social lecture 6 - behavior and attitudes

social lecture 6 - behavior and attitudes - Behavior and...

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Behavior and Attitudes Expect consistency between attitudes and behaviors - If I like ( affect ) something, I have favorable beliefs ( cognitions ) about it, and I respond favorably to it ( behavior ) But attitudes and behaviors are not always consistent Why not?
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Factors that affect Attitude-Behavior Consistency Social pressure Inability to enact the attitude Salience of the attitude Potency of the attitude Specificity of the attitude to the situation
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Attitude-Behavior Consistency increases When external influences are minimal When we have control over our actions When we are conscious of our attitudes When that attitude is important to us When the attitude is specific to the behavior
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Attitude Potency and Salience (Regan) Issues that are important to a person should generate strong attitude/behavior consistency Method : Field study of student attitudes toward tripling in dorms and participation in campus protests. Results :
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Behavior Attitudes Common sense tells us that Attitudes Behavior Follows from our focus on people as causal agents Why should Behavior Attitudes? Self-Perception Dissonance (self-consistency)
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Examples of Behavior Attitudes Role playing (e.g., Zimbardo’s prison study) (see text) Behavioral commitments such as foot-in-the-door and low balling (e.g , Freedman & Frazer, Pliner et al, Cialdini et al)
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Foot-in-the-Door: small behavioral request followed by larger one Freedman & Frazer : ____ consented to place large “Drive Carefully” sign in front yard; but if first asked to place small “Be a safe driver” sign in window, ____ later agreed to place large sign in yard.
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