7.1 Initial Attraction

Learning Objectives

  1. Summarize the variables that lead to initial attraction between people.
  2. Outline the variables that lead us to perceive someone as physically attractive, and explain why physical attractiveness is so important in liking.
  3. Describe the ways that similarity and complementarity influence our liking for others.
  4. Explain how proximity influences liking.

Physical Attractiveness

Although it may seem inappropriate or shallow to admit it, and although it is certainly not the only determinant of liking, people are strongly influenced, at least in initial encounters, by the physical attractiveness of their partners (Swami & Furnham, 2008). Elaine Walster and her colleagues (Walster, Aronson, Abrahams, & Rottman, 1966) arranged a field study in which college boys and girls were randomly paired with one another at a “computer dance.” After the partners had danced and talked for a couple of hours, they were interviewed separately about their own preferences and characteristics as well as about their perceptions of their date. Walster and her colleagues found that the only important determinant of participants’ liking for their date was his or her physical attractiveness. None of the other characteristics—even the perceived intelligence of the partner—mattered.

Perhaps this finding doesn’t surprise you too much, given the importance of physical attractiveness in our culture. Movies and TV shows feature attractive people, TV ads use attractive people to promote their products, and we spend millions of dollars each year to make ourselves look more attractive. Even infants who are only a year old prefer to look at faces that adults consider attractive rather than at unattractive faces (Langlois, Ritter, Roggman, & Vaughn 1991).

People who are attractive are also seen as having a variety of positive characteristics, and these traits are activated quickly and spontaneously when we see their faces (Olson & Marshuetz, 2005; van Leeuwen & Macrae, 2004). Attractive people are seen as more sociable, altruistic, and intelligent than their unattractive counterparts (Griffin & Langlois, 2006). Attractive people also have more choices of sex partners (Epstein, Klinkenberg, Scandell, Faulkner, & Claus, 2007), are more likely to be offered jobs (Dubois & Pansu, 2004), and may even live longer (Henderson & Anglin, 2003). This has sometimes been referred to as an attractiveness halo effect.

Similarity: We Like Those Who Are Like Us

Although it is a very important variable, finding someone physically attractive is of course only the first stage in developing a close relationship with another person. If we find someone attractive, we may want to pursue the relationship. And if we are lucky, that person will also find us attractive and be interested in the possibility of developing a closer relationship. At this point, we will begin to communicate, sharing our values, beliefs, and interests, and begin to determine whether we are compatible in a way that leads to increased liking.

Relationships are more likely to develop and be maintained to the extent that the partners share values and beliefs. Research has found that people tend to like and associate with others who share their age, education, race, religion, level of intelligence, and socioeconomic status. It has even been found that taller people tend to like other tall people, that happy people tend to like other happy people, and that people particularly enjoy others who have the same birthday and a similar sense of humor (Jones, Pelham, Carvallo, & Mirenberg, 2004; Pinel, Long, Landau, Alexander, & Pyszczynski, 2006). One classic study (Newcomb, 1961) arranged for male undergraduates, all strangers, to live together in a house while they were going to school. The men whose attitudes were similar during the first week ended up being friends, whereas those who did not initially share attitudes were significantly less likely to become friends.

Why Does Similarity Matter?

Similarity leads to attraction for a variety of reasons. For one, similarity makes things easier. You can imagine that if you only liked to go to action movies but your girlfriend or boyfriend only liked to go to foreign films, this would create difficulties in choosing an evening activity. Things would be even more problematic if the dissimilarity involved something even more important, such as your attitudes toward the relationship itself. Perhaps you want to have sex but your partner doesn’t, or perhaps your partner wants to get married but you don’t. These dissimilarities are going to create real problems. Romantic relationships in which the partners hold different religious and political orientations or different attitudes toward important issues such as premarital sex, marriage, and child rearing are of course not impossible—but they are more complicated and take more effort to maintain.

In addition to being easier, relationships with those who are similar to us are also reinforcing. Imagine you are going to a movie with your very best friend. The movie begins, and you realize that you are starting to like it a lot. At this point, you might look over at your friend and wonder how she is reacting to it. One of the great benefits of sharing beliefs and values with others is that those others tend to react the same way to events as you do. Wouldn’t it be painful if every time you liked a movie, your best friend hated it, and every time she liked it, you hated it? But you probably don’t need to worry too much about this, because your friend is probably your friend in good part because she likes the same things you like. Odds are that if you like the movie, your friend will too, and because she does, you can feel good about yourself and about your opinions of what makes a good movie. Sharing our values with others and having others share their values with us help us validate the worthiness of our self-concepts. Finding similarities with another makes us feel good and makes us feel that the other person will reciprocate our liking for them (Singh, Yeo, Lin, & Tan, 2007).

Status Similarity

We all naturally want to have friends and form relationships with people who have high status. We prefer to be with people who are healthy, attractive, wealthy, fun, and friendly. But our ability to attract such high-status partners is limited by the principles of social exchange. It is no accident that attractive people are better able to get dates with other attractive people, or that men with more money can attract more attractive women. The basic principles of social exchange and equity dictate that there will be general similarity in status among people in close relationships because attractiveness is a resource that allows people to attract other people with resources (Kalick & Hamilton, 1986; Lee, Loewenstein, Ariely, Hong, & Young, 2008). You can do the test for yourself. Go to a movie or a concert, and watch the couples who are together. You’ll find that the attractive people are together, as are the less attractive ones. It seems surprising to us when one partner appears much more attractive than the other, and we may well assume that the less attractive partner is offering some type of (perhaps less visible) social status in return.

There is still one other type of similarity that is important in determining whether a relationship will grow and continue, and it is also based on the principles of social exchange and equity. The finding is rather simple—we tend to prefer people who seem to like us about as much as we like them. Imagine, for instance, that you have met someone and you are hoping to pursue a relationship with them. You begin to give yourself to the relationship by opening up to the other person, telling him or her about yourself and making it clear that you would like to pursue a closer relationship. You make yourself available to spend time with the person and contact him or her regularly. You naturally expect the same type of behaviors in return, and if the partner does not return the openness and giving, the relationship is not going to go very far.

Relationships in which one person likes the other much more than the other likes him or her are inherently unstable because they are not balanced or equitable. An unfortunate example of such an imbalanced relationship occurs when one individual continually attempts to contact and pursue a relationship with another person who is not interested in one. It is difficult for the suitor to give up the pursuit because he or she feels passionately in love with the other, and his or her self-esteem will be hurt if the other person is rejecting. But the situation is even worse for the person who is being pursued because they feel both guilty about rejecting the suitor and angry that the suitor continues the pursuit (Baumeister & Wotman, 1992). Such situations are not uncommon and require that the individual who is being pursued make it completely clear that he or she is not interested in any further contact.

There is a clear moral to the importance of liking similarity, and it pays to remember it in everyday life. If we act toward others in a positive way, this expresses liking and respect for them, and the others will likely return the compliment. Being liked, praised, and even flattered by others is rewarding, and (unless it is too blatant and thus ingratiating) we can expect that others will enjoy it.

In sum, similarity is probably the most important single determinant of liking. Although we may sometimes prefer people who have different interests and skills from ours (Beach, Whitaker, Jones, & Tesser, 2001; Tiedens & Jimenez, 2003), when it comes to personality traits, it is similarity that matters—complementarity (being different from the other) just does not have much influence on liking.

Proximity

If I were to ask you who you might end up marrying (assuming you are not married already), I would guess that you’d respond with a list of the preferred personality traits or an image of your desired mate. You’d probably say something about being attractive, rich, creative, fun, caring, and so forth. And there is no question that such individual characteristics matter. But social psychologists realize that there are other aspects that are perhaps even more important.

Consider this:  You’ll never marry someone that you never meet!  Although that seems obvious, it’s also really important. This means that you are likely to marry someone who’s pretty similar to you because, unless you travel widely, most of the people you meet are going to share your cultural background and therefore have some of the values that you hold. In fact, the person you marry probably will live in the same city as you, attend the same college, take similar classes, and be pretty similar to you in most respects (Kubitschek & Hallinan, 1998).

Although meeting someone is an essential first step, simply being around another person also increases liking. People tend to become better acquainted with each other when the social situation brings them into repeated contact. This is the basic principle of proximity liking. For instance, research has found that students who sit next to each other in class are more likely to become friends, and this is true even when the seating is assigned by the instructor (Back, Schmukle, & Egloff, 2008). Festinger, Schachter, and Back (1950) studied friendship formation in people who had recently moved into a large housing complex. They found not only that people became friends with those who lived near them but that people who lived nearer the mailboxes and at the foot of the stairway in the building (where they were more likely to come into contact with others) were able to make more friends than those who lived at the ends of the corridors in the building and thus had fewer social encounters with others.

Adapted from “Chapter 8.1: Initial Attraction” of Principles of Social Psychology, 2015, used according to creative commons CC BY-NC-SA 4.0

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