Psychology 3740F/G Chapter Notes - Chapter 7: Psych, Cognitive Dissonance, Antireligion
In addition, participants were more likely to assume that new beans were negative when they looked like bad beans than to assume that new bans were positive when they looked similar to good beans: aka avoidance behaviour. Self-perception theory to the extent that internal cues are weak, ambiguous or uninterpretable, the individual is functionally in the same position as the outside observer. Albarracin and wyer: tested whether the mere belief in having performed a behaviour is sufficient enough to shape attitudes. Practical demonstrations: sales tricks and turning play into work. Self-perception may help to explain the sales effect of foot in the door technique": reflects the idea that a slight act of compliance increases likelihood of complying with a larger request. The researchers believed they would convince themselves it was not that bad: the researchers found that post initiation discussion group was rated more positively in the severe condition than in the mild condition, aka effort justification effect.