The ENDGAME Flashcards
Behaviour follows from attitudes under specific circumstances - 3
–If the attitude corresponds closely to the behaviour
–If the attitude is potent (we’re reminded of it, or acquired it through direct experience)
–When other influences on behaviour are minimized
Attitudes Follow from Behaviour
•Three theories
–Impression management theory
–Cognitive dissonance theory
–Self-perception theory
Impression management theory
(Self-presentation)
•People will behave a certain way to make a good impression and report attitudes in line with their behaviour
•attitudes can sometimes follow from behaviour or come from a broader goal
Forced Compliance Paradigm
- Get people to do something they don’t want to do
- Offer very little incentive
- Result: They will change their attitude in order to justify the unrewarding action
Self-Perception Theory
–We infer our attitudes from watching our own behaviour
–Self-observation – just like we infer other people’s attitudes from watching their behaviour
–It’s when your unsure of what your attitude is that your most likley to look ar your behaviour in order to let you know how you feel
–Weak attitudes only
•Three things that affective based attitudes have in common
- do not result from the rational examination of issues
- not governed by logic
- linked to peoples broader values (maybe you love jeep wranglers because its linked to your adventure values
6 universal that guide behavioru and pursuade people and what each are
Reciprocity
•people are obliges to give back something that you’ve gotten in return. Like for like. Social obligations. more likley to say yes to those that they owe.
•giving mints to diner make people more likley to give 3% more tipss.
•if the watress gives one, stops and gives another tips go through the roof
Scarcity
•People wnat things that are more rare
•it’s not enought to tell about the benidits, you need ot point out what’s uniuq and thwhat they stand to lose
Authority
•people folow the lead of credible leaders
•people more likley to follow a doctor if diploma is on wall
•when a reseptionist introduced the client by mentioning their achievements they got more sales
Consistency
•people want to be consitent with the things theyve already said or done
•More likley to but a giant bilbord in lawn after posting a small sticky note in window for same thin 10 days prior
Liking
•people prefer to say yes to those they like
•3 NB facots
-like people who are similar
-pay us compliments
-cooperate towars us towards a future goals
•people who thought about similarities were able to negotiate a deal with another 90% of time
Consensus
•people will do what other are doing
•mentioning that 75% of other people are more likley to resuse their towel. This increase your liklihood of resuing their towels.
Fear Arousing Communication
- Persuasive messages attempting to change people’s attitudes by arousing their fears
- Emphasizes harmful physical or social consequences of failure to comply
- Goal is to try to scare audience into performing a particular behavior or adopting a specific attitude.
- “often a bridesmaid never a bride” on a listerine add
Reactance
When people think that their freedom is being threatened; instinctively want to preserve it by acting in opposition to the freedom-threatening source.
-when people think their freedoms threatened they want to act in opposition
Fear Arousal
•Low level
Failure to capture attention
•High
Can be too threatening
Can lead to dissonance & defensive processing
•Moderate
Most effective, when specific recommendations for reducing fear are provided
What causes prejudice? - 6
(1) The way that we think: Social Categorization
(2) Stereotypes
(3) The way we feel: Affect and Mood
(4) The way we assign meaning: Attribution
(5) The way we conform: Normative rules
(6) Realistic Conflict Theory
The way we feel: Affect and Mood
–Emotions are very important
–The affect thats induced doens’t have to be related to intergroup conflict
–tired can’t think as much, no defences (lack of cognitive resources)
– so argue that emotions are the best predictor of prejudice
–induced either posive, negative or neutral state in participants
–foudn that amoung participants who felt the most negative, they expressed the most prejudice
–negative affect leads to prejudeice against various out groups
Study:
white make answer Q’s assessing interperonal skills
reciveved feedback from black or white manager
1/2 had + 1/2 had -
wanted to measure sterotype activation. Used word completion task to look at the accesability of the sterotyle.
• They can fill in with something unlerlated to race like snack (the steroype is not activated). Or they can fill in in to something with race like BLACK showing sterotype activation
_ _ _ ACK = BLACK or SNACK.
•Only one place it was activated and that was in the negative feedback back manager condition because people wanted to feel good.
•When they got the positive feedback they supressed the steroype in order to feel good about themselves.
•No diffrence in the white manager conditions
What can we do about sterotype threat? 2 things
- Reframe the task: by reframing the task you can downplay the social identry of people
- Providing role models: by providing role models you highlight say female mathematiciams . You can change ther steorype by proding diverse role models.
- Eveyones vulrable to this but those who highly identiry with a domain are especially prone to sterotype threat and those with highest knowedge of sterotype and group domain
