Week 4 Flashcards
Attitude
A favourable or unfavourable evaluative reaction towards something/someone, exhibited in one’s beliefs, feelings or intended behaviour.
When can attitudes predict behaviour?
When influences are minimal, when attitude is specific to behaviour, or attitude is potent.
Implicit Association Test
Computer-driven assesment of implicit attitudes that use reaction times to measure people’s automatic associations between attitude objects and evaluative words.
Principle of Aggregation
Effects of attitude on behaviour are more obvious when aggregating/averaging behaviour versus isolated acts.
Theory of Planned Behaviour
People’s intended behaviour and their perceived self-efficacy and control.
Role
A set of norms that define how people in a given social position ought to behave.
Norms
Rules for accepted and expected behaviour that prescribe “proper” behaviour.
Gender Roles
Behaviour expectations for males and females.
Foot-in-the-Door Phenomenon
The tendency for people who have first agreed to a small request to comply later with a large request.
Low-Ball Technique
A tactic for getting people to agree to something. People who agree to an initial request will often still comply when the requester ups the ante.
Door-in-the-Face Technique
A strategy for gaining a concession. After someone first turns down a large request, the same requester counter-offsets with a more reasonable request.
Self-Presentation Theory
To maintain consistent we express attitudes that match our actions.
Cognitive Dissonance Theory
Tension arises when we are simultaneously aware of two inconsistent cognitions. To adjust tension we adjust our thinking/beliefs.
Insufficient Justification
Reduction of dissonance by internally justifying one’s behaviour when external justification is insufficient.
Dissonance After Decision
See desirability in alternative and undesirability in chosen, reduce dissonance by upgrading chosen and downgrading alternative.
