03//03/14 Achievement Motivation

• Achievement Motivation (What motivates us to work?)
• Intrinsic Motivators
• Rewards we get internally, such as enjoyment or satisfaction.
• Extrinsic Motivators
• Rewards that we get for accomplishments from outside ourselves (grades or money, etc.)
• Management Theory
• Theory X
• Manages believes that employees will work only if rewarded with benefits or threatened with punishment,.
• Think employees are extrinsically motivated.
• Only if interested in Maslow's lower needs.
• Theory Y
• Managers believed that employees are internally motivated to do good work and policies should encourage this internal notice.
• Interested in Maslow's higher needs.
• James- Long Theory of Emotion
• Experience of emotion is awareness of physiological responses to emotion- arousing stimuli. 
1. Sight of oncoming car (Perception or stimulus)
2. Pounding heart (Arousal)
3. Fear (Emotion)
• We feel emotion because of biological changes caused by stress.
• The body changes and out mind recognizes and feelings.
• William James & Carl Lang came up with James- Lang Theory of Emotion
• Cannon- Bard Theory of Emotion
1. Perception of stimulus
2. Arousal and emotion
• Emotion- arousing stimuli simultaneous trigger
• Schachter's Two- Factor Theory of Emotion
1. Perception of stimulus
2. Arousal and cognitive label
3. Fear (emotion)
• To experience, one must:
• Be physically aroused
• Cognitively label or arousal
• Emotion- Lie Detectors
• Polygraph
• Machine commonly used in attempts to detect lies
• Measures several of the physiological responses accompanying emotion
1. Perspiration
2. Cardiovascular
3. Breathing changes
• Experienced Emotion
• Catharsis
• Emotional Release
• Catharsis Hypothesis
• Releasing aggressive energy (through action or fantasy) relieves aggressive urges.
• Feel- Good, Do- Good Phenomenon
• People's tendency to be helpful when already in a good mood.
• Adaptation- Level phenomenon
• Tendency to form judgments relative to a "neutral" level
• Brightness of lights
• Volume of Sound
• Level of income
• Defined by our prior experience 
• Relative Deprivation
• Perception that one is worse off relative to those with whom one compares oneself. 

02/28/14 Body Chemistry

• Body Chemistry
• Glucose
• The hormone insulin converts glucose to fat.
• When glucose levels drop- hunger increases.

• The psychology of hunger
• Externals: People whose eating is triggered more by the presence of food than internal factors.
• Eating Disorders
1. Bulimia Nervosa
• Characterized by bringing (eating large amounts of food) and purging (getting rid of the food)
2. Anorexia Nervosa
• Starve themselves to below 85% of their normal body weight.
• Sees themselves as fat.
• Vast majority are women. (99%)

02/27/14 Motivation and Emotion

• Motivation- A need or desire that energizes and directs behavior. 
• Instinct theory- We are motivated by our inborn automated behaviors.
• But instincts only explain why we do a small fraction of our behaviors.
• Drive Reduction Theory- The idea that a physiological need creates an aroused tension state (a drive) that motivates an organism to satisfy the need.
• The need is usually to maintain homeostasis.
• We are not only pushed by our needs but pulled by our incentives: a positive or negative environmental stimulus that motivates behavior.
• Maslow's Hierarchy of Needs
1. Physiological Needs
• Need to satisfy hunger and thirst.
2. Safety Needs
• Need to feel that the world is organized and predictable; need to feel safe, secure, and stable.
3. Belongingness and Love Needs
• Need to love and be loved, to belong and be accepted.

• Hunger- Hunger is both physiological and psychological
• Physiology of Hunger
• Washburn's studies showed hunger was partially physical.
• Biological Basis of Hunger
• Hunger does not come from our stomach. 
• It comes from our brain- the hypothalamus.
• Hypothalamus
• Lateral Hypothalamus
• When stimulated it makes you hungry.
• When destroyed you will never be hungry again.
• Ventromedial Hypothalamus
• When stimulated you will feel full.
• When destroyed you will never feel full again. 

02/2514 5 Factors of Attraction

1. Proximity
• Geographic nearness
• Mere exposure effect: Repeated exposure to something breeds liking.
• Mirror image concept.
2. Reciprocal Liking
• You are more likely to like someone else who likes you.
3. Similarity
• Paula Abdul was wrong- opposites do not attract.
• Birds of the same feather do flock together. 
• Similarity breeds content.
4. Physical Attractiveness
5. Love
• Passionate Love- An aroused state positive absorption of another.
• Compassionate Love- The deep affectionate attachment we feel for those with whom our lives are interviewed.
• What makes compassionate love work?
• Equity (being fair)
• Self- Disclosure (no secrets)

• Altruism
• Unselfish regard for the welfare of others.
• Kitty Genovese case
• Bystander effect. (Bystanders less willing to help if there are other bystanders around.)
• Social Exchange Theory
• The idea that our social behavior is an exchange process, which we maximize benefits and minimize costs.
• Peacemaking
• Give people super ordinate (shared) goods that can only be achieved through cooperation.
• Win win situation through medication 
• GRIT (Graduated and Reciprocated Initiatives in Tension Reduction)

02/24/14 Social Relations

• How do we relate to others?
• Attraction
• Conflict and Prejudice
• Aggression
• Prejudice
• An unjustifiable attitude towards a group of people.
• Usually involves stereotyped belief (A generalized belief about a group of people.)
• Social Inequalities (A principle reason behind prejudice.)

• Social Inequalities (A principle reason behind prejudice)
• Ingroup- "Us"- People with whom one shares a common identity
• Outgroup- "Them"- those perceived as different than one's ingroup.
• Ingroup bias- The tendency to favor one's own group.
• Scapegoat Theory
• The theory that prejudice provided an outlet for anger by providing someones to blame.
• Aggression
• Any physical or verbal behavior intended to hurt or destroyed.
• The psychology of aggression
• Frustration- Aggressive Principle
• The blocking of an attempt to achieve some goal.
• Creates anger which generates aggression
• Goals can be:
• Sports or work
• Relationship
• Conflict
• A perceived incompatibility of actions, goals, or ideas
• Social trap or prisoner's dilemma

• Just- World Phenomenon
• Belief that those who suffer deserve their fate,
• Reciprocity Norm
• The expectation that people will only help those who have helped them.
• Social Responsibility
• The expectation that people will help those who depend on them.

02/17/14 Social Influence

• Conformity- Adjusting one's behavior or thinking to coincide with a group's standard
• Conditions that strengthen conformity
• One is made to feel incompetent
• Group is at least three people
• Group is unanimous
• One admires the group's status
• One had made no prior commitment
• The person is observed.
• Reasons for conforming
1. Normative Social Influence- Influence resulting from a person's desire to gain approval or avoid disappointment.
2. Informational Social Influence- Influence resulting from one's willingness to accept other's opinions about reality.

• Obedience
• Milgram's Experiment
• Social Facilitation
• Improved performance of tasks in presence of others.
• Occurs with simple or well learned tasks.
• Not with tasks that are difficult or not yet mastered. 
• Social Loafing
• The tendency for people in a group to exert less effort when pooling efforts toward a common goal than if they were individually accountable.

• Deindividuation
• The loss of self- awareness and self- restraint occurring in group situations that foster arousal and anonymity.
• Group Polarization 
• The concept that a group's attitude is one of extremes and rarely moderate. 
• Group Think
• The mode of thinking that occurs when the desire for harmony in a decision- making group overrides common sense.
• Self- Fulfilling Prophecies
• Occurs when one person's belief about others leads one to act in ways that induce the others to appear to confirm the belief. 

02/14/14 Social Psychology

• Social Psychology- the study of how we think about, influence, and relate to one another.

• Social Thinking- how do we think about one another.
• Attribution Theory- The idea that we give a casual explanation for someone's behavior.
• We credit that behavior either to the situation or to the person's disposition.
• Fundamental Attribution Error
• The tendency to underestimate the impact of a situation and overestimate the impact of personal disposition.
• Attitudes- A belief or feeling that predisposes one to respond in a particular way to something.

• Foot- In- The- Door Phenomenon
• The tendency for people who have first agreed to a small request to comply later with a larger request.
• Door- In- The Face Phenomenon
• The tendency for people who say no to a huge request, to comply with a smaller one. 
• Cognitive Dissonance Theory 
• We do not like when we have either conflicting attitudes or when our attitudes do not match our actions.
• When they clash, we will change out attitude to create balances.