Chapter 9 contd - Chapter 9 contd 1) Congruity theory-when...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
Chapter 9 contd 1) Congruity theory-when our attitudes are inconsistent, we experience conflict 2) Cognitive dissonance theory—when our attitudes are inconcistent 3) Cognitive dissonance theory—inconcistency makes us feel a) Awkward b) Uncomfortable c) Don’t know what to do 4) Discomfort we experience is called DISSONANCE 5) What is the foot in the door technique of persuasion a) Getting people to agree to a small request often means that you can get them to agree to a larger request 6) Authors discuss 5 kinds of power a) Reward power b) Coercive power c) Expert power d) Referent power e) Legitimate power 7) Rewards can be INTERNAL, EXTERNAL, PSYCHOLOGICAL or TANGIBLE a) Internal—within you b) External—outside of you, you get a trophy or raise c) Psychological—enhance your attitude d) Tangible—same as external something you can hold in your hands 8) Coercivepower is basedon force, threat, intimidation 9) Expert power is based on knowledge, training, and experience 10) Referent power
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 04/01/2008 for the course COM 225 taught by Professor Morrison during the Spring '08 term at Michigan State University.

Page1 / 2

Chapter 9 contd - Chapter 9 contd 1) Congruity theory-when...

This preview shows document pages 1 - 2. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online