Attitudes & Social Influence

Question 1

Banaji and Heiphetz (2010)

Answer 1

Handbook chapter on attitude research and measurement.

Implicit/Explicit Attitudes. IAT; fMRI; EDA; EMG

Question 2

Petty and Cacioppo (1986)

Answer 2

Elaboration Likelihood Model of Persuasion - attitude change can occur through central routes (thoughtful consideration) or via peripheral routes (off affect based on cues). Peripheral routes are often subconscious.

Question 3

Greenwald and Banaji (1995)

Answer 3

Covers field of implicit social cognition which explains how past experiences influence judgment in a way not introspectively known by the actor.

Question 4

Ajzen and Fishbein (2005)

Answer 4

The role of attitudes in human social behavior.

Reasoned action approach model - peoples background factors (individual, social,) guides behavioral, normative, beliefs, which guide attitudes, which guide intentions, which guide behavior

Question 5

Bargh and Chartrand (1999)

Answer 5

conscious, intentional control is quite limited and that most processing occurs subconsciously and through automatic channels (we are on autopilot most of the time). Together non-conscious mental systems perform the main share of the self-regulatory burden and keep the individual grounded and not overwhelmed in their environment.

Supported by Fiske and Taylor (1984) cognitive miser phenomenon -people are stingy in the allocation of on-line capacity (deliberate processing). It is expensive (time-consuming and short-term memory is limited).

Question 6

Cialdini (2001)

Answer 6

Book on influence.

Contrast principle; rule of reciprocation; foot in the door effect; door in the face effect; commitment; social proof; the liking rule; authority; scarcity principle; primitive automaticity