Attributing Behavior and Attitudes, Persuasion - (Module 74)

Question 1

Attribution Theory (Fritz Heider)

Answer 1

Tendency to give causal explanations for someone’s behavior, the situation, or disposition (personality traits)

Question 2

Fundamental Attribution Error

Answer 2

Tendency to overestimate the impact of personal disposition and not taking into account the situations when analyzing the behaviors

Question 3

Positive/Negative Effects of Attribution

Answer 3

Positive attribution leads to tolerant reaction, negative attribution leads to unfavorable reaction

Question 4

Self-serving bias

Answer 4

Tendency to make dispositional attributions about your successes and situational attributions about your failures

Question 5

Attitude

Answer 5

Feelings, often influenced by our beliefs, that predispose us to respond

Question 6

Peripheral Route to Persuasion

Answer 6

Influenced by incidental cues, such as a speaker’s attractiveness; includes snap judgments

Question 7

Central Route to Persuasion

Answer 7

Focuses on facts and the content of the message in order to convince the listener; gives evidence and arguments

Question 8

Foot-In-The-Door Phenomenon

Answer 8

The tendency for people who have first agreed to a small request to comply later with a larger request

Question 9

Door-In-The-Face Technique

Answer 9

Refusing a large request increases the likelihood of agreeing to a second, smaller request

Question 10

Stanford Prison Experiment: Results/Role

Answer 10

When we assume a role, we take on the attitudes and actions of that role.

Role: a set of expectations (norms about a social position

Question 11

Cognitive Dissonance Theory

Answer 11

We act to reduce the discomfort (dissonance) when we feel two of our thoughts (conditions) are inconsistent - we change our actions and attitudes