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Social psychology > Lecture 6: Chapter 8: Attitudes and Behavior > Flashcards

Lecture 6: Chapter 8: Attitudes and Behavior Flashcards

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1
Q

Why are attitudes and behaviors related? Give 2 reasons

A
  1. Actions influence attitudes: attitudes are made on the basis of behavioral info
  2. Attitudes influence actions: attitudes dictate how we look at things and determines how we act on them
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2
Q

When does behavior have the largest influence on attitudes?

A

When we don’t have the motivation or capacity to really notice changes or think about them

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3
Q

What do we mean with associations with movements? What is the name of the concept for this?

A

Embodied cognition = Attitudes are automatically associated with movements

If positive: laughing, nod, bring object closer
If negative: avoid, shake head etc.

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4
Q

What is the self-perception theory (Bem)? What is the main condition for this theory to apply?

A

People sometimes look at own behavior to learn more about the opinion they hold towards a certain object

People have to voluntarily show a certain behavior

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5
Q

Why does behavior influence attitude? (Give 2 reasons)

A

Observing own behavior to get to know ourselves

Reduce dissonance cognition and behavior

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6
Q

What are 2 examples of self-perception on attitudes?

A
  1. Body movement: attitudes have corresponding movements (head shake)
  2. Foot in the door
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7
Q

What is the facial feedback hypothesis? What were the results?

A

Facial expressions provide feedback to the brain concerning the emotion being expressed, which causes the emotion to intensify

No support for this hypothesis

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8
Q

What is the classic facial feedback study?

A

Holding pen between teeth (happy) or between lips (sad) creates different muscle tensions that report back to your brain

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9
Q

What is meta-analysis?

A

Statistical technique to combine large number of effects from different studies to find out the average effect

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10
Q

What is the foot-in-the-door technique?

A

Initial request = petition for driving safely
Subsequent request = billboard in frontyard

–> You’re more will to grant big request after having granted a smaller request

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11
Q

When does a foot in the door work? Give 4 aspects

A
  1. Initial request is meaningful and requires some effort to grant
  2. Initial behavior is voluntary
  3. Target is processing superficially
  4. Personal need for consistency
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12
Q

When does self-perception inform attitudes?

A

When internal cues are weak, ambiguous or uninterpretable

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13
Q

What are 2 applications of self-perception?

A
  1. Writing slogans
  2. Free samples
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14
Q

What is the cognitive dissonance theory (Festinger)?

A

Cognitive dissonance = unpleasant feeling caused by inconsistency between cognitions that we are motivated to alleviate

We have a drive to have consonance in our thoughts

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15
Q

What are 3 effects of cognitive dissonance?

A
  1. Insufficient justification effect
  2. Effort justification effect
  3. Post-decisional regret effect
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16
Q

What is the insufficient justification effect? How was this assessed?

A

A change in attitude that occurs to reduce cognitive dissonance caused by attitude-discrepant behavior that can’t be attributed to external reward or punishment

Experiment: boring peg task, then asked to tell the truth or lie about how enjoyable it was. The liars received either 1 or 20 dollars

Those who received 1 dollar showed this effect

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17
Q

What is attitude-discrepant behavior?

A

E.g. lying about something you didn’t like, but you say you like

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18
Q

What is the effort justification effect? Give an example

A

Attitude change that occurs to reduce the dissonance caused by freely choosing to put a lot of effort into reaching a goal

E.g. Ontgroening at student associations

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19
Q

What is the post-decisional regret effect?

A

Attitude change to reduce dissonance caused by freely making a choice or decision

After a decision, the chosen option is evaluated more positively and the choice that hasn’t been chosen is evaluated more negatively

20
Q

What are the 4 steps that produce cognitive dissonance and in turn attitude change?

A

Attitude discrepant behavior leads to:
1. Individual perceives action as consistent
2. Individual perceives action as freely chosen
3. Individual experiences uncomfortable physiological arousal
4. Individual attributes arousal to inconsistency between attitude and action

–> Dissonance reduction –> Attitude changed

21
Q

Which effects belong to the following statements:

  • I have my reasons
  • I suffered for it, so I like it
  • Ofcourse I was right
A
  • Insufficient justification effect
  • Effort justification effect
  • Post-decisional regret effect
22
Q

What is the consequence of justifying inconsistent actions?

A

Creating persistent attitudes, because attitudes that have been processed longer (e.g. through justification), are more persistent

Extensive processing for reduction of dissonance makes attitudes more long-lasting

23
Q

Next to attitude change, what are 6 other alternatives to deal with cognitive dissonance?

A
  1. Re-interpretation: behavior is irrelevant/not dissonant
  2. Deny of personal responsibility
  3. Substance abuse
  4. Self-affirmation: confirming own values and beliefs
  5. Changing behavior in the future
  6. Hypocrisy effect
24
Q

What is the hypocrisy effect?

A

Promoting a certain behavior and not acting upon it oneself

25
Q

How do people decide how to reduce cognitive dissonance?

A

Depends on opportunity and motivation

Dissonance is unpleasant, so people use the first reduction opportunity that is presented

26
Q

Study figure 8.4 p292 book

A

<3

27
Q

How does self-affirmation help with cognitive dissonance? When does it work best?

A

It protects an image of self-integrity. By restoring self-integrity, you have less stress

Works best if domain is unrelated to the dissonant problem

28
Q

Describe the research of La Piere. What were the results?

Name 3 criticisms

A

La Piere travelled with Chinese couple to hotels. Afterwards he asked the hotels they visited if they accepted Chinese customers.
–> Most said they wouldn’t serve Chinese customers

Criticism:
1. Time between attitude/behavior
2. Attitude measure about Chinese people, behavioral measure about caucasian man with 2 Chinese people
3. Were the guest receivers the same people that answered the letters?

29
Q

Why was La Piere’s research on the difference between attitudes and behavior influential?

A

Because there is little evidence to support the existence of stable attitudes within individuals

30
Q

In what 2 ways do attitudes influence behavior?

A

Superficially and systematically

31
Q

How do attitudes influence behavior superficially?

A

Automatically: accessible attitudes predict behavior and reduce alertness

E.g. craving snickers

32
Q

How do attitudes influence behavior systematically?

A

Deliberated: cost-benefit trade-off, intentions

E.g. Donating blood, setting implemation intentions such as losing weight in 2025

33
Q

What is an intention according to the theory of reasoned action?

A

Attitudes + social norms

This intention is the best predictor of behavior and involves more systematic processing than superficial processing when attitudes guide behaviors directly

34
Q

What is an intention? What is the difference with an implementation intention?

A

A commitment to reach a desired outcome or desired behavior

Implementation intention = plan to carry out a specific goal-directed behavior in a specific situation
–> if-then plans that link a critical situational or environmental cue to the goal

35
Q

What would be an implementation intention for a procrastinating author?

A

At 9 pm I will write for 2 hours

36
Q

Why are implementation intentions more likely than general intentions to produce desired behavior?

A

Implementation intentions are simple, specific and associated with cues that typically disrupt goal-directed behavior

37
Q

When do attitudes influence action? Give 4 ways

A
  1. When attitudes are automatically accessible
  2. When attitudes correspond with the particular object / behavior conformance
  3. Deliberate thought
  4. Self-awareness
38
Q

Why does accessibility of attitudes influence action?

A

It can be automatic (implicit) or we form intentions with them (explicit)

And we can deliberately bring attitudes to mind before taking action (think about action before you do it)

39
Q

Why does behavior conformance of attitude influence behavior?

A

Only an attitude that is in line with a certain behavior is going to impact that behavior strongly

The more specific the attitude, the better the attitude predicts behavior

40
Q

What is the correspondence principle? Give an example how it guides our actions

A

Correspondence of attitudes: Our attitudes dictate perceptions of and intentions toward a particular attitude object

E.g. if you think recycling is good, this attitude won’t impact your behavior when you see a solar car, but it does when you see 1 can of all kinds of trash

41
Q

What does correspondence of attitudes and activity levels predict? (2)

A
  1. Influence attitude on behavior
  2. Attitude-behavior consistency
42
Q

Sometimes an attitude alone is not predictive of behavior. Name 2 additional predictors. What theory belongs with this idea?

A
  1. Social norms : what others think we should do
  2. Personal control: we need control over the behavior

Theory of planned behavior

43
Q

What is the theory of planned behavior?

A

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

44
Q

What is a habit and how does it control our behavior?

A

Habit = repeated behavior automatically triggered in a particular situation

The associations are so strong that habits often are automatically acted upon, despite contradicting attitudes or circumstances

Habits are resistant against attitudes and intentions

45
Q

What kind of attitudes predict behavior better?

A

Explicit generally better than implicit, but not always

Social psychology (21 decks)

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