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Legends in our own mind
What is Basic Human Motive #1?
People behave and think in ways that maintain high self-esteem
A compliance method in which the persuader gets a person to commit to a low-ball offer they have no intention of keeping; then the price is suddenly increased.
What is lowballing?
Reducing dissonance by bolstering one's self concept.
What is Self-Affirmation Theory?
Measures the strength of associations between concepts (e.g., black people, gay people) and evaluations (e.g., good, bad) or stereotypes (e.g., athletic, clumsy).
What is the implicit associations/attitudes test (IAT)?
The idea that when people feel their freedom to perform a certain behavior is threatened, an unpleasant state of reactance is aroused, which they can reduce by performing the threatened behavior.
What is Reactance theory?
Festinger
Who was the theorist credited with the development of Cognitive Dissonance theory, 1957
The grass is greener on whichever side of the fence you've chosen.
What is a description of post-decision dissonance?
A theory that suggests that kids should not follow in the their parent's footsteps when choosing a career.
What is self-evaluation maintenance theory?
The strength of the association between an attitude object and a person’s evaluation of that object, measured by the speed with which people can report how they feel about the object.
What is Attitude Accessibility?
Making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position
What is Attitude Inoculation?
The uncomfortable feeling when a person experiences contradictory or conflicting thoughts, attitudes, beliefs, or feelings
What is cognitive dissonance?
The idea that when people make sacrifices to pursue a goal, the effort is often rationalized by elevating the attractiveness of the goal
What is Effort Justification?
–Evaluation of people, objects, and ideas
What is an attitude?
The theory maintains that three core components, namely, attitude, subjective norms, and perceived behavioral control, together shape an individual's behavioral intentions.
What is the theory of planned behavior?
A change in one’s behavior due to the real or imagined influence of other people
What is conformity?
Real situational explanations that explain why someone engages in an inconsistent act/behavior.
What is external justification?
•Stating an opinion or attitude that runs counter to one’s private belief or attitude
What is counterattitudinal advocacy?
Affective, Behavioral, and Cognitive
What are thee 3 components of an attitude (ABCs)?
Changing attitudes by changing people's behavior.
How to change attitudes using Cognitive Dissonance theory
The study used in lecture and in the text to demonstrate informational influence.
What was Sherif's autokinetic effect study?
Changing our beliefs in order to explain our inconsistent thoughts/behavior.
What is internal justification?
The method used to reduce children's desire to play with a "forbidden" toy in the Freedman, 1965 experiment?
What is the threat of MILD punishment?
People determine their attitudes and preferences by interpreting the meaning of their own behavior.
What is self-perception theory?
a theory of persuasion that suggests that there are two different ways people can be persuaded of something, depending on how invested they are in a topic.
What is the Elaboration Likelihood Model of persuasion?
Influence is a function of Strength, Immediacy, and Number.
What is Social Impact theory?