Foot-in-the-Door Phenomenon-<\/strong> Tendency for people who have first agreed to a small request to comply later with a larger request Low-ball technique-<\/strong> Tactic for getting people to agree to something; people who agree to an initial request will often still comply when the requester ups the ante (car dealers)<\/p>\n

Cognitive Dissonance-<\/strong> Tension that arises when one is simultaneously aware of two inconsistent cognitions (we reduce this tension by adjusting our thinking)<\/p>\n

Impression management-<\/strong> Assume that people, especially those who self-monitor their behavior hoping to create good impressions, will adapt their attitude report to appear consistent with their actions<\/p>\n

Attitude components:<\/strong><\/p>\n

Cognitively based<\/strong>– based on primarily on a person\u2019s beliefs about<\/p>\n

the properties of the attitude object; their function is \u201cobject appraisal\u201d- classify objects according to the rewards or punishments they provide<\/p>\n

Affectively based-<\/strong> Based more on people\u2019s feelings and values than on their beliefs. Two subtypes: Value-expressive function (attitude toward political candidates are generally more effectively than cognitively based) Based on Conditioning-Classical conditioning (learned association btw a neutral stimulus and an unconditioned stimulus) Operant conditioning-Learned association btw a specific behavior and reinforcement (+ or -); Don\u2019t result from rational examination of the issues; not governed by logic; often linked to people\u2019s values<\/p>\n

Behaviorally based-<\/strong> based on self-perception of one\u2019s own behavior when the initial attitude is weak or ambiguous (Bem\u2019s perception Theory)<\/p>\n

Attitude Types<\/strong><\/p>\n

Explicit<\/strong>– attitudes we consciously endorse and can easily report; measured by self-report<\/p>\n

Implicit<\/strong>– involuntary, uncontrollable, unconscious evaluations; measured by the Implicit association Test (IAT)<\/p>\n

When do attitudes predict behavior?<\/strong><\/p>\n

\n
1. Role Playing-set of norms that defines how people in a given social position ought to behave (prison study)<\/li>\n
2. When saying becomes believing- when there is no compelling external explanation for one\u2019s words, saying becomes believing<\/li>\n
3. Foot-in-the-Door phenomenon- Tendency for people who have first agreed to a small request to later comply with a larger request<\/li>\n
4. Evil and moral acts- Wartime: Actions and attitudes feed on each other; when evil behavior occurs we tend to justify it as right. Peacetime: Moral action, especially when chosen rather than coerced, affects moral thinking<\/li>\n
5. Interracial behavior and racial attitudes- racial behavior helps shape our social consciousness (by doing not saying racial attitudes were changed)<\/li>\n
6. Social movements- political and social movements may legislate behavior designed to lead attitude change on a mass scale<\/li>\n<\/ol>\n

   When persuasive communications change our attitude<\/strong><\/p>\n

   Petty and Cacioppo\u2019s elaboration likelihood model<\/p>\n

   -The central route to persuasion: people elaborate on the arguments in a persuasive communication, listen carefully to and thinking about the arguments; results in a long lasting attitude change.<\/p>\n

   -The peripheral route to persuasion: People do not elaborate on the arguments in a persuasive communication, but are instead swayed by peripheral cues or surface characteristics (e.g. who gave the speech)<\/p>\n

   Factors that encourage central route as compared to the peripheral route:<\/p>\n

   Motivation<\/strong>-the audience and the message<\/p>\n

   Personal relevance to the message<\/p>\n

   Argument quality is high<\/p>\n

   Level of need for cognition is high<\/p>\n

   The individuals desire to seek out and think about info<\/p>\n

   in their social world<\/p>\n

   Attention-<\/strong>the communicator and the message<\/p>\n

   Prevent attention loss (limit outside factors, distractions &<\/p>\n

   reduce the complexity of the communicator)<\/p>\n

   Capturing attention: Emotions (Fear arousing<\/p>\n

   communications- attempts to change people\u2019s attitudes by arousing their fears, most effective if the fear is moderate and the message provides actions for reducing fear. Particularly affectively based attitudes.<\/p>\n

    <\/p>\n","protected":false},"excerpt":{"rendered":"

   Foot-in-the-Door Phenomenon- Tendency for people who have first agreed to a small request to comply later with a larger request Low-ball technique- Tactic for getting people to agree to… Continue Reading Judgments, Attitudes, and Behaviors<\/span><\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[102],"tags":[],"_links":{"self":[{"href":"https:\/\/www.amyork.ca\/academic\/zz\/wp-json\/wp\/v2\/posts\/3982"}],"collection":[{"href":"https:\/\/www.amyork.ca\/academic\/zz\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.amyork.ca\/academic\/zz\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.amyork.ca\/academic\/zz\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/www.amyork.ca\/academic\/zz\/wp-json\/wp\/v2\/comments?post=3982"}],"version-history":[{"count":0,"href":"https:\/\/www.amyork.ca\/academic\/zz\/wp-json\/wp\/v2\/posts\/3982\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.amyork.ca\/academic\/zz\/wp-json\/wp\/v2\/media?parent=3982"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.amyork.ca\/academic\/zz\/wp-json\/wp\/v2\/categories?post=3982"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.amyork.ca\/academic\/zz\/wp-json\/wp\/v2\/tags?post=3982"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}