Attitudes and Behavior Flashcards
Lapiere (1934)
tried to see if during a time where people were racist against the Chinese, some people said yes some said no
The problem with attitudes
- I am a hypocrite, but so are you
- public/ private disconnect
- what we’re willing to express vs. what we truly believe
Attitude
a favorable or unfavorable evaluative reaction toward something whether exhibited in beliefs, feelings, or inclinations to act
How are attitude evaluative in nature
- they are beliefs or thoughts (cognitions)
- they are subjective
- not everyone has the same attitude
Components of an attitude
- affective and cognitive
- semantic differential scale
Semantic differential scale
- line with numbers on it to rate attitudes
- on a scale from -5 to 5, where do you fall on that line?
What do attitudes predict our behavior?
- social influence is minimal
- attitude specificity
- attitude is strong
attitude specificity
you need to ask the specific question, instead of asking something general
Theory of Planned Behavior - Recycling Example
- Attitude toward behavior –> “I support Recycling”
- Subjective norms–> “Everyone is recycling”
- Perceived control –> It’s easy to recycle
- Then behavior intention –> “I’m starting now”
Theory of Attitude Accessibility
- To guide behavior toward an object, attitudes must be (Affective and Accessible)
- The more affective and accessible the attitude, the more likely the attitude will guide behavior
When does behavior predict attitudes?
- We say what people want to hear
- Saying becomes believing
- The roles we play
What are some techniques for Behavior predicting attitudes
- Foot in the Door phenomenon
- Low ball technique
- Real world applications
Foot in the Door Phenonmenon
once a person gives you a small commitment, it’s easier to get them to agree to something bigger
Low Ball technique
we like to be consistent and stick with our word, they give an incredibile offer and then add to it, but we’re already invested in it so it builds up
