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Chapter 4 David Myers 9th ed
Social Psychology
12
Psychology
10/01/2008

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Term
attitude
Definition
a favorable or unfavorable evaluative reaction to something/someone
Term
ABC's of attitude
Definition
A = Affect
B = Behavior Tendency
C = Cognition
Term
Role
Definition
set of norms that defines how people in a given social situation ought to behave
Term
low-ball technique
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
Term
foot-in-the-door phenomenon
Definition
tendency for people who have first agreed to a small request to comply later with a larger one
Term
Cognitive Dissonance
Leon Festinger (1957)
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.
Term
Insufficient Justification Effect
Definition
Reduction of Dissonance by internally justifying one's behavior when external justification is 'insufficient"
Term
Self-perception theory
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
Term
overjustification effect
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.
Term
Self-Affirmation Theory
Claude Steel (1988)
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.
Term
When Attitudes Do Predict Behavior
Definition
Social Influences are Minimal
Other Influences on Behavior are Minimal
Attitudes are specific to the behavior
Attitudes are potent
Term
When does behavior affect our attitudes
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