Chapter 4 (Behavior and Attitudes)

Question 1

These are
defined as beliefs and feelings
related to a person or an event.

Answer 1

ATTITUDES

Question 2

Our attitudes do predict our behavior when
these other influences on what we say and
do are ______, when the attitude is ______
to the behavior, and when the attitude is
______.

Answer 2

minimal, specific
, potent

Question 3

Our attitudes do predict our behavior when
these other influences on what we say and
do are ______, when the attitude is ______
to the behavior, and when the attitude is
______.

Answer 3

minimal, specific
, potent

Question 4

It is appearing moral while
avoiding the costs of being moral.

Answer 4

Moral Hypocrisy

Question 5

It is our
often unacknowledged inner beliefs
that may or may not correspond to our explicit (conscious) attitudes.

Answer 5

Implicit (unconscious) attitudes

Question 6

A computer-driven assessment of implicit attitudes.

Answer 6

Implicit Association Test (IAT)

Question 7

WHEN DO ATTITUDES PREDICT BEHAVIOR?

Answer 7

• IMPLICIT BIASES ARE PERVASIVE.
• PEOPLE DIFFER IN IMPLICIT BIAS.
• PEOPLE ARE OFTEN UNAWARE OF THEIR IMPLICIT BIASES.

Question 8

The effects of an attitude become more apparent when we look at a person’s aggregate or average behavior.

Answer 8

Principle of aggregation

Question 9

Knowing people’s intended behaviors and their perceived self-efficacy and control.

Answer 9

Theory of Planned Behavior

Question 10

Our attitudes become potent if we
think about them

Answer 10

BRINGING ATTITUDES TO MIND

Question 11

ATTITUDES ARE WHAT?!?

Answer 11

Hatdog. Potent🤪

Question 12

Attitudes that predict behavior are
accessible and stable, and those
shaped by experience are more likely to guide actions

Answer 12

FORGING STRONG ATTITUDES
THROUGH EXPERIENCE.

Question 13

It is borrowed from the theater and refers to actions expected of those who occupy a particular social position.

Answer 13

Role

Question 14

This study highlighted how people could get absorbed in their roles, with blurred lines between acting and real identity.

Answer 14

The study of Philip Zimbardo at Stanford
University. “Stanford Prison Experiment”

Question 15

It refers to the idea that when expressing our thoughts to others, we sometimes tailor our words to what we think the others will want to hear, and then come to believe our own words.

Answer 15

Saying becomes believing

Question 16

This principle also works with immoral acts and moral behavior. It explains how small acts, like telling a “white lie, “ can erode to bigger moral and immoral acts.

Answer 16

attitudes-follow-behavior principle

Question 17

As people engage in harmful acts, they
often begin to dislike those they harm,
justifying their actions, or often come to
believe that their victims deserve the
harm they inflict

Answer 17

Evil Acts

Question 18

Actions and attitudes feed into each
other, sometimes leading to moral
numbness, where repeated harmful acts
dull a person’s conscience.

Answer 18

Evil Acts

Question 19

__________ shape attitudes for the better.

Answer 19

Moral actions

Question 20

When people act morally by choice, they are
more likely to internalize those values, as
shown in experiments with children resisting
temptations (Jonathan Freedman Experiment,
1965).

Answer 20

Moral Acts

Question 21

It can reduce
racial prejudice and change racial attitudes
over time.

Answer 21

Positive interracial interactions

Question 22

May legislate behavior designed
to lead to attitude change on a
mass scale.

Answer 22

Political and social movements

Question 23

A persuasion tactic that starts with a modest
request, then follows up later with a larger
request, in order to increase the chances of
succeeding with the larger request.

Answer 23

Foot-in-the-door technique

Question 24

Assumes that for strategic reasons we express attitudes that make us appear consistent.

Answer 24

SELF-PRESENTATION THEORY

Question 25

Assumes that to reduce discomfort, we justify our actions to ourselves.

Answer 25

COGNITIVE DISSONANCE THEORY

Question 26

Assumes that our actions are selfrevealing: when uncertain about our feelings or beliefs, we look to our behavior, much as anyone else would.

Answer 26

SELF-PERCEPTION THEORY

Question 27

It was proposed by Leon Festinger in 1957.

Answer 27

Cognitive Dissonance

Question 28

Refers to the tendency of individuals to seek out, pay
attention to, or favor information that aligns with their existing beliefs, attitudes, or values while
avoiding
information
that
contradicts or challenges them.

Answer 28

CDT: Selective Exposure

Question 29

Reduction of dissonance by internally justifying
one’s behavior when external justification is “insufficient.”

Answer 29

CDT: INSUFFICIENT JUSTIFICATION

Question 30

After making important decisions, you can reduce dissonance by upgrading
the chosen alternative and downgrading the unchosen
option.

Answer 30

CDT: DISSONANCE AFTER DECISIONS

Question 31

Proposed by Daryl Bem, 1972.
People form or infer their attitudes, beliefs, and emotions by observing their own behavior and
the context in which it occurs.

Answer 31

SELF-PERCEPTION THEORY

Question 32

It assumes that we feel tension, or “dissonance”
, when two of our thoughts or beliefs (“cognitions”) are inconsistent

Answer 32

COGNITIVE DISSONANCE

Question 33

Those induced to make a smiling face felt happier and found cartoons more humorous. Those induced to repeatedly practice happy
(versus sad or angry) expressions may recall more happy memories and find the happy mood lingering (Schnall & Laird, 2003).

Answer 33

EXPRESSIONS AND ATTITUDE

Question 34

The tendency of facial expressions to trigger
corresponding feelings such as fear, anger, or happiness.

Answer 34

FACIAL FEEDBACK EFFECT

Question 35

People explain their behavior by noting the conditions under which it occurs. (explain their behavior base on the context or situation)

Answer 35

OVERJUSTIFICATION AND INTRINSIC MOTIVATIONS

Question 36

The result of bribing people to do what they already like doing; they may then see their actions as externally controlled rather than intrinsically appealing.

Answer 36

OVERJUSTIFICATION EFFECT

Question 37

Recall that dissonance is, by definition, an aroused state of uncomfortable tension. To reduce that tension, we supposedly change
our attitudes. Self-perception theory says nothing about tension being aroused when our actions
and attitudes are not in harmony.

Answer 37

DISSONANCE AS AROUSAL

Question 38

Suggests that people are motivated to maintain a positive self-image or a sense of self-integrity. When encountered information or experiences that threaten their self-concept, they engage in selfaffirming activities to restore their self-esteem and self-worth.

Answer 38

SELF-AFFIRMATION THEORY

Question 39

Dissonance theory successfully explains what happens when we act contrary to clearly defined attitudes: We feel tension, so we adjust our attitudes to reduce it. Dissonance theory, then, explains attitude change. In situations where our attitudes are not well formed, self-perception theory explains attitude formation. As we act and reflect, we develop more readily accessible attitudes to guide our future behavior.

Answer 39

SELF-PERCEIVING WHEN NOT SELF-CONTRADICTING

Question 40

Dissonance theory successfully explains what happens when we act contrary to clearly defined attitudes: We feel tension, so we adjust our attitudes to reduce it. Dissonance theory, then, explains attitude change. In situations where our attitudes are not well formed, self-perception theory explains attitude formation. As we act and reflect, we develop more readily accessible attitudes to guide our future behavior.

Answer 40

SELF-PERCEIVING WHEN NOT SELF-CONTRADICTING

Question 41

A brain center that produces automatic reactions, is active in evaluating social stimuli.

Answer 41

amygdala

Question 42

It underscores how roles can shape
attitudes
and
behaviors,
even
beyond controlled settings.

Answer 42

Stanford Prison Experiment