PS270 Chapter Notes - Chapter 4: Cognitive Dissonance, Implicit-Association Test, Implicit Stereotype
Document Summary
Are we hypocrites: appearing moral without being so, what people say often differs from what they do. When attitudes predict behaviour: when social influences on what we say are minimal. Principle of aggregation: the effects of an attitude on behaviour become more apparent when we look at a person"s aggregate or average behaviour rather than at isolated acts: when attitudes specific to behaviour are examined. Theory of planned behaviour: attitudes, perceived social norms, and feelings of control together determine one"s intentions, which guide behaviour: when attitudes are potent. Forging strong attitudes through experience not hearsay. When saying becomes believing: people adapt to please their listeners then believe what they say. The 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 upset the ante.
