PSYC 1004 Lecture Notes - Lecture 5: Ingratiation, Cabbage Patch Kids
Document Summary
We resist change (b/c we like to predict, when change happens we"re not sure if we can predict, we like to be in control) We act ourselves into certain thinking, and vice versa. (if attitude diff than behavior you"ll experience cognitive dissonance/inconsistency) We return favors (ex: pay for meal of person behind you, will they do the same for person behind them?) We are more likely to comply after retreating. Ex: ask for a big sundae, settle for 2 cookies actually getting what you want. We like those who praise us and cooperate. We actively are for the people we like. We follow those who are similar and credible. Ex: if everyone else agrees, last person is most likely to agree. When asked to matching lines, everyone in front of you says a, you think b (b is correct) but you are last in line so you say a to follow.
