Chapter 4 Flashcards
Our private beliefs and feelings determine our public behaviour, so if we wish to change behaviour we must first change hearts and minds. Is this true
f changing people’s attitudes hardly affects their behavior.it works the other way around
favourable or unfavourable evaluative reactions toward something—often rooted in beliefs and exhibited in feelings and inclinations to act—define a person’s :behavior T
attitude
what are the ABCs of attitudes
affect (feelings), behaviour tendency, and cogni- tion (thoughts).
T: appearing moral without being so
moral hypocrisy
When morality and greed behavior on a collision course, … behavior won.
greed
All in all, the developing picture of what controls cognition emphasized ….,
external social influences
whats an example of an external social influence
such as others’ behaviour and expectations, and played down internal factors, such as attitudes and personality.
Our attitudes do predict our behavior when these other influences on what we say and do are …., when the attitude is …. to the behaviour, and when the attitude is …
minimal, specific, potent (strong in our mind)
T: uses reaction times to measure how quickly people associate concepts
implicit assication test
what is the implicit association task trying to measure
true attitudes
what are the 3 main lessons we have learnt from implicit assocation tasks
Implicit biases are pervasive.
People differ in implicit bias.
People are often unaware of their implicit biases.
Do implicit biases predict behaviour?
yes explicit and implicit do
for what things are explicit tests a better predictor of behaviour
related to consumer behaviour and support for political candidates, explicit self-reports are the better predictor.
for what things are implicit tests a better predictor of behaviour
racial and gender attitudes—
what is the most optimistic finding of implicit attitudes
implicit attitudes, even old ones, can be modified by experience.
what brain center is tied to implicit assocations
amygdala
how can we measure the impact of implciit attitudes on behaviour
by averaging behaviour over time
The effects of an attitude on behaviour become more apparent when we look at a person’s aggregate or average behaviour rather than at isolated acts. this is the principle of ….
principle of aggregation
when do attitudes predict behaviour
when the measured attitude was directly pertinent to the situation
“theory of ….,” is knowing people’s intended behaviours and their perceived self-efficacy and control
planned behaviour
how does asking people about their intentions to engage influence a behaviour
increases its likelihood
To change habits through persuasion, we had best alter people’s attitudes toward … practices.
specific
what 3 things together lead to intentions
(a) attitudes, (b) perceived social norms, and (c) feelings of control together determine one’s intentions, which guide behaviour.
three conditions under which attitudes will predict behaviour?
(1) when we minimize other influences on our attitude statements and our behaviour, and (2) when the attitude is specifically relevant to the observed behaviour. There is a third condition: An attitude predicts behaviour better when it is potent
If we were prompted to think about our attitudes before acting, would we be truer to ourselves?
yes
people who take a few moments to review their past behaviour express attitudes that influence their future predicted behaviour how?
better predict their future behaviour
Our attitudes becoem potent if …
we think about them.
why does a mirror make us more likely to behaviour in accordance with our attitudes
because we are more self concious
**—only those whose attitudes grew from direct experience acted
?
role playing adheres to what law of behaviour and attitudes
attitudes follow behaviour
social position is defined by a set of prescribed .. for behaviour.
norms
how did Zimbargos study prove attitudes follow behaviour
The role of prison guard brought out hostility in some, but an even more com- mon result of the role seems to be that it prevents interven- ing even to help those who are clearly in need. we act a role that shapes our attitudes.
One prominent role given to us by our society is our ….
gender
whats an example of how , our gender roles can shape our actions.
men similarly adapted their self-presentations to meet desirable women’s gender role expectations.
when does saying become believing
when we cant come up with another explanation for our words (it seems that we are prone to adjust our messages to our listeners and, having done so, to believe the altered message.)
After the customer agrees to buy a new car because of its bargain price and begins completing the sales forms, the salesperson removes the price advantage by charging for options the customer thought were included or by checking with a boss who disallows the deal because “we’d be losing money.” :T
low ball technique
T: But if the students first agreed to participate without knowing the time and only then were asked to participate at 7:00 a.m., 53 percent came.
low ball
how can sales people provide a very important psychological aid in preventing customers from backing out of their contracts
They simply have the customer, rather than the salesperson, fill out the agreement. Having written it themselves, people usually live up to their commitment.
T: —the tendency for people who have first declined a large request to comply with a subsequent, but smaller, request.
door in face technique
with door in the face why do we say yes to the second offer
We feel bad about saying no at first so we say yes to the second request to “be nice.”
It has been demonstrated that people are much more likely to take the product after having a free sample than they are if no sample is provided. This may be an example of the … principle
reciprocity
Companies use … with “limited time offers” and “limited quantities.”
scarcity
… and …. are being used when sports and movie stars advertise products.
Authority and attraction
the door-in-the-face technique can work even better when we are …. (i.e., the norm activated when using the technique).
motivated to reciprocate
