| Preface | p. xi |
| Introduction | |
| Aims and approaches | p. 1 |
| The topics of social psychology | p. 1 |
| Theory and data | p. 2 |
| Experimentation and observation | p. 3 |
| Theory and application | p. 5 |
| The individual and the social | p. 7 |
| Attitudes | |
| Attitudes, attraction and influence | p. 11 |
| What are attitudes? | p. 11 |
| Attitude organization | p. 13 |
| Balance theory | p. 14 |
| Cognitive complexity | p. 19 |
| Attraction and similarity of attitudes | p. 21 |
| Physical attractiveness and the 'matching hypothesis' | p. 24 |
| Reactions to personal evaluations | p. 26 |
| Consistency and change | p. 29 |
| Conformity and social influence | p. 32 |
| Groupthink | p. 36 |
| Types and techniques of influence | p. 39 |
| Persuasive language | p. 41 |
| Cognitive responses to persuasion | p. 44 |
| Unresolved issues in the 'cognitive response' approach | p. 47 |
| Conclusions | p. 50 |
| Attitudes and behaviour | p. 52 |
| Predicting behaviour from attitudes | p. 52 |
| The three-component view of attitudes | p. 53 |
| Generality versus specificity | p. 57 |
| The theory of reasoned action | p. 61 |
| Habits and past behaviour | p. 64 |
| Salience and attitude differences | p. 68 |
| Attitude accessibility | p. 72 |
| Learning and attitude-behaviour consistency | p. 77 |
| Consistency and the meaning of expressive behaviour | p. 79 |
| Conclusions | p. 82 |
| Motivation, incentive and dissonance | p. 84 |
| Intrinsic and extrinsic motivation | p. 84 |
| Cognitive dissonance theory | p. 90 |
| Forced compliance | p. 92 |
| The magnitude of incentive | p. 97 |
| Impression management | p. 100 |
| Self-perception | p. 101 |
| Response-contagion | p. 106 |
| Choice, foreseeability and responsibility | p. 111 |
| What is dissonance? | p. 117 |
| Aversive consequences and learning | p. 121 |
| Conclusions | p. 122 |
| Judgement and Inference | |
| Social judgment | p. 125 |
| Basic principles of judgment | p. 125 |
| The psychophysical approach and the concept of adaptation | p. 126 |
| The concept of frame of reference | p. 128 |
| Categorization and judgments of valued objects | p. 131 |
| Categorization and stereotyping | p. 133 |
| Illusory correlation | p. 137 |
| Accentuation, integration and intraclass differences | p. 139 |
| Categorization, particularization and prejudice | p. 143 |
| The judgment of attitudes | p. 145 |
| The assimilation-contrast model | p. 148 |
| The variable-perspective model | p. 153 |
| Accentuation theory | p. 156 |
| Evaluative language and salience | p. 159 |
| Value and perspective | p. 165 |
| Conclusions | p. 169 |
| Attribution | p. 171 |
| Impression formation | p. 171 |
| Attribution theory | p. 174 |
| Internal versus external attributions | p. 177 |
| Attribution of responsibility | p. 180 |
| Actor-observer differences | p. 183 |
| Attributions of cooperative and competitive intentions | p. 189 |
| Cognition, arousal and emotion | p. 193 |
| Attributions for success and failure | p. 198 |
| Helplessness, adjustment and depression | p. 204 |
| Attribution and addiction | p. 207 |
| What are attributions and when are they made? | p. 211 |
| Conclusions | p. 213 |
| Decisions and representations | p. 214 |
| 'Rational' decision-making | p. 214 |
| Prospect theory | p. 217 |
| Framing | p. 219 |
| Cognitive heuristics | p. 220 |
| Mindfulness/mindlessness | p. 226 |
| Memory for context | p. 229 |
| Mood and cognition | p. 232 |
| Memory and priming | p. 234 |
| Schemata | p. 237 |
| Person memory and prototypes | p. 240 |
| Self-schemata | p. 242 |
| Social representations | p. 243 |
| Conclusions | p. 250 |
| Identity and Interaction | |
| Justice, roles and obligations | p. 253 |
| The notion of equity | p. 253 |
| Intervention in emergencies | p. 257 |
| The costs of helping | p. 259 |
| The need for help and the legitimacy of demands | p. 261 |
| Limits to social obligations - the 'just world' hypothesis | p. 264 |
| Justification and derogation | p. 267 |
| Obedience | p. 275 |
| Roles and responsibility | p. 280 |
| Games and roles | p. 284 |
| Role distance | p. 287 |
| Contradiction, choice and identity | p. 288 |
| Conclusions | p. 292 |
| Social identity and intergroup processes | p. 294 |
| Deindividuation | p. 294 |
| The minimal conditions for intergroup discrimination | p. 301 |
| Discrimination between minimal groups: what function does it serve? | p. 307 |
| Comparisons between unequal groups | p. 309 |
| Tajfel's theory of intergroup behaviour | p. 316 |
| Differentiation and deviance | p. 324 |
| Minority influence | p. 327 |
| Identity and influence | p. 331 |
| From social identity to social change | p. 333 |
| Conclusions | p. 337 |
| Conclusions | |
| Achievements and prospects | p. 339 |
| Progress and fashion | p. 339 |
| The experimental method | p. 341 |
| The cognitive approach | p. 343 |
| Experience is social | p. 345 |
| References | p. 347 |
| Author index | p. 390 |
| Subject index | p. 399 |
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