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9 Cards in this Set
- Front
- Back
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attitude
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a favorable or unfavorable evaluative reaction toward something or someone, exhibited in one`s beliefs, feelings, or intended behaviour
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role
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set of norms that define how people in a given social position ought to behave
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foot in the door phenomenon
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tendency to agree to a large request after first agreeing to a small one
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low-ball technique
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people who comply with an initial request will tend to comply with the request even after the requester ups the ante
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cognitive dissonance
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tension that arises when one is simultaneously aware of two inconsistent cognitions
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insufficient justification effect
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reduction of dissonance by internally judtifying one`s behaviour when external justification is `insufficient`
ex- those paid $20 had less dissonance; those paid $1 had more, and were thus more likely to say that they enjoyed the boring experiment |
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self-perception theory
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when unsure of our attitudes, we infer them much like we would someone observing us - by looking at out behaviour and the circumstances under which it occurs
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overjustification effect
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the result of bribing when people already like what they`re doing
-they may see their action as externally controlled rather than intrinsically appealing -old man grass ex. |
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self-affirmation theory
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theory that people often experience selfimage threat after engaging in an undesirable behaviour, they conpensate for this threat by affirming another aspect of the self
-threaten one`s self-concept in one domain, and they will compensate either by refocusing or by doing good deeds in some other domain ex- If you show me how I cannot sing, I’ll go and play guitar even more, which I know I am better at. |
