Attraction

Chapter 5
 Social Exchange Theories of
Attraction
• Social Exchange:
- Cost-benefit Analysis

Rewards Costs
 Similarity
• Phantom Other
Technique

• Reasons:

5
 Familiarity
• Mere Exposure Effect

• Moreland & Beach Study (4 women attend

class)
0
5
10
15 (rated most attractive)
 Reciprocity
• Liking those who like us.
Aronson & Linder Study
- consistent positive feedback
- consistent negative feedback
- positive becomes negative
- negative becomes positive
Liking highest in which condition?
 What is attractive?
Composite of:

2 faces 8 faces
32 faces

5
 Physical Attractiveness
• How important are looks?
- Walster Study at University of Minnesota
- Men vs. Women
• Why is it important?
- Beauty Equals Goodness Hypothesis
 Attractiveness
• The Matching
Hypothesis

• HOTorNOT.com Study
 Evolutionary Perspective
• Trivers ‘s Theory of Parental Investment
• Reproductive Strategies
Women-

Men-

Similarities:
 Attraction & Situations

• Classical Conditioning

• Arousal
- Dutton & Aron

- misattribution of
arousal

5
 Attraction & Situations
• Proximity- ability to interact
- closer in proximity more likely to form
friendships
 Signaling Availability & Interest
• Signals:

• Proceptivity

• Behavioral Synchrony
 Relationship Development
• Social Penetration Theory
1. Self-Disclosure
- breadth
- depth
2. Timing of disclosure