PSY-2012 Lecture Notes - Lecture 2: Bipolar Disorder, Genetic Predisposition, Aaron T. Beck
Document Summary
The scientific study of how people influence our behavior, beliefs, and attitudes. Fundamental attribution error- the tendency to overestimate the effect of dispositional influences on other people"s behavior: attributions affect our analysis of behavior. Attitudes- belief that includes an emotional component- may predispose us to respond in a particular way to objects, people, and events. Foot in the door- the tendency for people who first agree to a small request to comply later with a larger request: salespeople often exploit this tendency to persuade us. Door in the face- someone makes a huge request that will be rejected then ask for a smaller request which will be offered. Low ball- price is for a lower price then is larger at the store. Bait and switch- products are at a lower price and sold out. Salespeople try to make them buy a more expensive product.
