Chapter 8: Attitudes and Behavior

Question 1

foot-in-the-door technique

Answer 1

A technique for increasing compliance with a large request by first asking people to go along with a smaller request, engaging self-perception processes.

Question 2

cognitive dissonance

Answer 2

An unpleasant state caused by people’s awareness of inconsistency among important beliefs, attitudes, or actions.

Question 3

insufficient justification effect

Answer 3

Attitude change that occurs to reduce dissonance caused by attitude-discrepant behavior that cannot be attributed to external reward or punishment.

Question 4

effort justification effect

Answer 4

Attitude change that occurs to reduce the dissonance caused by freely choosing to exert considerable effort or suffering to achieve a goal.

Question 5

post-decisional regret effect

Answer 5

Attitude change that occurs to reduce the dissonance caused by freely making a choice or decision.

Question 6

hypocrisy effect

Answer 6

Change in behavior that occurs to reduce the dissonance caused by freely choosing to publicly advocate a behavior that one does not actually perform oneself.

Question 7

intentions

Answer 7

A commitment to reach a desired outcome or desired behavior.

Question 8

theory of reasoned action

Answer 8

The theory that attitudes and social norms combine to produce behavioral intentions, which in turn influence behavior.

Question 9

implementation intentions

Answer 9

A plan to carry out a specific goal-directed behavior in a specific situation.

Question 10

theory of planned behavior

Answer 10

The theory that attitudes, social norms, and perceived control combine to influence intentions and thus behavior.

Question 11

habits

Answer 11

A repeated behavior automatically triggered in a particular situation.