Social Psychology Chapter 4

Social Psychology Chapter 4 - Behaviour and Attitudes Do...

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Behaviour and Attitudes Do attitudes determine behaviour Attitude toward the behaviour Behaviour intention Behaviour Subjective norm Perceived control Attitude: feeling toward some object or person Role: a set of norms that define how people in a given social position ought to behave Foot-in-the-door phenomenon: the tendency for people who have first agreed to a small request to comply later with a larger request Example: giving blood 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. People who receive only the costly request are less likely to comply with it. Example: Car dealers Self-Presentation: Impression management Self-justification: Cognitive dissonance Cognitive dissonance: tension that arises when one is simultaneously aware of two inconsistent cognitions. For example, dissonance may occur when we realize that we have with little justification, acted contrary to our attitudes or made a decision favouring
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Social Psychology Chapter 4 - Behaviour and Attitudes Do...

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