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

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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 a)
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