PSY-2012 Lecture Notes - Lecture 13: Fundamental Attribution Error, Social Proof, Cognitive Dissonance
Document Summary
Social psychology- the scientific study of how people influence our behavior beliefs and attitude. The fundamental attribution error is the tendency to overestimate the effect of dispositional influences on other people"s behavior (underestimating situational influences). Attitude- belief that includes an emotional component-may predispose us to respond in a particular way to objects, people, and events. Foot-in-the-door phenomenon- tendency for people who first agree to a small request to comply later with a larger request. Door-in-the-face- ask for bigger to make the smaller sound more reasonable. Low-ball technique- where item is offered at lower price that should be but they throw in other things to charge you for- make first suggestion attractive and next reasonable. Bait and switch: what is the central claim of cognitive dissonance theory, the theory that we act to reduce the discomfort we feel when two of our thoughts are inconsistent.
