| A | B |
|---|
| Attitude | A favorable or unfavorable evaluative reaction toward something or someone (often rooted in one’s beliefs, and exhibited in one’s feelings and intended behavior) |
| Implicit Association Test (IAT) | Computer--driven assessment of implicit attitudes. The test uses reaction times to measure people’s automatic associations b/w attitude objects and evaluative words. Easier pairings (and faster responses) are taken to indicate stronger unconscious associations |
| Role | A set of norms that defines how people in given social position ought to behave |
| Foot-In-The-Door Phenomenon | The the tendency for people who have first agreed to a small request to comply later w/ a larger request (Freedman & Fraser, 1966) |
| Lowball Technique | A tactic for getting people to agree to something. People who agree to an initial request will often still comply when the requestor ups the ante. People who receive only the costly request are less likely to comply w/ it (Cialdini et. all, 1978) |
| Why Does Our Behavior Affect Our Attitudes | Three Possible sources why action affects attitudes: Self-Presentation Theory, Cognitive Dissonance Theory, and Self-Perception Theory |
| Self-Presentation Theory | Assumes that for strategic reasons we express attitudes that make us appear consistent |
| Cognitive Dissonance Theory | Assumes that to reduce discomfort, we justify our actions to ourselves |
| Cognitive Dissonance | Tension that arises when one is simultaneously aware of two inconsistent cognitions. Ex. dissonance may occur when we realize that we have, w/ little justification, acted contrary to our attitudes or made a decision favoring one alternative despite reasons favoring another |
| Selective Exposure | The tendency to seek information and media that agree w/ one’s views and to avoid dissonant information |
| Dissonance Theory | Pertains mostly to discrepancies b/w behavior and attitudes. If we sense inconsistency, perhaps some hypocrisy, we feel pressure for change |
| Insufficient Justification | Reduction of dissonance by internally justifying one’s behavior when external justification is “insufficient” |
| Self-Perception Theory | The theory that when we are unsure of our attitudes, we infer them much as would someone observing us—by looking at our behavior and the circumstances under which it occurs |
| Facial Feedback Effect | The tendency of facial expressions to trigger corresponding feelings such as fear, anger, or happiness |
| Overjustification Effect | The result of bribing people to do what they already like doing; they may then see their actions as externally controlled rather than intrinsically appealing |
| Self-Affirmation Theory | A theory that (a) people often experience a self-image threat after engaging in an undesirable behavior; and (b) they can compensate by affirming another aspect of the self. Threaten people’s self-concept in one domain, and they will compensate either by refocusing or by doing good deeds in some other domain |
