PSY 150 Lecture Notes - Lecture 13: Fundamental Attribution Error, Normative Social Influence, Cognitive Dissonance
Document Summary
Peripheral route persuasion- occurs when people are influences by incidental cues, such as a speaker"s attractiveness. Central route persuasion- occurs when interested people focus on the arguments and respond with favorable thoughts: actions affect attitudes. Foot-in-the-door phenomenon- the tendency for people who have first agreed to a small request to comply later with a larger request. Role- a set of expectations about a social position , defining how those in the position ought to behave. Cognitive dissonance theory- the theory that we act to reduce the discomfort we feel when two of our thoughts are inconsistent. For example, when we become aware that our attitudes and out actions clash, we can reduce the resulting dissonance by changing our attitudes. Social influence: cultural influence, culture- the enduring behaviors, ideas, attitudes, values, and traditions shared by a group pf people and transmitted from one generation to the next, variation across cultures. Norms- an understood rule for accepted and expected behavior.
