Term
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Definition
| a favorable or unfavorable evaluative reaction to something/someone |
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Term
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Definition
A = Affect
B = Behavior Tendency
C = Cognition |
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Term
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Definition
| set of norms that defines how people in a given social situation ought to behave |
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Term
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Definition
| a tactic for getting people to agree to something. people who agree to an initial request will often still comply when the requester ups the ante. People who receive only the costly request are less likely to comply |
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Term
| foot-in-the-door phenomenon |
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Definition
| tendency for people who have first agreed to a small request to comply later with a larger one |
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Term
Cognitive Dissonance
Leon Festinger (1957) |
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Definition
| Tension that arises when one is simultaneously aware of two inconsistent cognitions. For example, Dissonance may occur when we realize that we have, with little justification, acted contrary to our attitudes or made a decision favoring one alternative despite reasons for favoring another. |
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Term
| Insufficient Justification Effect |
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Definition
| Reduction of Dissonance by internally justifying one's behavior when external justification is 'insufficient" |
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Term
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Definition
| The theory that when we are unsure of our attitudes we infer them much as would someone observing us, by looking at our behavior and the circumstances under which it occurs |
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Term
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Definition
| the result of bribing people to do what they already like doing; they may then see their actions as externally controlled rather than intrinsically appealing. |
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Term
Self-Affirmation Theory
Claude Steel (1988) |
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Definition
| A theory that (a) people often experience a self-image threat, after engaging in an undesirable behavior; and (b) they can compensate by affirming another aspect of the self. Threaten people's self-concept in one domain and they will compensate either by refocusing or doing good deeds in some other domain. |
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Term
| When Attitudes Do Predict Behavior |
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Definition
Social Influences are Minimal
Other Influences on Behavior are Minimal
Attitudes are specific to the behavior
Attitudes are potent |
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Term
| When does behavior affect our attitudes |
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Definition
what we say/write
foot-in-the-door
we justify what we've done (even if its wrong)
We believe what we stand up for |
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