PSYC 1000 Lecture Notes - Lecture 20: Binge Drinking, Social Forces, Condom

• School: University of Guelph
• Department: Psychology
• Course: PSYC 1000
• Professor: Benjamin Giguere

Document Summary

2. 1 what is persuasion (directly trying to change behaviour: direct attempt to change someones attitude, attitudes can also be changed indirectly such as when compliance leads to cognitive dissonance. Being consistent and honouring commitments: consistency and commitment are values; they allow us to function all together, ex. hypocrite vs. rational and honesty, help us function, ex. decreases cognitive load. What is the foot-in-the-door technique: make a small request that is likely to be accepted to get the person to commit to an action plan, follow it by a larger request. Can commitment resist change: attractive ads get you there, the rst offer seems great, but the nal price is much higher, you just got low balled, most evil sales technique. A middle ground: delivering a positive bene t for individuals and society, rather than for commercial pro t or private gain. Why focus on attitudes and norms: we expect them to motivate behaviour.