Chapter 7 - Self-Perception Theory : Provides an...

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Unformatted text preview: Self-Perception Theory : Provides an alternative explanation of dissonance effects People use observations of behavior to determine attitudes Maintain consistency by inferring positive attitudes toward objects that we bought or consumed o i.e. Jan must like sports because she chooses to watch it a lot relevant to low-involvement hierarchy o involves situations in which behaviors are performed in an absence of strong internal attitudes o attitudes fall into line afterward Foot-in-the-door technique: based on the observation that a consumer is likely to comply with a request if he has first agreed to comply with a smaller request name originates from persuasive salesman people more likely to comply if they establish a willingness factors such as time lag between requests and similarity influence effectiveness o low-ball technique: person is asked for a small favor but is informed it will be...
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Chapter 7 - Self-Perception Theory : Provides an...

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