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Contents38.Effects of the Mass Media of CommunicationWalter Weiss39.Industrial Social PsychologyVictor H. Vroom40.Psychology and EconomicsHerbert A . Simon and Andrew C. Stedry41.Political BehaviorDavid 0. Sears42.A Social Psychology of Education]. W. Getzels43.Social-Psychological Aspects of International RelationsAmitai Etzioni44.Psychology of ReligionJames E . Dittes45.Social Psychology of Mental HealthHoward E. Freeman and jeanne M . Giovannonixv

THIRD EDITIONHandbook ofSocial PsychologyVOLUME ITheory and MethodGardner LindzeyCenter for Advanced Study in the Behavioral SciencesElliot AronsonUniversity of California, Santa Cruz RANDOM HOUSENew YorkDistributed exclusively byLawrence Erlbaum Associates, Inc., PublishersHillsdale, New Jersey, and London

Third Edition987654321Copyright 1985 by Newbery Award Records, Inc .All rights reserved under International and Pan-American Copyright Conventions. No part ofthis book may be reproduced in any form or by any means, electronic or mechanical, includingphotocopying, without permission in writing from the publisher. All inquiries should beaddressed to Newbery Award Records, Ihc., 201 East 50th Street, New York, NY 10022.Published in the United States by Newbery Award Records, Inc., a subsidiary of RandomHouse/ Alfred A. Knopf, Inc ., New York, and simultaneously in Canada by Random House ofCanada Limited, Toronto. Distributed by Lawrence Erlbaum Associates, Inc., Publishers.Library of Congress Cataloging irt Publication DataMain entry under title:The Handbook of social psychology.Includes index.Contents: v. 1. Theory and method-v. 2. Special fields and applications.1. Social psychology. I. Lindzey, Gardner.II. Aronson, Elliot.HM251.H224 198530284-18509ISBN 0-394-35049-9 (v. I)ISBN 0-394-35050-2 (v. 2)Manufactured in the United States of AmericaThe editors wish to thank a number of publishers and copyright holders for permission to reproduce tables, figures, and excerpts from the following sources:American Psychological Association, Ethical Guidelinesfor Psychologists. Copyright 1982. Reprinted by permission.Aberle, D. F. et al. "The functional prerequisites of a society." Ethics, 60, pp. 110-111. Copyright 1950. Reprinted bypermission of the University of Chicago Press.Alevizos, P. N., and P. L. Berek. "Communication: an instructional aid for staff training in behavioral assessment."J. of Applied Behavior Analysis, 7, pp. 472, 660. Copyright 1975 by the Society for the Experimental Analysis of Behavior, Inc. Reprinted by permission.Bales, R. F., and S. P. Cohen, SYMLOG:A system for themultiple level observation of groups. Copyright 1979 by TheFree Press, a Division of Macmillan Publishing Co., Inc.Adapted with permission of Macmillan, Inc.Benjamin, L. S. "Structural Analysis of DifferentiationFailure." Psychiatry, 42, 1-23. Copyright 1979 by TheWilliam Alanson White Psychiatric Foundation, Inc. Reprintedby special permission of The William Alanson White PsychiatricFoundation, Inc .Berry, W. Sayings and doings. Gnomon Press. Copyright 1975 . Quotes from Sayings and doings by Wendell Berry usedby permission of Gnomon Press.Brandt, R. M. Studying behavior in natural settings.Copyright 1982. Reprinted by arrangement with UniversityPress of America, Inc.Cavan, S. "Seeing social structure in a rural setting." Urban Life Culture, 3, 334-335. Copyright 1974. Reprinted bypermission of Sage Publications, Inc.Coombs, C. H. "Thurstone's measurement of social values revisited 40 years later." J. Personality and SocialPsychology, 6, 85-90. Copyright 1967. Reprinted by permission.Dawes, R. M., and M. Moore. "Guttman scaling orthodox and randomized responses." In F. Peterman (Ed.), Attitudemeasurement. Gottingen: Verlag fiir psychologie. Pp . 129-131.Copyright 1980. Reprinted by permission.Douglas. J. D. Investigative social research . Pp. 15-16.Copyright 1976. Reprinted by permission of Sage Publications.Goffman, E. Frame analysis. New York: Harper & Row.Pp. 1-2. Copyright 1974. Reprinted by permission.Goodman, L.A. "A modified regression approach to theanalysis of dichotomous variable." American Sociological Review, 39, Table p. 29. Copyright 1972. Reprinted by permission of The American Sociological Association.Kahneman, D., and A. Tversky. "The psychology ofpreferences." Scientific American, 246, 160-173. Copyright 1982 by Scientific American, Inc. All rights reserved.Lofland, 1. Doing social life. New York: Wiley. Copyright 1976. Reprinted by permission.(Cont. onpagexvi)

ContentsVOLUME 1: THEORY AND METHODS· CHAPTER lCHAPTER 2The Historical Background of Social PsychologyGordon W. AllportHarvard UniversityMajor Developments in Social Psychology During the PastFive Decades47Edward E. JonesPrinceton UniversityCHAPTER 3Learning Theory in Contemporary Social Psychology109Bernice LottUniversity of Rhode IslandAlbert J. LottUniversity of Rhode IslandCHAPTER 4The Cognitive Perspective in Social Psychology137Hazel MarkusUniversity of MichiganR.B. ZajoncUniversity of Michiganxi

xiiContentsCHAPTER 5Decision Making and Decision Theory231Robert P. AbelsonYale UniversityAriel LeviTeachers College, Columbia UniversityCHAPTER 6Symbolic Interaction and Role Theory311Sheldon StrykerIndiana UniversityAnne StathamUniversity of Wisconsin at ParksideCHAPTER 7CHAPTER 8Organizations and Organization Theory379Jeffrey PfefferStanford UniversityExperimentation in Social Psychology441Elliot AronsonUniversity of California, Santa CruzMarilynn BrewerUniversity of California, Los AngelesJ. Merrill Car/smithStanford UniversityCHAPTER 9CHAPTER 10Quantitative Methods for Social Psychology487David A. KennyThe University of ConnecticutAttitude and Opinion Measurement509Robyn M. DawesUniversity of OregonTomL. SmithResearch and Education Institute of Denver (REID)CHAPTER llSystematic Observational MethodsKarl E. WeickUniversity of Texas at A us tin567

ContentsCHAPTER 12Survey Methodsxiii635Howard SchumanUniversity ofMichiganGraham KaftanUniversity of MichiganCHAPTER 13Program Evaluation699Thomas D. CookNorthwestern UniversityLaura C. LevitonUniversity of PittsburgWilliam R. Shadish, Jr.Memphis State UniversityVOLUME II: SPECIAL FIELDS AND APPLICATIONSCHAPTER 14Altruism and AggressionDennis L. KrebsSimon Fraser UniversityDale T. MillerSimon Fraser UniversityCHAPTER 15Attribution and Social Perception73Michael RossUniversity of WaterlooGarth J. 0. FletcherIllinois State UniversityCHAPTER 16CHAPTER 17Socialization in Adulthood123Karen K. DianUniversity of TorontoSex Roles in Contemporary American SocietyJanet T. SpenceUniversity of Texas at AustinKayDeauxPurdue UniversityRobert L. HelmreichUniversity of Texas at Austin149

xivContentsCHAPTER 18rC HAPTER 19CHAPTER 20CHAPTER 21CHAPTER 22CHAPTER 23Language Use and Language Users179Herbert H. ClarkStanford UniversityAttitudes and Attitude Change233William J. McGuireYale UniversitySocial Influence and Conformity347Serge MoscoviciEcole des Hautes Etudes En Sciences SocialesInterpersonal Attraction413Ellen BerscheidUniversity of MinnesotaLeadership and Power485EdwinP. HollanderState University ofNew York at BuffaloEffects of Mass Communication539Donald F. RobertsStanford UniversityNathan MaccobyStanford UniversityCHAPTER 24CHAPTER 25Intergroup Relations599Walter G. StephanNew Mexico State UniversityPublic Opinion and Polical Action659Donald R. KinderUniversity of MichiganDavid 0. SearsUniversity of California, Los AngelesCHAPTER 26Social DevianceDane ArcherUniversity of California, Santa Cruz743

ContentsCHAPTER 27 CHAPTER28The Application of Social Psychologyxv805Judith RodinYale UniversityPersonality and Social Behavior883Mark SnyderUniversity ofMinnesotaWilliam IckesUniversity of Texas at ArlingtonCHAPTER 29Social Psychological Aspects of Environmental Psychology949John M. DarleyPrinceton UniversityDaniel T. GilbertPrinceton UniversityCHAPTER 30Cultural PsychologyD. R. Price-WilliamsUniversity of California, Los Angeles993

VOLUME ITHE HANDBOOK OFSOCIAL PSYCHOLOGYFOURTH EDITIONDaniel T. GilbertHarvard UniversitySusan T. FiskeUniversity of Massachusettsat AmherstGardner LindzeyCenter for Advanced Study in theBehavioral SciencesThe McGRAW-HILL Companies, Inc.Boston, Massachusetts Burr Ridge, Illinois Dubuque, IowaMadison, Wisconsin New York, New York San Francisco, California St. Louis, MissouriDistributed exclusively by Oxford University PressNew York and Oxford

McGraw-HillA Division ofTheMcGrmvHill Companies THE HANDBOOK OF SOCIAL PSYCHOLOGYVOLUME IAcknowledgments appear on page xx and on this pageby reference.Copyright 1998, 1985, 1969, 1954 by the McGraw-HillCompanies, Inc. All rights reserved. Printed in the UnitedStates of America. Except as permitted under the UnitedStates Copyright Act of 1976, no part of this publicationmay be reproduced or distributed in any form or by anymeans, or stored in a data base or retrieval system withoutthe prior written permission of the publisher.Distributed exclusively byOxford University Press, Inc.198 Madison AvenueNew York, NY 10016With offices in:Oxford New York Toronto DelhiBombay Calcutta Madras KarachiKuala Lumpur Singapore Hong KongTokyo Nairobi Dares Salaam Cape TownMelbourne Auckland WarsawThis book is printed on acid-free paper.1234567890DOCDOC90987ISBN 0-19-521376-9and associated companies inBerlin Ibadanhttp://www.oup-usa.orgTelephone: 1-800-732-3120Publisher: Jane VaicunasSponsoring editor: Beth KaufmanMarketing manager: Jim RozsaProject manager: Ann MorganProduction supervisor: Deb DonnerCover and text designer: Kiera CunninghamProject supervision: The Total BookCompositor: Ruttle, Shaw & Wetherill, Inc.Typeface: 9.5/11 Times RomanPrinter: R. R. Donnelley-CrawfordsvilleLibrary of Congress Cataloging-in-Publication DataThe handbook of social psychology I [edited by] Daniel Gilbert, SusanFiske, Gardner Lindzey. - 4th ed.p.em.Previous ed. edited by Gardner Lindzey and Elliot Aronson.Includes bibliographical references and index.ISBN 0-19-521376-9 (v. 1 and v. 2)1. Social psychology.I. Gilbert, Daniel.II. Fiske, Susan T.ill. Lindzey, Gardner.HM25l.H224 199897-5436302-dc21

CONTENTSVOLUME IChapterSPREFACE TO THE FOURTH EDITION xiPREFACE TO THE TIDRD EDITION xiiiPREFACE TO THE SECOND EDITION xviPREFACE TO THE FIRST EDITION xviiiMEASUREMENT180Charles M. Judd, University of ColoradoGary H. McClelland, University of ColoradoChapter6PART ONE233David A. Kenny, University of ConnecticutDeborah A. Kashy, Texas A&M UniversityNiall Bolger, New York UniversityDATA ANALYSIS IN SOCIAL PSYCHOLOGYHISTORICAL PERSPECTIVESChapter 1MAJOR DEVELOPMENTS IN FIVE DECADES OF SOCIALPSYCHOLOGYPART THREE3INTRAPERSONAL PHENOMENAEdward E. Jones, Princeton UniversityChapter7Chapter2THE SOCIAL BEING IN SOCIAL PSYCHOLOGYATTITUDE STRUCTURE AND FUNCTION58269Alice H . Eagly, Northwestern UniversityShelly Chaiken, New York UniversityShelley E. Taylor, University of California, Los AngelesChapterSPART TWOMETHODOLOGICAL PERSPECTIVESATTITUDE CHANGE: MULTIPLE ROLES FOR PERSUASIONVARIABLES 323Chapter3Richard E . Petty, The Ohio State UniversityDuane T. Wegener, Purdue University99Elliot Aronson, University of California, Santa CruzTimothy D. Wilson, University of VirginiaMarilynn B . Brewer, The Ohio State UniversityEXPERIMENTATION IN SOCIAL PSYCHOLOGYChapter9MENTAL REPRESENTATION AND MEMORYJ.SURVEY METHODS391Eliot R. Smith, Purdue UniversityChapter4Chapter 10143Norbert Schwarz, University of MichiganRobert M. Groves, University of Michigan andUniversity of MarylandHoward Schuman, University of MichiganCONTROL AND AUTOMATICITY IN SOCIAL LIFEDaniel M. Wegner, University of VirginiaJohn A. Bargh, New York Universityvii446

viiiContentsChapter 11BEHAVIORAL DECISION MAKING AND JuDGMENTVOLUME II497Robyn M. Dawes, Carnegie Mellon UniversityPART FIVEINTERPERSONAL PHENOMENAChapter 12549Thane S. Pittman, Gettysburg CollegeMOTIVATIONChapter 13591Robert B. Zajonc, Stanford UniversityEMOTIONSChapter 183Bella M. DePaulo, University of VirginiaHoward S. Friedman, University of California,RiversideNONVERBAL COMMUNICATIONChapter 1941Robert M. Krauss, Columbia UniversityChi-Yue Chiu, University of Hong KongLANGUAGE AND SOCIAL BEHAVIORPART FOURPERSONAL PHENOMENAChapter 20Chapter 14ORDINARY PERSONOLOGYUNDERSTANDING PERSONALITY AND SOCIAL BEHAVIOR:A FUNCTIONALIST STRATEGY 635Mark Snyder, University of MinnesotaNancy Cantor, University of MichiganChapter 15680Roy F. Baumeister, Case Western Reserve UniversityTHE SELF89Daniel T. Gilbert, Harvard UniversityChapter21SOCIAL INFLUENCE: SOCIAL NORMS, CONFORMITY, ANDCOMPLIANCE 151Robert B. Cialdini, Arizona State UniversityMelanie R. Trost, Arizona State UniversityChapter 22193Ellen Berscheid, University of MinnesotaHarry T. Reis, University of RochesterATTRACTION AND CLOSE RELATIONSHIPSChapter 16SOCIAL DEVELOPMENT IN CHILDHOODAND ADULTHOOD 741Diane N. Ruble, New York UniversityJacqueline J. Goodnow, MacQuarie UniversityChapter 17788Kay Deaux, City University of New YorkMarianne LaFrance, Boston CollegeGENDERChapter23282C. Daniel Batson, University of KansasALTRUISM AND PROSOCIAL BEHAVIORChapter 24AGGRESSION AND ANTISOCIAL BEHAVIOR317Russell G. Geen, University of MissouriChapter25INDEXESName 829Subject 855357Susan T. Fiske, University of Massachusetts at AmherstSTEREOTYPING, PREJUDICE, AND DISCRIMINATION

ixContentsChapter33PART SIXCOLLECTIVE PHENOMENAUNDERSTANDING ORGANIZATIONS: CONCEPTS ANDCONTROVERSIES 733Chapter 26Jeffrey Pfeffer, Stanford University415John M. Levine, University of PittsburghRichard L. Moreland, University of PittsburghSMALL GROUPSChapter34OPINION AND ACTION IN THE REALM OF POLITICSChapter27778Donald R. Kinder, University of Michigan470SociAL CoNFLICTDean G. Pruitt, State University of New York at BuffaloChapter 28Chapter35SOCIAL PSYCHOLOGY AND WORLD POLITICS868Philip E. Tetlock, The Ohio State UniversitySOCIAL STIGMA504Jennifer Crocker, University of MichiganBrenda Major, University of California at Santa BarbaraClaude Steele, Stanford UniversityChapter29PART EIGHTEMERGING PERSPECTIVESChapter 36554Marilynn B. Brewer, The Ohio State UniversityRupert J. Brown, University of Kent at CanterburyINTERGROUP RELATIONSChapter30595Tom R. Tyler, University of California, BerkeleyHeather J. Smith, Sonoma State UniversitySOCIAL JUSTICE AND SOCIAL MOVEMENTS915Alan Page Fiske, University of California, Los AngelesShinobu Kitayama, Kyoto UniversityHazel Rose Markus, Stanford UniversityRichard E. Nisbett, University of MichiganTHE CULTURAL MATRIX OF SOCIAL PSYCHOLOGYChapter37EVOLUTIONARY SOCIAL PSYCHOLOGYPART SEVENINTERDISCIPLINARY PERSPECTIVESINDEXESChapter31HEALTH BEHAVIORName 1027Subject 1075633Peter Salovey, Yale UniversityAlexander J. Rothman, University of MinnesotaJudith Rodin, University of PennsylvaniaChapter32PSYCHOLOGY AND LAW982David M. Buss, University of Texas, AustinDouglas T. Kenrick, Arizona State University684Phoebe C. Ellsworth, University of MichiganRobert Mauro, University of Oregon.

HANDBOOK OF SOCIAL PSYCHOLOGYFifth EditionVolume 1Edited bySUSAN T. FISKEDANIEL T. GILBERTGARDNER LINDZEY WILEYJohn Wiley & Sons, Inc.

This book is printed on acid-free paper.@Published by John Wiley & Sons, Inc. , Hoboken, New Jersey.Published. simultaneously in Canada.No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical,photocopying, recording, scanning, or otherwise, except as permitted under Section I 07 or I 08 of the 1976 United States Copyright Act, without eitherthe prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc. ,222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher forpermission should be addressed to the Permissions Department, John Wiley & Sons, Inc., Ill River Street, Hoboken, NJ 07030, (201) 748-6011 , fax(201) 748-6008.Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make norepresentations or wan·anties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warrantiesof merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials.The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neitherthe publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental,consequential, or other damages.This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understandingthat the publisher is not engaged in rendering professional services. If legal, accounting, medical, psychological or any other expert assistance isrequired, the services of a competent professional person should be sought.Designations used by companies to distinguish their products are often claimed as trademarks. In all instances where John Wiley & Sons, Inc., isaware of a claim, the product names appear in initial capital or all capital letters: Readers, however, should contact the appropriate companies for morecomplete information regarding trademarks and registration.For general information on our other products and services, please contact our Customer Care Department within the United States at (800) 762-2974,outside the United States at (317) 572-3993, or fax at (317) 572-4002.Wiley also publishes its books in a variety

handbook of social psychology volume ii special fields and applications allen h. barton roger vv. brown jerome s. bruner !sidor chein irvin l. child j. c. flugel cecil. a. gibb mason haire john harding george c . romans carl i. hovland alex inkeles by harold h.