P11CW10+Lect4post

P11CW10+Lect4post - Perception of free choice is crucial...

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Lecture Outline -- 1/19/10 Quick Wrap up on Behavioral Persuasion The Milgram Obedience Film Discussion
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Exam Next Thursday (1-28)! 64 Question multiple choice Covers Lecture Material + Readings 5 Selections from the Norton Reader Bring with you: 2 pencils (#2) Student ID Study Guide posted by Tuesday (1-26)
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Attitudes and Behavior Initial Assumption = Change Attitudes, Change Behavior Attitude-Behavior relation is more complex Behavior often doesn’t predict behavior -- LaPierre (1934) Sometimes behavior leads to attitudes! Attitude Behavior Attitude Behavior
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Behavioral Persuasion Induce people to behave consistent with a particular attitude Attitude often “follows” -- change attitude to make it consistent with behavior
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Unformatted text preview: Perception of free choice is crucial Predicted from multiple theories Self-perception theory -- Bem (1972) Cognitive Dissonance Theory -- Festinger (1957) Inducing Commitment Foot-in-Door Effect Freedman & Fraser (1966) Drive Safely sign? Big Sign? = 17% Small Sign? then Big Sign? = 56% Initiation Rituals Effort Justification Aronson & Mills (1959) Women volunteers for study on psychology of sex Told had to go thru a screening test Test either mild or severe Listen to extremely boring discussion DV = Like it? 70 80 90 100 Control Mild Initiation Severe Initiation Deadly Persuasion: Cults Peoples Temple 913 Members Commit Suicide Nov. 18, 1978 Heavens Gate 39 Members Commit Suicide March 26, 1997...
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P11CW10+Lect4post - Perception of free choice is crucial...

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