Chapter 8: Attitudes and Behaviour

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 process

Question 2

cognitive dissonance

Answer 2

an unpleasant state caused by people´s awareness of inconsistency among important believes, attitudes, or actions

Question 3

effort justification

Answer 3

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

Question 4

post-decisional regret effect

Answer 4

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

Question 5

hypocrisy effect

Answer 5

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

Question 6

intention

Answer 6

a commitment to reach a desired outcome or desired behaviour

Question 7

theory of reasoned action

Answer 7

the theory that attitudes and social norms combine to produce behavioural intentions, which in turn influence behaviour

Question 8

implementation intention

Answer 8

a plan to carry out a specific goal directed behaviour in a specific situation

Question 9

theory of planned behaviour

Answer 9

the theory that attitudes, social norms, and perceived control combine to influence intentions and thus behaviour

Question 10

habit

Answer 10

a repeated behaviour automatically triggered in a particular situation