Information Processing Goals: memory organization differnet depending on prime (impression formation or or remeber facts)

Achievement: people have more effort when primed with achievement

Interpersonal goals: people cooperate more when primed with affiliation, also when told to cooperate, effects are additive

GOALS CAN BE PRIMED, ENVIRONMENT CAN INFLUENCE GOALS

People can fulfill goals without being conscious of having them.

A REVIEW PAPER OF EVERYTHING ABOUT UNCONCIOUS GOALS

"Unconscious Will": Positive incentives and negative disincentives--positive increases goal selection (makes you want to do it more), negative decreases (makes you want to do it less)

SUBLIMINAL=SUPRALIMINAL

Unconscious goals and conscious goals both lead to same outcomes, task resumption, persistence, and mood consequences (you get sad when your goal is impossible, but not when you arent primed to do the goal)

Both goal and incentive (positive stimuli) can be activated unconsciously and drive motivated behavior

Positively valenced stimuli that prime action (prime extertion+positive) cause greater effort in squeezing hand grip, more effort and faster at squeezing

Perception: fast, decreases quickly

Motivation: increases over time until the goal is pursued

Project your own motives onto others

- if you are doing something that you think is wrong, you will be harsher when other people do the same thing (think: politicians everywhere)

- easy to do because the behavior is relevant and easy to access

Prime with breifcase (competitive) or backpack (cooperative).

Prisoners dilemma game

Olfactory priming:

- when people smell cleaners (low levels) they are more likely to list cleaning their room as something they want to do later (primes goal)

- More likely to clean their crumbled biscuit

When we have a goal that is specific to a significant other (friend, mom, etc), then when the person is primed, we active the goal we have when we are with them

- if you have the goal to make mom proud, and are primed with mom, same effects as acheievement prime

- goal for fun with friend prime

- primed with friend: more likely to cooeprate (than co-worker prime) bc goal for friend is active

POWER

- people who find sexual agression attractive only rate the confederate as hot when they are primed with power

- people who dont find sexual agression attractive always rate the confederate as pretty hot even without the prime

Power doesnt corrupt everyone

- Communal (SELFLESS) vs. Exchange (SELFISH)

- get more like your personality when primed with power

- Communal people get less racist with power prime, and more concerned with social approval

-Exchange people get less concerned with social approvale with power prime (no racism change)

- Communal people do more chores with power prime (self-less), exchange do less (self-ish)

Different mindsets for different situations

- 9/11: Conservatives WANT REVENGE (intuituve procesutor), liberals WANT TO UNDERSTAND WHY (intuitive scientist)

- We all have many different social motivations, that can have conflicts even within the self: PRO LIFE (intuitive theologian), PRO DEATH PENALTY (intuitive prosecutor)

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Compensatory Motivations: Primes set up beavhior in the opposite direction

- when primed with social exclusion, we want to affiliate

- we are not aware of the reason for the compensatory behavior

Compensatory behavior

- Macbeth effect

- when primed with guilt, have desire to wash away sins (not to be more quily/do bad things)

- people are more likely to help when primed with guilt

Compensatory Mechanisms

- threat to self esteem triggers restoring self esteem: people become more racist in order to relatively increase their self worth (stereotype even in conditions where they normally wouldnt in Gilbert)

- threat was being insulted (decrease self esteem)

Need states trigger motivations

- strognest motivations are for survival (thirst, rest, hunger)

- cyclic: have an effect when active

- increase in strenght until they are met, then they turn off (Atkinson & Birch LIKE MOTIVATIONAL GOALS not perceptual)

-Hot needs are activate over cooler planning needs that were made when the survival motivations were met

-Implicit Attitudes are effects by needs states: can be moved around

- smokers who want to quit relate smoking to negative attitdes when needs are met, but when they are craving nicotine they relate the cigarettes to positive attitudes

System Justification Theory

- people who are the worst off in the current situation show the strongest support of the gov/status quo

- defense from perceived threats

Compensatory Control Mechanism

- support from external sources (god, gov) makes up for lack of felt internal (personal) control

- when we doubt ourselves, we look to gov and religion

-needfor order helps manage threats

(uncertainty threat in political conservatism)

-PEOPLE WHO REMEMBERED A TIME OF LOW PERSONAL CONTROL RATED THEMSELVES AS MORE RELIGIOUS (as controller, not just creator) AND MORE SUPPORTIVE OF GOV

- Digust: WANT TO EXPEL (push away)--low selling and low buying (bc you dont want new or old things)

- Sadness: WANT CHANGE= low selling, higher buying (want new things and to get rid of old)

- PLAY SAD MUSIC IN STORES NOW (Bargh aside)

AGENTIC SELF

1) GOALS ACTIVE OUTSIDE AGENTIC SELF

2) OUTSIDE OF CONSIOUS CONTROL

3) GOALS HAVE SAME OUTCOMES WHEN CONSCIOUS AND UNCONSCIOUS

- goals that you can do get stronger, those you cant diminish

THE STUDY: Ego-depletion. When subjs smell cookies but are asked to eat radishes it requires a lot of self control which leads to lower ability later--more difficult to do puzzle/anagrams/make any action. (we have limited seld-control, gets depleted quickly--acts of will make you incapable of self control)

Ironic Process Theory

- When you tell yourself not to do something you are more likely to do it (DONT THINK ABOUT POLAR BEARS)

- Only works with the negative

- only way to not do something requires you to be aware of what you arent going to do--hold it in your mind, easy to access

- Actually more likely to do the unwanted thing when you are distracted

Waiter-Reporter Study

- person either interviewing for waiter (should be polite) or reporter position (should be rude/aggressive)

- new person comes in and is either polite or agressive

- asked to rate new person: when evaluating the waiter they liked the polite person, when evaluating the reporter they preferred the rude person

-USE GOALS OF SESSION IN IMPRESSION FORMATION (even though new person is not the one being interviewed)

People give more money when the goal to help is still active. When they are told that the task is over, they are less likely to give money (or time by helping with a project)

Evaluate people based on how much they facilitate your active goals

- our evaluations of people are dependent on how helpful they are (if we dont need someone to rely on, you can leave them/break up with them)

-MISTTRIBUTE loss of closeness: we grew apart, not "I gradated from law school and dont need him anymore"

- we think of people differently depending on our current goal

-we like people who are helping us do the current goal (study while in school--instrumental friends)

- more likely and faster at approach reaction for helpful friends

- rate people as closer friends when they are helping goal

Undesirable goal turn-off effect

- hire for stereotypically male job

- when first asked about blatantly sexist comments, they are more likely to pick the male for the job because they have already completed the goal of looking anti-sexist by combating the sexist comment

- when given the opportunity to not appear racist (why they support Obama) they are less likely to give to AF AM charity (already fulfilled goal)

- "fill moral bank account" then turn off goal

Selfish Gene Theory

- we are built to help family (inclusive fitness)

-unit of control

- goals can operate with awareness

- active goal is not the same as conscious intention

CHANGE: Sherman & Chassin: smoking study--implicit goals change based on active need state

CREATE: Spencer & Fein 1998:goal increase self esteem changes use of stereotypes

Bean bag toss onto gift cards: throw worse (too short) when gift card is worth a lot. Because gift card seems bigger in your perception and desire, so you throw closer because it looks closer

THE GOAL LOOMS LARGER: desirability CHANGES PERCPETION (top-down)

Unconcious thought theory

- Simple: conscious better (think about the decision-which car is your fav)

-Complex: unscious is better (have distracting task--told they will pick car after anagram)

- DECISION EXAMPLES: buying a car, rating roommates, things with multiple dimension

- consciousness better for small decisions because slower and lower capacity, while unconcious is faster, high capacity in parallel. UCS better for needing to rank many things

- PEOPLE ARE HAPPIER WITH THEIR DECISION WHEN MADE IN THE RIGHT MODE (Ikea effect)

- UCS thought produces better decisions for roommate choices (7 min waiting better than 2 min waiting)--more time to do the right weighting. Polarizes alternatives. UCS not constrained by reality or the present=better decision making

Communication

- subjective experience of consciousness (we think of our conscious as another person: keep good relationships with internal consitutents)

Trying to remember somehting that you know that you know

- UCS is always wokring on it--it will eventually pop up (INCUBATION EFFECT)

Creative Process

- INCUBATION EFFECT

- the right answer will come when yo least expect it

- sleeping, while shaving

- BUT ALWAYS AFTER MUCH CONSCIOUS THOUGHT ABOUT THE SAME PROBLEM

Telling people the rule procudes immediate perfect choice, but if they have to learn the rule themselves it takes so much time.

- ADVANTAGE OF CONSICOUS SYSTEM: TEACH RULES TO OTHERS so we dont all have to figure it out for ourselves. FAST. ACCURATE.

Hearing action verbs activates premotor cortex and working memory structures to carry out the action

-NOT OBLIGATORY, just increased likelihood

motor programs are part of the meaning of verbal items that represent action

- POTENTIAL FOR MIND CONTROL (connection of verbs and actions, prime verbs?)

1) Gentic: general motives (survival and reproduction)

2) Cultural: local knowledge and rules that you soak up that are specific to where you are living (amount of gravity effects spinal cord and language spoken effects language learned)

3) Learning: even more specific (BIRD AND NIGHT SKY). norms from parents and neighboorhood (not whole culture)

Stereotype threat: MATH gender/ethnicity

- same effects with 5 and 10 year olds as adults

-Asian girls better when remeber Asianess, worse when think about gender

- DIDNT THINK EFFECTS WOULD SHOW UP THIS EARLY

Prime 8-month olds by showing relevant dimension

- BY SHOWING THERE ARE MULT COLORS, INFANTS GET BETTER AT OBJECT PERMANANCE (it would be weird to have one booba become a different color)

- priming can cue us in to what is important/relevant

Primed affiliation in 18-month olds

- help more when see 2 dolls facing each other (compared to blocks or people facing away)

- cues them to what the right behavior is

- COOPERATION SPECIAL/ADAPTIVE (Tomasello)

Cognitive Dissonancein children and monkeys

- once you chose one thing over another, the unchosen one becomes devalued

- preference ranking task

- IF pick blue over red, then given red vs green choice more likely to pick green

- less complex than previously thought

found cognitive dissonance in amnesics

- dont even remember first choice, but still rate unchosen one lower than novel one

- unconcious process to avoide cognitive dissonance

Kids have explicit ingroup preference than decrease with age

- kids and adults have same level of implicit race bias

- implicit bias is not dependent on a lot of experience

- group satus (ingroup/outgroup) is important, not race

- if race doesnt correspond to group, we like ingroup, no in-race

Scaffolding

-new processes build on exisiting information processing structures

- consciousness as relatively late in development after earlier unconcious process

- higher mental processes are grounded in early experience of the physical world

- ABSTRACT SOCIAL GOALS ARE GROUNDED IN EVOLVED CONCRETE GOALS (such as the warmth metaphor, psychological distance)

Evolved motives exist at birth

- survival, safety, reporduction, stauts (innate goals)

- make use of a few tricks, not 1000s of separate problems to solve @font-face { font-family: "Times New Roman"; }@font-face { font-family: "Courier New"; }@font-face { font-family: "Wingdings"; }p.MsoNormal, li.MsoNormal, div.MsoNormal { margin: 0in 0in 0.0001pt; font-size: 12pt; font-family: "Times New Roman"; }table.MsoNormalTable { font-size: 10pt; font-family: "Times New Roman"; }div.Section1 { page: Section1; }ol { margin-bottom: 0in; }ul { margin-bottom: 0in; }

o      Connects evolutionary idea of evolved goals and motives to social cognition—direct attention to relevant features and threats to the goal (Do not do these things consciously)

- people were asked to say when they wanted to move their finger

- brain reaction before the subjs recorded their intention (BRAIN READINESS POTENTIAL)

- unconscious even before the conscious intention to act (by 400 ms)

FOR ME TO BELIEVE I CAUSED SOMETHING

1) I need to have intended it before it happens

2) The outcome has to be consitent with my intention

3) I need to be the exclusive cause of it happening

I SPY GAME

- people think they cause the mouse to land on the picuture only when it happens right after they hear the word (not before, and not a long time after)

- intentionally ratings

Dimensions of mind perception

- AGENCY (self control/morality/memory/emotion/though) vs EXPERIENCE (ability to have feelings)

- both are important, we dont want to harm either, and we think they have soul

- High agency/low experience: GOD

- low agenct/high expereince: ANIMAL/FETUS

- higher in agency=deserve punishment (more responsible for a persons death)

- higher in experience=difficult to harm (which is harder to cause pain to?)

- MORAL AGENTS: high agency, MORAL PATIENTS: high experience

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- Does consciousness matter

-       Opposite of what people would have asked in the past—now seen as relevant

-       Narrow the scope for which conscious thought is needed

-       Conscious thought as another way to operate the machine

-       Reject extreme views

o      More than just priming effects, your conscious thoughts can change what you do—opposed to strong views of Wegner

consciousness is for communication and cultural interaction.

- internet metaphor: ALONE we are like one computer (have knowledge and memory), but when we connect to the internet it is like culutre (learn A LOT more, A LOT faster)

Important for communication

/ cooridnation

- Time travel (think about past, plan for future)

- adaptive skills for ones enviornment (genetic/culture/learning)

Cooperation and Coordination

- motivation to share our psychologial states with others

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o      We want to communicate our state to others, need ability and motivation

§       Other animals might have the ability, but they don’t have the motivation to share their mental and psychological states with one another

§       In the 1990s said it was theory of mind, but now parrots are shown to have TOM, so he changed his hypothesis—ability to coordinate is not found in other species, but is found in kids

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o      Have to map what you know to what the person you are communicating with knows

§       Speak differently to a 3 year old than a 5 year old, etc

§       You can take any child and after talking to them get to know what they know and how they act

§       Have conform to each new conversation partner

- not radical behaviorism

- automaticty as a type of determinism

Can be multiple reasoning for subliminality: too fast, not paying enough attention

Subliminal stimuli have big effects: on judgment and behavior

Same effects for supraliminal and subliminal--but WE THINK we can control things that are conscious, but in reality we need the right theory, which we rarely have

Probablistic Reasoning of determinism

- priming is NOT OBLIGATORY, but makes somehting more probable

We should not draw conclusions that lead people to think that they have no free wil because it will make them think they are not responsible for their actions and then they will do immoral things.

WHEN DO WE NOT DO CERTAIN SCIENCE/NOT TELL PEOPLE ABOUT CERTAIN RESULTS?

Feeling free makes people more likely to help others, feeling lack of free will increases agression and reduces helpfulness= positive illusion

AGAIN, SHOULD WE DO THIS RESEARCH/TELL PEOPLE ABOUT IT?

Completing or failing to complete unconscious goals effects self esteem

After failing to achieve an unconcious goal people are motivated to boost self esteem

We dont know where the unconscious processes are located--scientists should pool knowledge

Look at olfactory system: argue for its importance

Many people still view the unconcious as lower than the conscious, need to change this

Review the important studies--like how unconcious is not hotwiring car

separate unconcsious systems: perceptual, motivation, evaluative.

unconscious preceeds conscious