PSYC 215 Chapter Notes - Chapter 4: Ambivalence, Mind Control, Stanford Prison Experiment
11 Mar 2013
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Attitude: a favourable or unfavourable evaluative reaction toward something or someone, exhibited in one"s beliefs, feelings, or intended behaviour. Role: a set of norms that define how people in a given social position ought to behave. Gender role: a set of behaviour expectations (norms) for males and females. Foot-in-the-door phenomenon: the tendency for people who have first agreed to a small request to comply later with a larger request. Low-ball technique: a tactic for getting people to agree to something. People who agree to an initial request will often still comply when the requester up the ante. People who receive only the costly request are less likely to comply with it. Cognitive dissonance: tension that arises when one is simultaneously aware of two inconsistent cognitions. For example, dissonance may occur when we realize that we have, with little justification, acted contrary to our attitudes or made a decision favouring one alternative despite reasons favouring another.
