Week 8 Flashcards
Who developed the obedience study in the 1960s?
A: Stanley Milgram.
What was the purpose of Milgram’s experiment?
A: To examine the effects of punishment on learning, as stated to the participants.
What is the difference between cognitive and affective attitudes?
Cognitive attitudes focus on instrumental consequences (e.g., “smoking causes diseases”), while affective attitudes focus on emotional reactions (e.g., “smoking is disgusting”).
How are explicit attitudes measured?
A: Through self-report instruments where individuals consciously rate their evaluation of a specific stimulus.
How are implicit attitudes assessed?
A: Using reaction-time-based measures that capture automatic evaluations, often without conscious awareness.
What is cognitive dissonance?
A: A state of discomfort experienced when two cognitions contradict each other, leading to a desire to reduce the inconsistency (Festinger, 1957).
What is counter-attitudinal behavior?
A: Behavior that is inconsistent with one’s attitude, often leading to cognitive dissonance.
What does self-perception theory propose?
A: It suggests that we infer our attitudes by observing our own behavior, similar to how we perceive others’ attitudes.
How does self-perception theory explain attitude change?
A: If a person behaves in a certain way, they may conclude that they must feel a certain way about it, based on their actions (e.g., enjoying a boring task for $1).
Normative social influence
Conforming to obtain the rewards of the group that come from being accepted by other people while at
the same time, avoiding their rejection (Bond,
2005)
Informative social influence
Following the opinions and behaviours of others because we believe they have accurate knowledge and
what they are doing is right.
The door-in-the-face technique
We start with a large request
before asking for a smaller one.
The foot-in-the-door technique
we start with a small request (getting
their foot in the door) before making a bigger one.
The low-ball technique
the seller of a product starts by
quoting a price well below the actual sales
price.
