PS102 Lecture Notes - Lecture 13: Social Cognition, Classical Conditioning, Fundamental Attribution Error
Document Summary
Social cognition: how people perceive, interpret and categroize their own and others" social behaviour. Attitudes: positive or negative evaluative reactions toward a stimulus. Attitudes have strongest in uence on behaviour when: Central route: going directly through rational mind, in uencing attittudes with evidence and logic. Peripheral route: changing attitudes by going around the rational mind and appealing to fears, desires, associations. Foot in door technique: get them to agree to something small so they will agree to something larger later on. Door in face technique: ask them for something large, expecting a rejection, so that they are more likely to agree to a smaller request. Theories of attitude change: dissonance theory, when behaviour changes attitudes. Self-perception theory: when we are uncertain about our attitudes, we infer what they are by observing our behaviour. Implicit attitude: which the individual is unaware. Stereotypes: generalized impressions based on social categories. May be positive or negative (age, race, beliefs)
