Ch 4: Attitudes

Question 1

What is the Tripartite model of attitude

Answer 1

our attitude is a summary of affect, behaviour, and cognition
Fails to recognizes other influences

Question 2

What is the Principle of aggregation?

Answer 2

Principle of aggregation - “effects of an attitude on behaviour become more apparent when we look at a person’s aggregate or average behaviour”

Question 3

What was the old model of Theory of Planned Behaviour? What was it missing?

Answer 3

attitude to behaviour + subjective norm -> behaviour intention -> behaviour
* missing the role of self-efficacy

Question 4

What is the new model of Theory of Planned Behaviour?

Answer 4

ttitude to behaviour + subjective norm + perceived control -> behaviour intention -> behaviour

Question 5

When do attitudes better predict behaviours?

Answer 5

opportunity to review past actions
highlighted self-awareness
attitude formed through experience

Question 6

What is foot-in-door?

Answer 6

Tendency for people who have first agreed to a small request to comply later with larger request
* Low-ball - due to the initial commitment we stick it (social pressure) even when there are added costs

Question 7

What is door-in-the-face?

Answer 7

Tendency for people who have declined a large request to agree to a smaller request

Question 8

Why do behaviours influencing attitudes?

Answer 8

• self-presentation - impression management
• self-justification- Cognitive dissonance
• self-perception - self-observation

Question 9

What is Selective exposure?

Answer 9

Selective exposure - we prefer to expose ourselves with information that agrees with our point of view

Question 10

What is Cognitive dissonance?

Answer 10

Cognitive dissonance - we feel tension (dissonance) when we are aware that we have two thoughts that are inconsistent or incompatible
* also when behaviour is inconsistent with our attitudes

Question 11

What is Dissonance Theory?

Answer 11

Dissonance Theory: When an individual’s actions are not fully explained by external rewards or coercion, they will experience dissonance, which can be reduced by believing in what they have done

Question 12

How do we manage cog. dissoance?

Answer 12

1. We have to choose between two equally attractive (or equally unattractive) alternatives
2. The undesirable features of the chosen alternative and the desirable features of the rejected alternative remain
3. Dissonance is created
4. We “manage” this dissonance by upgrading the chosen alternative and downgrading the rejected alternative

Question 13

What is Self-Perception Theory?

Answer 13

we make similar inferences when we observe our own behaviour
When our attitudes are weak or ambiguous, we are in the position of someone who observes us from the outside

Question 14

What is the Over-justification effect?

Answer 14

Over-justification effect - when individuals do something they enjoy, without reward or coercion, they attribute their behaviour to their love of the activity
* External rewards undermine intrinsic motivation by leading people to attribute their behaviour to the incentive