Chapter 8 SP

Question 1

behaviour and attitudes influence each other

Answer 1

oke

Question 2

maar zijn niet altijd in line met elkaar, want..

Answer 2

• veel processes gebeuren voordat attitude behaviour kan beinvloeden
• nog veel meer processen beinvloeden behaviour, naast attitude

Question 3

wanneer van behaviour naar attitude via superficial processing

Answer 3

wanneer je geen motivatie of capacity hebt

Question 4

self-perception theory

Answer 4

states that people form an attitude (when they do not have any experience or when emotions are ambiguious) based on observing their own behaviour, and then see what consequences are derived from that.

Question 5

connection between behaviour and attitude in advertising

Answer 5

• slogan contests (denken about product en waarom dit het beste is)
• product in game shows
• free samples (people: if i use it, i must like it?)
• small purchase usually leads to commitment to a brand (omdat je het kent)

Question 6

foot in the door technique

Answer 6

make people agree with a single, simple act, so that they are open to more. ze willen consistent blijven -> dus dan ook agree op de tweede vraag.

maar alleen als;
- primary act is meaningful
- primary act must be seen as performed voluntarily

Question 7

wat is vaak het resultaat van cognitive dissonance

Answer 7

changing attitudes to justify behaviour (makkelijker dan behaviour veranderen -> want je kan de tijd niet terug draaien)

Question 8

cognitive dissonance =

Answer 8

when ppl realise that their thoughts, actions or feelings are inconsistent with each other = uncomfortable

Question 9

cognitive dissonance steps

Answer 9

• recognize inconsistency
• attribute interal cause (want als het external is: verminderde cognitive dissonance)
• physiological arousal -> uncomfortable
• attribute the arousal to the inconsistency between attitude and behaviour

Question 10

effort-justification effect

Answer 10

there is a discrepancy between working hard for something and then finding out it is not worth the effort -> therefore we tend to value something if we put in effort anyway

= self-justification effect

Question 11

decisional dissonance

Answer 11

= post-decisional regret
tension between the alternative we chose and all positive things of the other alternative.

to solve this: we enhance the positive things (= self-enhancement effect)

Question 12

the processing payoff

Answer 12

attitude changes can be long lasting

Question 13

alternatives to attitude change:

Answer 13

• trivializing (minder belangrijk maken) van het effect
• reduce personal influence
• adding cognitions that make it consonant
• attribute the arousal to something else

Question 14

culture differences for dissonance

Answer 14

independent: voelt erger als de keuze om jou gaat. bij interdependence: ergere cognitive dissonance als anderen er in mee worden getrokken.

Question 15

habits are independent of

Answer 15

attitudes and norms

Question 16

attitudes impact behaviour via 2 different ways

Answer 16

1. superficial processing
2. but also systematic processing

Question 17

theory of reasoned action

Answer 17

a person’s behavior is determined by their intention to perform the behavior and that this intention is, in turn, a function of their attitude toward the behavior and subjective norms

attitude -> intention -> behaviour

Question 18

intentions are good predictors of social behaviour

Answer 18

oke!

Question 19

how can we make attitudes accessible? 3 ways

Answer 19

1. deliberate thought
2. self-awareness
3. frequent use: automatically

Question 20

attitudes should be relevant to the attitude object and at the right time to have an effect on behaviour

Answer 20

duidelijk