09-02-08 Notes

09-02-08 Notes - i. All students had negative attitudes...

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Influencing your Decisions: Attitudes and Attitude Change Three Main Questions 1. What is an attitude? 2. Do attitudes influence behaviors? (A B relation)? 3. Can attitudes be changed (persuasion)? What is an Attitude? 1. Attitudes have 3 components a. 3-Part (tripartite) model, or A B C model i. Affect (Feelings) ii. Behavior (Actions) iii. Cognitions (Thoughts) 2. Attitudes are Evaluations a. They are preferences/dispreferences. Thus, affect is the key. Do Attitudes Influence Behaviors? 1. Direct Experience (e.g. researched by Fazio and Zanna) a. Direct experience = attitudes formed by personal experience b. Housing shortage at Cornell U i. First year students assigned to either: 1. Regular rooms 2. Cots in basements
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ii. All students had equally negative attitudes towards housing shortage iii. Who attended most meetings to deal with shortage? 1. Basement dwellers 2. Vested Interest (e.g. research by Sivacek and Crano) a. Vested interest = you personally have something to gain or lose b. State of Michigan was raising legal drinking age from 18 to 21
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Unformatted text preview: i. All students had negative attitudes towards raising the drinking age ii. Who attended most meetings to deal with raising drinking age? 1. 18, 19, 20 or 21 year olds? 2. 18 = most vested interest 3. 21 = least vested interest 4. 19 and 20 = middle Conclusions: Attitudes and A B 1. Attitudes are composed of affect, cognitions and behaviors 2. Attitudes are evaluations and are directional (I like or I dislike) effect is key. 3. Attitudes formed on the basis of direct experience and those with vested interest are more predictive of behaviors. Can Attitudes be Changed? 1. Cognitive Dissonance a. Dissonance is an aversive motivational state that occurs when cognitions, affect or behaviors are inconsistent with each other. b. It creates psychological tension that people are motivated to reduce. c. It is strongest when we are unable to justify our actions....
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09-02-08 Notes - i. All students had negative attitudes...

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