Chapter 4: Behaviours & Attitudes

Question 1

Attitude

Answer 1

Favourable or unfavourable evaluative reactions toward something
Often rooted in beliefs and exhibited in feelings/inclinations to act

Question 2

Moral Hypocrisy

Answer 2

Appearing moral without being
Disjunction between attitude and behaviour

Question 3

When do attitudes predict behaviour?

Answer 3

When:
Social influences on attitudes are minimized
Other influences on behaviour are minimized
Attitude is specific to the behaviour
Attitude is potent

Question 4

Foot In The Door

Answer 4

Get someone to do a small favour first, makes it easier to get them to do more things for you

Question 5

Low Ball Technique

Answer 5

Presenting a lower price and then increasing it after they’ve agreed to buy

Question 6

Door In The Face Technique

Answer 6

People who deny initial large request accept subsequent smaller request

Question 7

Why does behaviour affect attitudes?

Answer 7

Self presentation theory
Cognitive dissonance theory
Self perception theory

Question 8

Self Presentation Theory

Answer 8

Strategically express attitudes to make them appear consistent with our behaviour

Question 9

Cognitive Dissonance Theory

Answer 9

We are motivated to maintain consistency among cognitions
We change our attitudes to justify our actions in order to reduce discomfort (attitude change)

Question 10

Self Perception Theory

Answer 10

Inferring our attitudes and feelings based on observation of our behaviour (attitude formation)