his views about politics, can lead to problems. Third, the authority may not be legitimate. It is not difficult to fake a college degree or professional credential or to buy an official-looking badge or uniform.
Honesty
Honesty is the moral dimension of trustworthiness. Persuasion professionals have long understood how critical it is to their efforts. Marketers, for example, dedicate exorbitant resources to developing and maintaining an image of honesty. A trusted brand or company name becomes a mental shortcut for consumers. It is estimated that some 50,000 new products come out each year. Forrester Research, a marketing research company, calculates that children have seen almost six million ads by the age of 16. An established brand name helps us cut through this volume of information. It signals we are in safe territory. “The real suggestion to convey,” advertising leader Theodore MacManus observed in 1910, “is that the man manufacturing the product is an honest man, and the product is an honest product, to be preferred above all others” (Fox, 1997).
Likability
If we know that celebrities aren’t really experts, and that they are being paid to say what they’re saying, why do their endorsements sell so many products? Ultimately, it is because we like them. More than any single quality, we trust people we like. Roger Ailes, a public relations adviser to Presidents Reagan and George H.W. Bush, observed: “If you could master one element of personal communication that is more powerful than anything . . . it is the quality of being likable. I call it the magic bullet, because if your audience likes you, they’ll forgive just about everything else you do wrong. If they don’t like you, you can hit every rule right on target and it doesn’t matter.”
The mix of qualities that make a person likable are complex and often do not generalize from one situation to another. One clear finding, however, is that physically attractive people tend to be liked more. In fact, we prefer them to a disturbing extent: Various studies have shown we perceive attractive people as smarter, kinder, stronger, more successful, more socially skilled, better poised, better adjusted, more exciting, more nurturing, and, most important, of higher moral character. All of this is based on no other information than their physical appearance (e.g., Dion, Berscheid, & Walster, 1972).
Manipulating the Perception of Trustworthiness
The perception of trustworthiness is highly susceptible to manipulation. Levine (2003) lists some of the most common psychological strategies that are used to achieve this effect:
Testimonials and Endorsement
This technique employs someone who people already trust to testify about the product or message being sold. The technique goes back to the earliest days of advertising when satisfied customers might be shown describing how a patent medicine cured their life-long battle with “nerves” or how Dr. Scott’s Electric Hair Brush healed their baldness (“My hair (was) falling out, and I was rapidly becoming bald, but since using the brush a thick growth of hair has made its appearance, quite equal to that I had before previous to its falling out,” reported a satisfied customer in an 1884 ad for the product). Similarly, Kodak had Prince Henri D’Orleans and others endorse the superior quality of their camera (“The results are marvellous[sic]. The enlargements which you sent me are superb,“ stated Prince Henri D’Orleans in a 1888 ad).
Celebrity endorsements are a frequent feature in commercials aimed at children. The practice has aroused considerable ethical concern, and research shows the concern is warranted. In a study funded by the Federal Trade Commission, more than 400 children ages 8 to 14 were shown one of various commercials for a model racing set. Some of the commercials featured an endorsement from a famous race car driver, some included real racing footage, and others included neither. Children who watched the celebrity endorser not only preferred the toy cars more but were convinced the endorser was an expert about the toys. This held true for children of all ages. In addition, they believed the toy race cars were bigger, faster, and more complex than real race cars they saw on film. They were also less likely to believe the commercial was staged (Ross et al., 1984).
Presenting the Message as Education
The message may be framed as objective information. Salespeople, for example, may try to convey the impression they are less interested in selling a product than helping you make the best decision. The implicit message is that being informed is in everyone’s best interest, because they are confident that when you understand what their product has to offer that you will conclude it is the best choice. Levine (2003) describes how, during training for a job as a used car salesman, he was instructed: “If the customer tells you they do not want to be bothered by a salesperson, your response is ‘I’m not a salesperson, I’m a product consultant. I don’t give prices or negotiate with you. I’m simply here to show you our inventory and help you find a vehicle that will fit your needs.’”
Word of Mouth
Imagine you read an ad that claims a new restaurant has the best food in your city. Now, imagine a friend tells you this new restaurant has the best food in the city. Who are you more likely to believe? Surveys show we turn to people around us for many decisions. A 1995 poll found that 70% of Americans rely on personal advice when selecting a new doctor. The same poll found that 53% of moviegoers are influenced by the recommendation of a person they know. In another survey, 91% said they’re likely to use another person’s recommendation when making a major purchase.
Persuasion professionals may exploit these tendencies. Often, in fact, they pay for the surveys. Using this data, they may try to disguise their message as word of mouth from your peers. For example, Cornerstone Promotion, a leading marketing firm that advertises itself as under-the-radar marketing specialists, sometimes hires children to log into chat rooms and pretend to be fans of one of their clients or pays students to throw parties where they subtly circulate marketing material among their classmates.
The Maven
More persuasive yet, however, is to involve peers face-to-face. Rather than over-investing in formal advertising, businesses and organizations may plant seeds at the grassroots level hoping that consumers themselves will then spread the word to each other. The seeding process begins by identifying so-called information hubs—individuals the marketers believe can and will reach the most other people.
The seeds may be planted with established opinion leaders. Software companies, for example, give advance copies of new computer programs to professors they hope will recommend it to students and colleagues. Pharmaceutical companies regularly provide travel expenses and speaking fees to researchers willing to lecture to health professionals about the virtues of their drugs. Hotels give travel agents free weekends at their resorts in the hope they’ll later recommend them to clients seeking advice.
There is a Yiddish word, maven, which refers to a person who’s an expert or a connoisseur, as in a friend who knows where to get the best price on a sofa or the co-worker you can turn to for advice about where to buy a computer. They (a) know a lot of people, (b) communicate a great deal with people, (c) are more likely than others to be asked for their opinions, and (d) enjoy spreading the word about what they know and think. Most important of all, they are trusted. As a result, mavens are often targeted by persuasion professionals to help spread their message.
Other Tricks of Persuasion
There are many other mindless, mental shortcuts—heuristics and fixed action patterns—that leave us susceptible to persuasion. A few examples:
- "Free Gifts" & Reciprocity
- Social Proof
- Getting a Foot-in-the-Door
- A Door-in-the-Face
- "And That's Not All"
- The Sunk Cost Trap
- Scarcity & Psychological Reactance
Reciprocity
“There is no duty more indispensable than that of returning a kindness,” wrote Cicero. Humans are motivated by a sense of equity and fairness. When someone does something for us or gives us something, we feel obligated to return the favor in kind. It triggers one of the most powerful of social norms, the reciprocity rule, whereby we feel compelled to repay, in equitable value, what another person has given to us.
Gouldner (1960), in his seminal study of the reciprocity rule, found it appears in every culture. It lays the basis for virtually every type of social relationship, from the legalities of business arrangements to the subtle exchanges within a romance. A salesperson may offer free gifts, concessions, or their valuable time in order to get us to do something for them in return. For example, if a colleague helps you when you’re busy with a project, you might feel obliged to support her ideas for improving team processes. You might decide to buy more from a supplier if they have offered you an aggressive discount. Or, you might give money to a charity fundraiser who has given you a flower in the street (Cialdini, 2008; Levine, 2003).
Social Proof
If everyone is doing it, it must be right. People are more likely to work late if others on their team are doing the same, to put a tip in a jar that already contains money, or eat in a restaurant that is busy. This principle derives from two extremely powerful social forces—social comparison and conformity. We compare our behavior to what others are doing and, if there is a discrepancy between the other person and ourselves, we feel pressure to change (Cialdini, 2008).
The principle of social proof is so common that it easily passes unnoticed. Advertisements, for example, often consist of little more than attractive social models appealing to our desire to be one of the group. For example, the German candy company Haribo suggests that when you purchase their products you are joining a larger society of satisfied customers: “Kids and grown-ups love it so-- the happy world of Haribo”. Sometimes social cues are presented with such specificity that it is as if the target is being manipulated by a puppeteer—for example, the laugh tracks on situation comedies that instruct one not only when to laugh but how to laugh. Studies find these techniques work. Fuller and Skeehy-Skeffington (1974), for example, found that audiences laughed longer and more when a laugh track accompanied the show than when it did not, even though respondents knew the laughs they heard were connived by a technician from old tapes that had nothing to do with the show they were watching. People are particularly susceptible to social proof (a) when they are feeling uncertain, and (b) if the people in the comparison group seem to be similar to ourselves. As P.T. Barnum once said, “Nothing draws a crowd like a crowd.”
Commitment and Consistency
Westerners have a desire to both feel and be perceived to act consistently. Once we have made an initial commitment, it is more likely that we will agree to subsequent commitments that follow from the first. Knowing this, a clever persuasion artist might induce someone to agree to a difficult-to-refuse small request and follow this with progressively larger requests that were his target from the beginning. The process is known as getting a foot in the door and then slowly escalating the commitments.
Paradoxically, we are less likely to say “No” to a large request than we are to a small request when it follows this pattern. This can have costly consequences. Levine (2003), for example, found ex-cult members tend to agree with the statement: “Nobody ever joins a cult. They just postpone the decision to leave.”
A Door in the Face
Some techniques bring a paradoxical approach to the escalation sequence by pushing a request to or beyond its acceptable limit and then backing off. In the door-in-the-face (sometimes called the reject-then-compromise) procedure, the persuader begins with a large request they expect will be rejected. They want the door to be slammed in their face. Looking forlorn, they now follow this with a smaller request, which, unknown to the customer, was their target all along.
In one study, for example, Mowen and Cialdini (1980), posing as representatives of the fictitious “California Mutual Insurance Co.,” asked university students walking on campus if they’d be willing to fill out a survey about safety in the home or dorm. The survey, students were told, would take about 15 minutes. Not surprisingly, most of the students declined—only one out of four complied with the request. In another condition, however, the researchers door-in-the-faced them by beginning with a much larger request. “The survey takes about two hours,” students were told. Then, after the subject declined to participate, the experimenters retreated to the target request: “. . . look, one part of the survey is particularly important and is fairly short. It will take only 15 minutes to administer.” Almost twice as many now complied.
And That’s Not All!
The that’s-not-all technique also begins with the salesperson asking a high price. This is followed by several seconds’ pause during which the customer is kept from responding. The salesperson then offers a better deal by either lowering the price or adding a bonus product. That’s-not-all is a variation on door-in-the-face. Whereas the latter begins with a request that will be rejected, however, that’s-not-all gains its influence by putting the customer on the fence, allowing them to waver and then offering them a comfortable way off.
Burger (1986) demonstrated the technique in a series of field experiments. In one study, for example, an experimenter-salesman told customers at a student bake sale that cupcakes cost 75 cents. As this price was announced, another salesman held up his hand and said, “Wait a second,” briefly consulted with the first salesman, and then announced (“that’s-not-all”) that the price today included two cookies. In a control condition, customers were offered the cupcake and two cookies as a package for 75 cents right at the onset. The bonus worked magic: Almost twice as many people bought cupcakes in the that’s-not-all condition (73%) than in the control group (40%).
The Sunk Cost Trap
Sunk cost is a term used in economics referring to nonrecoverable investments of time or money. The trap occurs when a person’s aversion to loss impels them to throw good money after bad, because they don’t want to waste their earlier investment. This is vulnerable to manipulation. The more time and energy a cult recruit can be persuaded to spend with the group, the more “invested” they will feel, and, consequently, the more of a loss it will feel to leave that group. Consider the advice of billionaire investor Warren Buffet: “When you find yourself in a hole, the best thing you can do is stop digging” (Levine, 2003).
Scarcity and Psychological Reactance
People tend to perceive things as more attractive when their availability is limited, or when they stand to lose the opportunity to acquire them on favorable terms (Cialdini, 2008). Anyone who has encountered a willful child is familiar with this principle. In a classic study, Brehm & Weinraub (1977), for example, placed 2-year-old boys in a room with a pair of equally attractive toys. One of the toys was placed next to a plexiglass wall; the other was set behind the plexiglass. For some boys, the wall was 1 foot high, which allowed the boys to easily reach over and touch the distant toy. Given this easy access, they showed no particular preference for one toy or the other. For other boys, however, the wall was a formidable 2 feet high, which required them to walk around the barrier to touch the toy. When confronted with this wall of inaccessibility, the boys headed directly for the forbidden fruit, touching it three times as quickly as the accessible toy.
Research shows that much of that 2-year-old remains in adults, too. People resent being controlled. When a person seems too pushy, we get suspicious, annoyed, often angry, and yearn to retain our freedom of choice more than before. Brehm (1966) labeled this the principle of psychological reactance.
The most effective way to circumvent psychological reactance is to first get a foot in the door and then escalate the demands so gradually that there is seemingly nothing to react against. Hassan (1988), who spent many years as a higher-up in the “Moonies” cult, describes how they would shape behaviors subtly at first, then more forcefully. The material that would make up the new identity of a recruit was doled out gradually, piece by piece, only as fast as the person was deemed ready to assimilate it. The rule of thumb was to “tell him only what he can accept.” He continues: “Don’t sell them [the converts] more than they can handle . . . . If a recruit started getting angry because he was learning too much about us, the person working on him would back off and let another member move in .....”
Defending Against Unwelcome Persuasion
The most commonly used approach to help people defend against unwanted persuasion is known as the “inoculation” method. Research has shown that people who are subjected to weak versions of a persuasive message are less vulnerable to stronger versions later on, in much the same way that being exposed to small doses of a virus immunizes you against full-blown attacks. In a classic study by McGuire (1964), subjects were asked to state their opinion on an issue. They were then mildly attacked for their position and then given an opportunity to refute the attack. When later confronted by a powerful argument against their initial opinion, these subjects were more resistant than were a control group. In effect, they developed defenses that rendered them immune.
Sagarin and his colleagues have developed a more aggressive version of this technique that they refer to as “stinging” (Sagarin, Cialdini, Rice, & Serna, 2002). Their studies focused on the popular advertising tactic whereby well-known authority figures are employed to sell products they know nothing about, for example, ads showing a famous astronaut pontificating on Rolex watches. In a first experiment, they found that simply forewarning people about the deviousness of these ads had little effect on peoples’ inclination to buy the product later. Next, they stung the subjects. This time, they were immediately confronted with their gullibility. “Take a look at your answer to the first question. Did you find the ad to be even somewhat convincing? If so, then you got fooled. ... Take a look at your answer to the second question. Did you notice that this ‘stockbroker’ was a fake?” They were then asked to evaluate a new set of ads. The sting worked. These subjects were not only more likely to recognize the manipulativeness of deceptive ads; they were also less likely to be persuaded by them.
Anti-vulnerability trainings such as these can be helpful. Ultimately, however, the most effective defense against unwanted persuasion is to accept just how vulnerable we are. One must, first, accept that it is normal to be vulnerable and, second, to learn to recognize the danger signs when we are falling prey. To be forewarned is to be forearmed.
Conclusion
This module has provided a brief introduction to the psychological processes and subsequent “tricks” involved in persuasion. It has emphasized the peripheral route of persuasion because this is when we are most vulnerable to psychological manipulation. These vulnerabilities are side effects of “normal” and usually adaptive psychological processes. Mindless heuristics offer shortcuts for coping with a hopelessly complicated world. They are necessities for human survival. All, however, underscore the dangers that accompany any mindless thinking.
Discussion Questions
- Imagine you are commissioned to create an ad to sell a new beer. Can you give an example of an ad that would rely on the central route? Can you give an example of an ad that would rely on the peripheral route?
- The reciprocity principle can be exploited in obvious ways, such as giving a customer a free sample of a product. Can you give an example of a less obvious way it might be exploited? What is a less obvious way that a cult leader might use it to get someone under his or her grip?
- Which “trick” in this module are you, personally, most prone to? Give a personal example of this. How might you have avoided it?
Vocabulary
- Central route to persuasion
- Persuasion that employs direct, relevant, logical messages.
- Fixed action patterns (FAPs)
- Sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they are elicited.
- Foot in the door
- Obtaining a small, initial commitment.
- Gradually escalating commitments
- A pattern of small, progressively escalating demands is less likely to be rejected than a single large demand made all at once.
- Heuristics
- Mental shortcuts that enable people to make decisions and solve problems quickly and efficiently.
- Peripheral route to persuasion
- Persuasion that relies on superficial cues that have little to do with logic.
- Psychological reactance
- A reaction to people, rules, requirements, or offerings that are perceived to limit freedoms.
- The mental shortcut based on the assumption that, if everyone is doing it, it must be right.
- The norm of reciprocity
- The normative pressure to repay, in equitable value, what another person has given to us.
- The rule of scarcity
- People tend to perceive things as more attractive when their availability is limited, or when they stand to lose the opportunity to acquire them on favorable terms.
- The triad of trust
- We are most vulnerable to persuasion when the source is perceived as an authority, as honest and likable.
- Trigger features
- Specific, sometimes minute, aspects of a situation that activate fixed action patterns.
References
- Barrett, D. (2010). Supernormal stimuli: How primal urges overran their evolutionary purpose. New York, NY: W.W. Norton.
- Brehm, J. W. (1966). A theory of psychological reactance. New York, NY: Academic Press.
- Brehm, S. S., & Weinraub, M. (1977). Physical barriers and psychological reactance: Two-year-olds’ responses to threats to freedom. Journal of Personality and Social Psychology, 35, 830–836.
- Burger, J. M. (2009). Replicating Milgram: Would people still obey today? American Psychologist, 64(1), 1–11.
- Burger, J. M. (1986). Increasing compliance by improving the deal: The that’s-not-all technique. Journal of Personality and Social Psychology, 51, 277–283.
- Cialdini, R. B. (2008). Influence: Science and practice (5th ed.). Boston, MA: Allyn and Bacon.
- Dion, K., Berscheid, E., & Walster, E. (1972). What is beautiful is good. Journal of Personality and Social Psychology, 24, 285–290
- Fox, Stephen (1997). The mirror makers: A history of American advertising and its creators. Champaign, IL: University of Illinois Press.
- Fuller, R. G., & Sheehy-Skeffington, A. (1974). Effects of group laughter on responses to humorous materials: A replication and extension. Psychological Reports, 35, 531–534.
- Gouldner, A. W. (1960). The norm of reciprocity: A preliminary statement. American Sociological Review, 25, 161–178.
- Hassan, S. (1988). Combating cult mind control. Rochester, VT: Park Street Press.
- Levine, R. (2003). The power of persuasion: How we’re bought and sold. Hoboken, NJ: Wiley.
- Levine, R. (2003). The power of persuasion: How we're bought and sold. Hoboken, NJ: John Wiley & Sons
- McGuire, W. (1964). Inducing resistance to persuasion: Some contemporary approaches. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 1, p. 306). New York, NY: Academic Press.
- Milgram, S. (1974). Obedience to authority: An experimental view. New York, NY: Harper & Row.
- Mowen, J. C., & Cialdini, R. B. (1980). On implementing the door-in-the-face compliance technique in a business context. Journal of Marketing Research, 17, 253–258.
- Myers, David (2011). Social psychology (10th ed.). New York, NY: Worth.
- Petty, R. E., & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 19, pp. 123–205). San Diego, CA: Academic Press.
- Ross, R. P., Campbell, T., Wright, J. C., Huston, A. C., Rice, M. L., & Turk, P. (1984). When celebrities talk, children listen: An experimental analysis of children’s responses to TV ads with celebrity endorsement. Journal of Applied Developmental Psychology, 5, 185–202.
- Sagarin, B. J., Cialdini, R. B., Rice, W. E., & Serna, S. B. (2002). Dispelling the illusion of invulnerability: The motivations and mechanisms of resistance to persuasion. Journal of Personality and Social Psychology, 83, 526–541.
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By Jerry M. Burger
Santa Clara University
We often change our attitudes and behaviors to match the attitudes and behaviors of the people around us. One reason for this conformity is a concern about what other people think of us. This process was demonstrated in a classic study in which college students deliberately gave wrong answers to a simple visual judgment task rather than go against the group. Another reason we conform to the norm is because other people often have information we do not, and relying on norms can be a reasonable strategy when we are uncertain about how we are supposed to act. Unfortunately, we frequently misperceive how the typical person acts, which can contribute to problems such as the excessive binge drinking often seen in college students. Obeying orders from an authority figure can sometimes lead to disturbing behavior. This danger was illustrated in a famous study in which participants were instructed to administer painful electric shocks to another person in what they believed to be a learning experiment. Despite vehement protests from the person receiving the shocks, most participants continued the procedure when instructed to do so by the experimenter. The findings raise questions about the power of blind obedience in deplorable situations such as atrocities and genocide. They also raise concerns about the ethical treatment of participants in psychology experiments.
Learning Objectives
- Become aware of how widespread conformity is in our lives and some of the ways each of us changes our attitudes and behavior to match the norm.
- Understand the two primary reasons why people often conform to perceived norms.
- Appreciate how obedience to authority has been examined in laboratory studies and some of the implications of the findings from these investigations.
- Consider some of the remaining issues and sources of controversy surrounding Milgram’s obedience studies.
Introduction
When he was a teenager, my son often enjoyed looking at photographs of me and my wife taken when we were in high school. He laughed at the hairstyles, the clothing, and the kind of glasses people wore “back then.” And when he was through with his ridiculing, we would point out that no one is immune to fashions and fads and that someday his children will probably be equally amused by his high school photographs and the trends he found so normal at the time.
Everyday observation confirms that we often adopt the actions and attitudes of the people around us. Trends in clothing, music, foods, and entertainment are obvious. But our views on political issues, religious questions, and lifestyles also reflect to some degree the attitudes of the people we interact with. Similarly, decisions about behaviors such as smoking and drinking are influenced by whether the people we spend time with engage in these activities. Psychologists refer to this widespread tendency to act and think like the people around us as conformity.
Conformity
What causes all this conformity? To start, humans may possess an inherent tendency to imitate the actions of others. Although we usually are not aware of it, we often mimic the gestures, body posture, language, talking speed, and many other behaviors of the people we interact with. Researchers find that this mimicking increases the connection between people and allows our interactions to flow more smoothly (Chartrand & Bargh, 1999).
Beyond this automatic tendency to imitate others, psychologists have identified two primary reasons for conformity. The first of these is normative influence. When normative influence is operating, people go along with the crowd because they are concerned about what others think of them. We don’t want to look out of step or become the target of criticism just because we like different kinds of music or dress differently than everyone else. Fitting in also brings rewards such as camaraderie and compliments.
How powerful is normative influence? Consider a classic study conducted many years ago by Solomon Asch (1956). The participants were male college students who were asked to engage in a seemingly simple task. An experimenter standing several feet away held up a card that depicted one line on the left side and three lines on the right side. The participant’s job was to say aloud which of the three lines on the right was the same length as the line on the left. Sixteen cards were presented one at a time, and the correct answer on each was so obvious as to make the task a little boring. Except for one thing. The participant was not alone. In fact, there were six other people in the room who also gave their answers to the line-judgment task aloud. Moreover, although they pretended to be fellow participants, these other individuals were, in fact, confederates working with the experimenter. The real participant was seated so that he always gave his answer after hearing what five other “participants” said. Everything went smoothly until the third trial, when inexplicably the first “participant” gave an obviously incorrect answer. The mistake might have been amusing, except the second participant gave the same answer. As did the third, the fourth, and the fifth participant. Suddenly the real participant was in a difficult situation. His eyes told him one thing, but five out of five people apparently saw something else.
It’s one thing to wear your hair a certain way or like certain foods because everyone around you does. But, would participants intentionally give a wrong answer just to conform with the other participants? The confederates uniformly gave incorrect answers on 12 of the 16 trials, and 76 percent of the participants went along with the norm at least once and also gave the wrong answer. In total, they conformed with the group on one-third of the 12 test trials. Although we might be impressed that the majority of the time participants answered honestly, most psychologists find it remarkable that so many college students caved in to the pressure of the group rather than do the job they had volunteered to do. In almost all cases, the participants knew they were giving an incorrect answer, but their concern for what these other people might be thinking about them overpowered their desire to do the right thing.
Variations of Asch’s procedures have been conducted numerous times (Bond, 2005; Bond & Smith, 1996). We now know that the findings are easily replicated, that there is an increase in conformity with more confederates (up to about five), that teenagers are more prone to conforming than are adults, and that people conform significantly less often when they believe the confederates will not hear their responses (Berndt, 1979; Bond, 2005; Crutchfield, 1955; Deutsch & Gerard, 1955). This last finding is consistent with the notion that participants change their answers because they are concerned about what others think of them. Finally, although we see the effect in virtually every culture that has been studied, more conformity is found in collectivist countries such as Japan and China than in individualistic countries such as the United States (Bond & Smith, 1996). Compared with individualistic cultures, people who live in collectivist cultures place a higher value on the goals of the group than on individual preferences. They also are more motivated to maintain harmony in their interpersonal relations.
The other reason we sometimes go along with the crowd is that people are often a source of information. Psychologists refer to this process as informational influence. Most of us, most of the time, are motivated to do the right thing. If society deems that we put litter in a proper container, speak softly in libraries, and tip our waiter, then that’s what most of us will do. But sometimes it’s not clear what society expects of us. In these situations, we often rely on descriptive norms (Cialdini, Reno, & Kallgren, 1990). That is, we act the way most people—or most people like us—act. This is not an unreasonable strategy. Other people often have information that we do not, especially when we find ourselves in new situations. If you have ever been part of a conversation that went something like this,
“Do you think we should?”
“Sure. Everyone else is doing it.”,
you have experienced the power of informational influence.
However, it’s not always easy to obtain good descriptive norm information, which means we sometimes rely on a flawed notion of the norm when deciding how we should behave. A good example of how misperceived norms can lead to problems is found in research on binge drinking among college students. Excessive drinking is a serious problem on many campuses (Mita, 2009). There are many reasons why students binge drink, but one of the most important is their perception of the descriptive norm. How much students drink is highly correlated with how much they believe the average student drinks (Neighbors, Lee, Lewis, Fossos, & Larimer, 2007). Unfortunately, students aren’t very good at making this assessment. They notice the boisterous heavy drinker at the party but fail to consider all the students not attending the party. As a result, students typically overestimate the descriptive norm for college student drinking (Borsari & Carey, 2003; Perkins, Haines, & Rice, 2005). Most students believe they consume significantly less alcohol than the norm, a miscalculation that creates a dangerous push toward more and more excessive alcohol consumption. On the positive side, providing students with accurate information about drinking norms has been found to reduce overindulgent drinking (Burger, LaSalvia, Hendricks, Mehdipour, & Neudeck, 2011; Neighbors, Lee, Lewis, Fossos, & Walter, 2009).
Researchers have demonstrated the power of descriptive norms in a number of areas. Homeowners reduced the amount of energy they used when they learned that they were consuming more energy than their neighbors (Schultz, Nolan, Cialdini, Goldstein, & Griskevicius, 2007). Undergraduates selected the healthy food option when led to believe that other students had made this choice (Burger et al., 2010). Hotel guests were more likely to reuse their towels when a hanger in the bathroom told them that this is what most guests did (Goldstein, Cialdini, & Griskevicius, 2008). And more people began using the stairs instead of the elevator when informed that the vast majority of people took the stairs to go up one or two floors (Burger & Shelton, 2011).
Obedience
Although we may be influenced by the people around us more than we recognize, whether we conform to the norm is up to us. But sometimes decisions about how to act are not so easy. Sometimes we are directed by a more powerful person to do things we may not want to do. Researchers who study obedience are interested in how people react when given an order or command from someone in a position of authority. In many situations, obedience is a good thing. We are taught at an early age to obey parents, teachers, and police officers. It’s also important to follow instructions from judges, firefighters, and lifeguards. And a military would fail to function if soldiers stopped obeying orders from superiors. But, there is also a dark side to obedience. In the name of “following orders” or “just doing my job,” people can violate ethical principles and break laws. More disturbingly, obedience often is at the heart of some of the worst of human behavior—massacres, atrocities, and even genocide.
It was this unsettling side of obedience that led to some of the most famous and most controversial research in the history of psychology. Milgram (1963, 1965, 1974) wanted to know why so many otherwise decent German citizens went along with the brutality of the Nazi leaders during the Holocaust. “These inhumane policies may have originated in the mind of a single person,” Milgram (1963, p. 371) wrote, “but they could only be carried out on a massive scale if a very large number of persons obeyed orders.”
To understand this obedience, Milgram conducted a series of laboratory investigations. In all but one variation of the basic procedure, participants were men recruited from the community surrounding Yale University, where the research was carried out. These citizens signed up for what they believed to be an experiment on learning and memory. In particular, they were told the research concerned the effects of punishment on learning. Three people were involved in each session. One was the participant. Another was the experimenter. The third was a confederate who pretended to be another participant.
The experimenter explained that the study consisted of a memory test and that one of the men would be the teacher and the other the learner. Through a rigged drawing, the real participant was always assigned the teacher’s role and the confederate was always the learner. The teacher watched as the learner was strapped into a chair and had electrodes attached to his wrist. The teacher then moved to the room next door where he was seated in front of a large metal box the experimenter identified as a “shock generator.” The front of the box displayed gauges and lights and, most noteworthy, a series of 30 levers across the bottom. Each lever was labeled with a voltage figure, starting with 15 volts and moving up in 15-volt increments to 450 volts. Labels also indicated the strength of the shocks, starting with “Slight Shock” and moving up to “Danger: Severe Shock” toward the end. The last two levers were simply labeled “XXX” in red.
Through a microphone, the teacher administered a memory test to the learner in the next room. The learner responded to the multiple-choice items by pressing one of four buttons that were barely within reach of his strapped-down hand. If the teacher saw the correct answer light up on his side of the wall, he simply moved on to the next item. But if the learner got the item wrong, the teacher pressed one of the shock levers and, thereby, delivered the learner’s punishment. The teacher was instructed to start with the 15-volt lever and move up to the next highest shock for each successive wrong answer.
In reality, the learner received no shocks. But he did make a lot of mistakes on the test, which forced the teacher to administer what he believed to be increasingly strong shocks. The purpose of the study was to see how far the teacher would go before refusing to continue. The teacher’s first hint that something was amiss came after pressing the 75-volt lever and hearing through the wall the learner say “Ugh!” The learner’s reactions became stronger and louder with each lever press. At 150 volts, the learner yelled out, “Experimenter! That’s all. Get me out of here. I told you I had heart trouble. My heart’s starting to bother me now. Get me out of here, please. My heart’s starting to bother me. I refuse to go on. Let me out.”
The experimenter’s role was to encourage the participant to continue. If at any time the teacher asked to end the session, the experimenter responded with phrases such as, “The experiment requires that you continue,” and “You have no other choice, you must go on.” The experimenter ended the session only after the teacher stated four successive times that he did not want to continue. All the while, the learner’s protests became more intense with each shock. After 300 volts, the learner refused to answer any more questions, which led the experimenter to say that no answer should be considered a wrong answer. After 330 volts, despite vehement protests from the learner following previous shocks, the teacher heard only silence, suggesting that the learner was now physically unable to respond. If the teacher reached 450 volts—the end of the generator—the experimenter told him to continue pressing the 450 volt lever for each wrong answer. It was only after the teacher pressed the 450-volt lever three times that the experimenter announced that the study was over.
If you had been a participant in this research, what would you have done? Virtually everyone says he or she would have stopped early in the process. And most people predict that very few if any participants would keep pressing all the way to 450 volts. Yet in the basic procedure described here, 65 percent of the participants continued to administer shocks to the very end of the session. These were not brutal, sadistic men. They were ordinary citizens who nonetheless followed the experimenter’s instructions to administer what they believed to be excruciating if not dangerous electric shocks to an innocent person. The disturbing implication from the findings is that, under the right circumstances, each of us may be capable of acting in some very uncharacteristic and perhaps some very unsettling ways.
Milgram conducted many variations of this basic procedure to explore some of the factors that affect obedience. He found that obedience rates decreased when the learner was in the same room as the experimenter and declined even further when the teacher had to physically touch the learner to administer the punishment. Participants also were less willing to continue the procedure after seeing other teachers refuse to press the shock levers, and they were significantly less obedient when the instructions to continue came from a person they believed to be another participant rather than from the experimenter. Finally, Milgram found that women participants followed the experimenter’s instructions at exactly the same rate the men had.
Milgram’s obedience research has been the subject of much controversy and discussion. Psychologists continue to debate the extent to which Milgram’s studies tell us something about atrocities in general and about the behavior of German citizens during the Holocaust in particular (Miller, 2004). Certainly, there are important features of that time and place that cannot be recreated in a laboratory, such as a pervasive climate of prejudice and dehumanization. Another issue concerns the relevance of the findings. Some people have argued that today we are more aware of the dangers of blind obedience than we were when the research was conducted back in the 1960s. However, findings from partial and modified replications of Milgram’s procedures conducted in recent years suggest that people respond to the situation today much like they did a half a century ago (Burger, 2009).
Discussion Questions
- In what ways do you see normative influence operating among you and your peers? How difficult would it be to go against the norm? What would it take for you to not do something just because all your friends were doing it?
- What are some examples of how informational influence helps us do the right thing? How can we use descriptive norm information to change problem behaviors?
- Is conformity more likely or less likely to occur when interacting with other people through social media as compared to face-to-face encounters?
- When is obedience to authority a good thing and when is it bad? What can be done to prevent people from obeying commands to engage in truly deplorable behavior such as atrocities and massacres?
- In what ways do Milgram’s experimental procedures fall outside the guidelines for research with human participants? Are there ways to conduct relevant research on obedience to authority without violating these guidelines?
Vocabulary
- Conformity
- Changing one’s attitude or behavior to match a perceived social norm.
- Descriptive norm
- The perception of what most people do in a given situation.
- Informational influence
- Conformity that results from a concern to act in a socially approved manner as determined by how others act.
- Normative influence
- Conformity that results from a concern for what other people think of us.
- Obedience
- Responding to an order or command from a person in a position of authority.
References
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How to cite this Chapter using APA Style:
Burger, J. M. (2019). Conformity and obedience. In R. Biswas-Diener & E. Diener (Eds), Noba textbook series: Psychology. Champaign, IL: DEF publishers. Retrieved from http://noba.to/hkray8fs
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By James E Maddux and Evan Kleiman
George Mason University
The term “self-efficacy” refers to your beliefs about your ability to effectively perform the tasks needed to attain a valued goal. Self-efficacy does not refer to your abilities but to how strongly you believe you can use your abilities to work toward goals. Self-efficacy is not a unitary construct or trait; rather, people have self-efficacy beliefs in different domains, such as academic self-efficacy, problem-solving self-efficacy, and self-regulatory self-efficacy. Stronger self-efficacy beliefs are associated with positive outcomes, such as better grades, greater athletic performance, happier romantic relationships, and a healthier lifestyle.
Learning Objectives
- Define self-efficacy.
- List the major factors that influence self-efficacy.
- Explain how self-efficacy develops.
- Understand the influence of self-efficacy on psychological and physical health and well-being as well as academic and vocational success.
- Define collective efficacy and explain why it is important.
Introduction: What Is Self-Efficacy?
How Do We Measure Self-Efficacy?
What Are the Major Influences on Self-Efficacy?
Self-efficacy beliefs are influenced in five different ways (Bandura, 1997), which are summarized in Table 1 .
These five types of self-efficacy influence can take many real-world forms that almost everyone has experienced. You may have had previous performance experiences affect your academic self-efficacy when you did well on a test and believed that you would do well on the next test. A vicarious performance may have affected your athletic self-efficacy when you saw your best friend skateboard for the first time and thought that you could skateboard well, too. Verbal persuasion could have affected your academic self-efficacy when a teacher that you respect told you that you could get into the college of your choice if you studied hard for the SATs. It’s important to know that not all people are equally likely to influence your self-efficacy though verbal persuasion. People who appear trustworthy or attractive, or who seem to be experts, are more likely to influence your self-efficacy than are people who do not possess these qualities (Petty & Brinol, 2010). That’s why a teacher you respect is more likely to influence your self-efficacy than a teacher you do not respect. Imaginal performances are an effective way to increase your self-efficacy. For example, imagining yourself doing well on a job interview actually leads to more effective interviewing (Knudstrup, Segrest, & Hurley, 2003). Affective states and physical sensations abound when you think about the times you have given presentations in class. For example, you may have felt your heart racing while giving a presentation. If you believed your heart was racing because you had just had a lot of caffeine, it likely would not affect your performance. If you believed your heart was racing because you were doing a poor job, you might believe that you cannot give the presentation well. This is because you associate the feeling of anxiety with failure and expect to fail when you are feeling anxious.
When and How Does Self-Efficacy Develop?
What Are the Benefits of High Self-Efficacy?
Academic Achievement
Consider academic self-efficacy in your own life and recall the earlier example of Sally and Lucy. Are you more like Sally, who has high academic self-efficacy and believes that she can use her abilities to do well in school, or are you more like Lucy, who does not believe that she can effectively use her academic abilities to excel in school? Do you think your own self-efficacy has ever affected your academic ability? Do you think you have ever studied more or less intensely because you did or did not believe in your abilities to do well? Many researchers have considered how self-efficacy works in academic settings, and the short answer is that academic self-efficacy affects every possible area of academic achievement (Pajares, 1996).
Students who believe in their ability to do well academically tend to be more motivated in school (Schunk, 1991). When self-efficacious students attain their goals, they continue to set even more challenging goals (Schunk, 1990). This can all lead to better performance in school in terms of higher grades and taking more challenging classes (Multon, Brown, & Lent, 1991). For example, students with high academic self-efficacies might study harder because they believe that they are able to use their abilities to study effectively. Because they studied hard, they receive an A on their next test. Teachers’ self-efficacies also can affect how well a student performs in school. Self-efficacious teachers encourage parents to take a more active role in their children’s learning, leading to better academic performance (Hoover-Dempsey, Bassler, & Brissie, 1987).
Although there is a lot of research about how self-efficacy is beneficial to school-aged children, college students can also benefit from self-efficacy. Freshmen with higher self-efficacies about their ability to do well in college tend to adapt to their first year in college better than those with lower self-efficacies (Chemers, Hu, & Garcia, 2001). The benefits of self-efficacy continue beyond the school years: people with strong self-efficacy beliefs toward performing well in school tend to perceive a wider range of career options (Lent, Brown, & Larkin, 1986). In addition, people who have stronger beliefs of self-efficacy toward their professional work tend to have more successful careers (Stajkovic & Luthans, 1998).
Healthy Behaviors
Think about a time when you tried to improve your health, whether through dieting, exercising, sleeping more, or any other way. Would you be more likely to follow through on these plans if you believed that you could effectively use your skills to accomplish your health goals? Many researchers agree that people with stronger self-efficacies for doing healthy things (e.g., exercise self-efficacy, dieting self-efficacy) engage in more behaviors that prevent health problems and improve overall health (Strecher, DeVellis, Becker, & Rosenstock, 1986). People who have strong self-efficacy beliefs about quitting smoking are able to quit smoking more easily (DiClemente, Prochaska, & Gibertini, 1985). People who have strong self-efficacy beliefs about being able to reduce their alcohol consumption are more successful when treated for drinking problems (Maisto, Connors, & Zywiak, 2000). People who have stronger self-efficacy beliefs about their ability to recover from heart attacks do so more quickly than those who do not have such beliefs (Ewart, Taylor, Reese, & DeBusk, 1983).
One group of researchers (Roach, Yadrick, Johnson, Boudreaux, Forsythe, & Billon, 2003) conducted an experiment with people trying to lose weight. All people in the study participated in a weight loss program that was designed for the U.S. Air Force. This program had already been found to be very effective, but the researchers wanted to know if increasing people’s self-efficacies could make the program even more effective. So, they divided the participants into two groups: one group received an intervention that was designed to increase weight loss self-efficacy along with the diet program, and the other group received only the diet program. The researchers tried several different ways to increase self-efficacy, such as having participants read a copy of Oh, The Places You’ll Go! by Dr. Seuss (1990), and having them talk to someone who had successfully lost weight. The people who received the diet program and an intervention to increase self-efficacy lost an average of 8.2 pounds over the 12 weeks of the study; those participants who had only the diet program lost only 5.8 pounds. Thus, just by increasing weight loss self-efficacy, participants were able to lose over 50% more weight.
Studies have found that increasing a person’s nutritional self-efficacy can lead them to eat more fruits and vegetables (Luszczynska, Tryburcy, & Schwarzer, 2006). Self-efficacy plays a large role in successful physical exercise (Maddux & Dawson, 2014). People with stronger self-efficacies for exercising are more likely to plan on beginning an exercise program, actually beginning that program (DuCharme & Brawley, 1995), and continuing it (Marcus, Selby, Niaura, & Rossi, 1992). Self-efficacy is especially important when it comes to safe sex. People with greater self-efficacies about condom usage are more likely to engage in safe sex (Kaneko, 2007), making them more likely to avoid sexually transmitted diseases, such as HIV (Forsyth & Carey, 1998).
Athletic Performance
Self-Regulation
One of the major reasons that higher self-efficacy usually leads to better performance and greater success is that self-efficacy is an important component of self-regulation. Self-regulation is the complex process through which you control your thoughts, emotions, and actions (Gross, 1998). It is crucial to success and well-being in almost every area of your life. Every day, you are exposed to situations where you might want to act or feel a certain way that would be socially inappropriate or that might be unhealthy for you in the long run. For example, when sitting in a boring class, you might want to take out your phone and text your friends, take off your shoes and take a nap, or perhaps scream because you are so bored. Self-regulation is the process that you use to avoid such behaviors and instead sit quietly through class. Self-regulation takes a lot of effort, and it is often compared to a muscle that can be exhausted (Baumeister, Bratslavsky, Muraven, & Tice, 1998). For example, a child might be able to resist eating a pile of delicious cookies if he or she is in the room with the cookies for only a few minutes, but if that child were forced to spend hours with the cookies, his or her ability to regulate the desire to eat the cookies would wear down. Eventually, his or her self-regulatory abilities would be exhausted, and the child would eat the cookies. A person with strong self-efficacy beliefs might become less distressed in the face of failure than might someone with weak self-efficacy. Because self-efficacious people are less likely to become distressed, they draw less on their self-regulation reserves; thus, self-efficacious people persist longer in the face of a challenge.
Collective Efficacy
Collective efficacy is a concept related to self-efficacy. Collective efficacy refers to the shared beliefs among members of a group about the group’s ability to effectively perform the tasks needed to attain a valued goal (Bandura, 1997). Groups and teams that have higher collective efficacies perform better than groups and teams with lower collective efficacies (Marks, 1999). Collective efficacy is especially important during tasks that require a lot of teamwork (Katz-Navon & Erez, 2005). For example, when you have to do a group project that involves each group member contributing a portion of the final project, your group’s performance will be much better if all members share the belief that your group can perform the necessary tasks together. Collective efficacy plays a role in romantic relationships. Married couples who strongly believe in their ability to accomplish shared goals are happier than couples with weaker efficacy beliefs (Kaplan & Maddux, 2002). Although collective efficacy is an important part of how well a team or group performs, self-efficacy also plays a role in team situations. For example, better decision-making self-efficacy predicts better performance in team sports, such as baseball (Hepler & Feltz, 2012).
Conclusion
Self-efficacy refers to your beliefs about your ability to effectively perform the tasks needed to attain a valued goal and it affects your daily life in many ways. Self-efficacious adolescents perform better at school and self-efficacious adults perform better at work. These individuals have happier romantic relationships and work better in teams. People with strong self-efficacies have better health than those with weak self-efficacies; they are more likely to engage in behaviors that prevent health problems and actually increase their health. They are more likely to begin and continue exercise, have safer sex, and eat better foods. Higher self-efficacy is also useful for getting out of bad habits. People with strong self-efficacies are able to lose weight, quit smoking, and cut down on alcohol consumption more successfully than can people with low self-efficacies. As illustrated by the well-known children’s book The Little Engine That Could (Piper, 1930), telling yourself “I think I can” can be a powerful motivator and can increase your chances for success.
Our own final words on self-efficacy also draw from children’s literature. Many people receive a copy of Oh, The Places You’ll Go! when they reach a major milestone, such as graduating high school to go on to college or graduating college to enter the workforce. Whether or not you or whoever gave you the book knew it, Oh, The Places You’ll Go! is all about self-efficacy. This book speaks directly to readers by talking about all of the challenges they might face on their journeys. Throughout the book, the narrator continues to assure readers that they will be able to use their abilities to effectively handle these challenges. So, we leave you with Dr. Seuss’ wise words: “You’re on your own. And you know what you know. And you are the guy who’ll decide where to go…. And will you succeed? Yes! You will, indeed! 98 and 3/4 percent guaranteed.”
Discussion Questions
- Can you think of ways your own self-efficacy beliefs play a role in your daily life? In which areas do you have strong self-efficacy? In which areas would you like your self-efficacy to be a bit stronger? How could you increase your self-efficacy in those areas?
- Can you think of a time when a teacher, coach, or parent did something to encourage your self-efficacy? What did he or she do and say? How did it enhance your self-efficacy?
- What are some ways that you can help strengthen the self-efficacies of the people in your life?
- Can you think of a time when collective efficacy played a role in your team or group activities? What did you notice about being on a team or in a group that had high collective efficacy? What about a team or group with low collective efficacy?
Vocabulary
- Collective efficacy
- The shared beliefs among members of a group about the group’s ability to effectively perform the tasks needed to attain a valued goal.
- Imaginal performances
- When imagining yourself doing well increases self-efficacy.
- Performance experiences
- When past successes or failures lead to changes in self-efficacy.
- Self-efficacy
- The belief that you are able to effectively perform the tasks needed to attain a valued goal.
- Self-regulation
- The complex process through which people control their thoughts, emotions, and actions.
- Self-report measure
- A type of questionnaire in which participants answer questions whose answers correspond to numerical values that can be added to create an overall index of some construct.
- Task-specific measures of self-efficacy
- Measures that ask about self-efficacy beliefs for a particular task (e.g., athletic self-efficacy, academic self-efficacy).
- Verbal persuasion
- When trusted people (friends, family, experts) influence your self-efficacy for better or worse by either encouraging or discouraging you about your ability to succeed.
- Vicarious performances
- When seeing other people succeed or fail leads to changes in self-efficacy.
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How to cite this Chapter using APA Style:
Maddux, J. E. & Kleiman, E. (2019). Self-efficacy. In R. Biswas-Diener & E. Diener (Eds), Noba textbook series: Psychology. Champaign, IL: DEF publishers. Retrieved from http://noba.to/bmv4hd6p
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By Roy F. Baumeister
Florida State University
Self-regulation means changing oneself based on standards, that is, ideas of how one should or should not be. It is a centrally important capacity that contributes to socially desirable behavior, including moral behavior. Effective self-regulation requires knowledge of standards for proper behavior, careful monitoring of one’s actions and feelings, and the ability to make desired changes.
By Debi Brannan and Cynthia D. Mohr
Western Oregon University, Portland State University
Friendship and love, and more broadly, the relationships that people cultivate in their lives, are some of the most valuable treasures a person can own. This module explores ways in which we try to understand how friendships form, what attracts one person to another, and how love develops. It also explores how the Internet influences how we meet people and develop deep relationships. Finally, this module will examine social support and how this can help many through the hardest times and help make the best times even better.
Learning Objectives
- Understand what attracts us to others.
- Review research that suggests that friendships are important for our health and well-being.
- Examine the influence of the Internet on friendship and developing relationships.
- Understand what happens to our brains when we are in love.
- Consider the complexity of love.
- Examine the construct and components of social support.
Introduction
The importance of relationships has been examined by researchers for decades. Many researchers point to sociologist Émile Durkheim’s classic study of suicide and social ties (1951) as a starting point for this work. Durkheim argued that being socially connected is imperative to achieving personal well-being. In fact, he argued that a person who has no close relationships is likely a person who is at risk for suicide. It is those relationships that give a person meaning in their life. In other words, suicide tends to be higher among those who become disconnected from society. What is interesting about that notion is when people are asked to describe the basic necessities for life—people will most often say food, water, and shelter, but seldom do people list “close relationships” in the top three. Yet time and time again, research has demonstrated that we are social creatures and we need others to survive and thrive. Another way of thinking about it is that close relationships are the psychological equivalent of food and water; in other words, these relationships are necessary for survival. Baumeister and Leary (1995) maintain that humans have basic needs and one of them is the need to belong; these needs are what makes us human and give a sense of purpose and identity to our lives (Brissette, Cohen, & Seeman, 2000; Ryff, 1989).
Given that close relationships are so vital to well-being, it is important to ask how interpersonal relationships begin. What makes us like or love one person but not another? Why is it that when bad things happen, we frequently want to talk to our friends or family about the situation? Though these are difficult questions to answer because relationships are complicated and unique, this module will examine how relationships begin; the impact of technology on relationships; and why coworkers, acquaintances, friends, family, and intimate partners are so important in our lives.
Attraction: The Start of Friendship and Love
Why do some people hit it off immediately? Or decide that the friend of a friend was not likable? Using scientific methods, psychologists have investigated factors influencing attraction and have identified a number of variables, such as similarity, proximity (physical or functional), familiarity, and reciprocity, that influence with whom we develop relationships.
Proximity
Often we “stumble upon” friends or romantic partners; this happens partly due to how close in proximity we are to those people. Specifically, proximity or physical nearness has been found to be a significant factor in the development of relationships. For example, when college students go away to a new school, they will make friends consisting of classmates, roommates, and teammates (i.e., people close in proximity). Proximity allows people the opportunity to get to know one other and discover their similarities—all of which can result in a friendship or intimate relationship. Proximity is not just about geographic distance, but rather functional distance, or the frequency with which we cross paths with others. For example, college students are more likely to become closer and develop relationships with people on their dorm-room floors because they see them (i.e., cross paths) more often than they see people on a different floor. How does the notion of proximity apply in terms of online relationships? Deb Levine (2000) argues that in terms of developing online relationships and attraction, functional distance refers to being at the same place at the same time in a virtual world (i.e., a chat room or Internet forum)—crossing virtual paths.
Familiarity
One of the reasons why proximity matters to attraction is that it breeds familiarity; people are more attracted to that which is familiar. Just being around someone or being repeatedly exposed to them increases the likelihood that we will be attracted to them. We also tend to feel safe with familiar people, as it is likely we know what to expect from them. Dr. Robert Zajonc (1968) labeled this phenomenon the mere-exposure effect. More specifically, he argued that the more often we are exposed to a stimulus (e.g., sound, person) the more likely we are to view that stimulus positively. Moreland and Beach (1992) demonstrated this by exposing a college class to four women (similar in appearance and age) who attended different numbers of classes, revealing that the more classes a woman attended, the more familiar, similar, and attractive she was considered by the other students.
There is a certain comfort in knowing what to expect from others; consequently research suggests that we like what is familiar. While this is often on a subconscious level, research has found this to be one of the most basic principles of attraction (Zajonc, 1980). For example, a young man growing up with an overbearing mother may be attracted to other overbearing women not because he likes being dominated but rather because it is what he considers normal (i.e., familiar).
Similarity
When you hear about couples such as Sandra Bullock and Jesse James, or Kim Kardashian and Kanye West, do you shake your head thinking “this won’t last”? It is probably because they seem so different. While many make the argument that opposites attract, research has found that is generally not true; similarity is key. Sure, there are times when couples can appear fairly different, but overall we like others who are like us. Ingram and Morris (2007) examined this phenomenon by inviting business executives to a cocktail mixer, 95% of whom reported that they wanted to meet new people. Using electronic name tag tracking, researchers revealed that the executives did not mingle or meet new people; instead, they only spoke with those they already knew well (i.e., people who were similar).
When it comes to marriage, research has found that couples tend to be very similar, particularly when it comes to age, social class, race, education, physical attractiveness, values, and attitudes (McCann Hamilton, 2007; Taylor, Fiore, Mendelsohn, & Cheshire, 2011). This phenomenon is known as the matching hypothesis (Feingold, 1988; Mckillip & Redel, 1983). We like others who validate our points of view and who are similar in thoughts, desires, and attitudes.
Reciprocity
Another key component in attraction is reciprocity; this principle is based on the notion that we are more likely to like someone if they feel the same way toward us. In other words, it is hard to be friends with someone who is not friendly in return. Another way to think of it is that relationships are built on give and take; if one side is not reciprocating, then the relationship is doomed. Basically, we feel obliged to give what we get and to maintain equity in relationships. Researchers have found that this is true across cultures (Gouldner, 1960).
Friendship
“In poverty and other misfortunes of life, true friends are a sure refuge. They keep the young out of mischief; they comfort and aid the old in their weakness, and they incite those in the prime of life to noble deeds.”—Aristotle
Research has found that close friendships can protect our mental and physical health when times get tough. For example, Adams, Santo, and Bukowski (2011) asked fifth- and sixth-graders to record their experiences and self-worth, and to provide saliva samples for 4 days. Children whose best friend was present during or shortly after a negative experience had significantly lower levels of the stress hormone cortisol in their saliva compared to those who did not have a best friend present. Having a best friend also seemed to protect their feelings of self-worth. Children who did not identify a best friend or did not have an available best friend during distress experienced a drop in self-esteem over the course of the study.
Workplace friendships
Friendships often take root in the workplace, due to the fact that people are spending as much, or more, time at work than they are with their family and friends (Kaufman & Hotchkiss, 2003). Often, it is through these relationships that people receive mentoring and obtain social support and resources, but they can also experience conflicts and the potential for misinterpretation when sexual attraction is an issue. Indeed, Elsesser and Peplau (2006) found that many workers reported that friendships grew out of collaborative work projects, and these friendships made their days more pleasant.
In addition to those benefits, Riordan and Griffeth (1995) found that people who worked in an environment where friendships could develop and be maintained were more likely to report higher levels of job satisfaction, job involvement, and organizational commitment, and they were less likely to leave that job. Similarly, a Gallup poll revealed that employees who had “close friends” at work were almost 50% more satisfied with their jobs than those who did not (Armour, 2007).
Internet friendships
What influence does the Internet have on friendships? It is not surprising that people use the Internet with the goal of meeting and making new friends (Fehr, 2008; McKenna, 2008). Researchers have wondered if the issue of not being face-to-face reduces the authenticity of relationships, or if the Internet really allows people to develop deep, meaningful connections. Interestingly, research has demonstrated that virtual relationships are often as intimate as in-person relationships; in fact, Bargh and colleagues found that online relationships are sometimes more intimate (Bargh et al., 2002). This can be especially true for those individuals who are more socially anxious and lonely—such individuals who are more likely to turn to the Internet to find new and meaningful relationships (McKenna, Green, & Gleason, 2002). McKenna et al. (2002) suggest that for people who have a hard time meeting and maintaining relationships, due to shyness, anxiety, or lack of face-to-face social skills, the Internet provides a safe, nonthreatening place to develop and maintain relationships. Similarly, Penny Benford (2008) found that for high-functioning autistic individuals, the Internet facilitated communication and relationship development with others, which would have been more difficult in face-to-face contexts, leading to the conclusion that Internet communication could be empowering for those who feel frustrated when communicating face to face.
Love
Is all love the same? Are there different types of love? Examining these questions more closely, Robert Sternberg’s (2004; 2007) work has focused on the notion that all types of love are comprised of three distinct areas: intimacy, passion, and commitment. Intimacy includes caring, closeness, and emotional support. The passion component of love is comprised of physiological and emotional arousal; these can include physical attraction, emotional responses that promote physiological changes, and sexual arousal. Lastly, commitment refers to the cognitive process and decision to commit to love another person and the willingness to work to keep that love over the course of your life. The elements involved in intimacy (caring, closeness, and emotional support) are generally found in all types of close relationships—for example, a mother’s love for a child or the love that friends share. Interestingly, this is not true for passion. Passion is unique to romantic love, differentiating friends from lovers. In sum, depending on the type of love and the stage of the relationship (i.e., newly in love), different combinations of these elements are present.
Taking this theory a step further, anthropologist Helen Fisher explained that she scanned the brains (using fMRI) of people who had just fallen in love and observed that their brain chemistry was “going crazy,” similar to the brain of an addict on a drug high (Cohen, 2007). Specifically, serotonin production increased by as much as 40% in newly in-love individuals. Further, those newly in love tended to show obsessive-compulsive tendencies. Conversely, when a person experiences a breakup, the brain processes it in a similar way to quitting a heroin habit (Fisher, Brown, Aron, Strong, & Mashek, 2009). Thus, those who believe that breakups are physically painful are correct! Another interesting point is that long-term love and sexual desire activate different areas of the brain. More specifically, sexual needs activate the part of the brain that is particularly sensitive to innately pleasurable things such as food, sex, and drugs (i.e., the striatum—a rather simplistic reward system), whereas love requires conditioning—it is more like a habit. When sexual needs are rewarded consistently, then love can develop. In other words, love grows out of positive rewards, expectancies, and habit (Cacioppo, Bianchi-Demicheli, Hatfield & Rapson, 2012).
Love and the Internet
The ways people are finding love has changed with the advent of the Internet. In a poll, 49% of all American adults reported that either themselves or someone they knew had dated a person they met online (Madden & Lenhart, 2006). As Finkel and colleagues (2007) found, social networking sites, and the Internet generally, perform three important tasks. Specifically, sites provide individuals with access to a database of other individuals who are interested in meeting someone. Dating sites generally reduce issues of proximity, as individuals do not have to be close in proximity to meet. Also, they provide a medium in which individuals can communicate with others. Finally, some Internet dating websites advertise special matching strategies, based on factors such as personality, hobbies, and interests, to identify the “perfect match” for people looking for love online. In general, scientific questions about the effectiveness of Internet matching or online dating compared to face-to-face dating remain to be answered.
It is important to note that social networking sites have opened the doors for many to meet people that they might not have ever had the opportunity to meet; unfortunately, it now appears that the social networking sites can be forums for unsuspecting people to be duped. In 2010 a documentary, Catfish, focused on the personal experience of a man who met a woman online and carried on an emotional relationship with this person for months. As he later came to discover, though, the person he thought he was talking and writing with did not exist. As Dr. Aaron Ben-Zeév stated, online relationships leave room for deception; thus, people have to be cautious.
Social Support
When bad things happen, it is important for people to know that others care about them and can help them out. Unsurprisingly, research has found that this is a common thread across cultures (Markus & Kitayma, 1991; Triandis, 1995) and over time (Reis, Sheldon, Gable, Roscoe, & Ryan, 2000); in other words, social support is the active ingredient that makes our relationships particularly beneficial. But what is social support? One way of thinking about social support is that it consists of three discrete conceptual components.
Perceived Social Support
Have you ever thought that when things go wrong, you know you have friends/family members that are there to help you? This is what psychologists call perceived social support or “a psychological sense of support” (Gottlieb, 1985). How powerful is this belief that others will be available in times of need? To examine this question, Dr. Arnberg and colleagues asked 4,600 survivors of the tragic 2004 Indian Ocean (or Boxing Day) Tsunami about their perception of social support provided by friends and family after the event. Those who experienced the most amount of stress found the most benefit from just knowing others were available if they needed anything (i.e., perceived support). In other words, the magnitude of the benefits depended on the extent of the stress, but the bottom line was that for these survivors, knowing that they had people around to support them if they needed it helped them all to some degree.
Perceived support has also been linked to well-being. Brannan and colleagues (2012) found that perceived support predicted each component of well-being (high positive affect, low negative affect, high satisfaction with life) among college students in Iran, Jordan, and the United States. Similarly, Cohen and McKay (1984) found that a high level of perceived support can serve as a buffer against stress. Interestingly enough, Dr. Cohen found that those with higher levels of social support were less likely to catch the common cold. The research is clear—perceived social support increases happiness and well-being and makes our live better in general (Diener & Seligman, 2002; Emmons & Colby, 1995).
Received Social Support
Received support is the actual receipt of support or helping behaviors from others (Cohen & Wills, 1985). Interestingly, unlike perceived support, the benefits of received support have been beset with mixed findings (Stroebe & Stroebe, 1996). Similar to perceived support, receiving support can buffer people from stress and positively influence some individuals—however, others might not want support or think they need it. For example, dating advice from a friend may be considered more helpful than such advice from your mom! Interestingly, research has indicated that regardless of the support-provider’s intentions, the support may not be considered as helpful to the person receiving the support if it is unwanted (Dunkel-Schetter, Blasband, Feinstein, & Herbert, 1992; Cutrona, 1986). Indeed, mentor support was viewed negatively by novice ESOL teachers (those teaching English as a second language in other countries; Brannan & Bleistein, 2012). Yet received support from family was perceived as very positive—the teachers said that their family members cared enough to ask about their jobs and told them how proud they were. Conversely, received mentor support did not meet teachers’ needs, instead making them feel afraid and embarrassed to receive mentor support.
Quality or Quantity?
With so many mixed findings, psychologists have asked whether it is the quality of social support that matters or the quantity (e.g., more people in my support network. Interestingly, research by Friedman and Martin (2011) examining 1,500 Californians over 8 decades found that while quality does matter, individuals with larger social networks lived significantly longer than those with smaller networks. This research suggests we should count the number of our friends / family members—the more, the better, right? Not necessarily: Dunbar (1992; 1993) argued that we have a cognitive limit with regard to how many people with whom we can maintain social relationships. The general consensus is about 150—we can only “really” know (maintain contact and relate to) about 150 people. Finally, research shows that diversity also matters in terms of one’s network, such that individuals with more diverse social networks (i.e., different types of relationships including friends, parents, neighbors, and classmates) were less likely to get the common cold compared to those with fewer and less diverse networks (Cohen, Doyle, Turner, Alper, & Skoner, 2003). In sum, it is important to have quality relationships as well as quantity—and as the Beatles said, “all you need is love—love is all you need.”
Discussion Questions
- What is more important—perceived social support or received social support? Why?
- We understand how the Internet has changed the dating scene—how might it further change how we become romantically involved?
- Can you love someone whom you have never met?
- Do you think it is the quality or quantity of your relationships that really matters most?
Vocabulary
- Functional distance
- The frequency with which we cross paths with others.
- Mere-exposure effect
- The notion that people like people/places/things merely because they are familiar with them.
- A person’s perception that others are there to help them in times of need.
- Proximity
- Physical nearness.
- The actual act of receiving support (e.g., informational, functional).
- Support support network
- The people who care about and support a person.
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How to cite this Chapter using APA Style:
Brannan, D. & Mohr, C. D. (2019). Love, friendship, and social support. In R. Biswas-Diener & E. Diener (Eds), Noba textbook series: Psychology. Champaign, IL: DEF publishers. Retrieved from http://noba.to/s54tmp7k
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