PSY 2012 Lecture Notes - Lecture 10: Cognitive Dissonance, Impression Management, Ultimate Attribution Error

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18 Jul 2017
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Unpleasant mental experience of tension resulting from two conflicting thoughts or beliefs. Theory that we acquire our attitudes by observing our behaviors impression management theory. Theory that we don"t really change our attitudes, but report that they have so that our behaviors appear consistent with our attitudes. Persuasive technique involving making a small request before making a bigger one. Persuasive technique involving making an unreasonably large request before making the small request were hoping to have granted. Persuasive technique in which the seller of a product starts by quoting a low sales price and then mentions all of the ad-on costs once the customer has agreed to purchase the product. Persuasive technique in which we convince someone to perform a favor for us by telling them that they are free not to do it. The drawing of negative conclusions about a person, group of people, or situation prior to evaluating the evidence.

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