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Fundamental Attribution Error

Fundamental Attribution Error - Why action affects attitude...

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Fundamental attribution error- observer underestimate the situational influence and overestimate the dispositional influences upon behavior Self-awareness- self-conscious state in which attention focuses on oneself, makes people more sensitive to their own attitudes and dispositions Attitude- favorable or unfavorable evaluative reaction toward something or someone What they say differs from what they do Principle of aggregation- effects of attitude become more apparent when looking at average behavior Conditions where attitude predicts behavior: Minimalize other influences Attitude speficially relevant to behavior Attitude is potent Foot in the door phen.- people who agree with small request will later agree with larger request Low-ball technique- used by car dealers, get people to agree with something, agree with initial request, still agree with upped ante
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Unformatted text preview: Why action affects attitude: • Self-Presentation theory • Cognitive dissonance (self-justification) o Tension that arises when one is simultaneously aware of two inconsistent cognitions, adjust thinking to modify this Festinger o Insufficient justification- reduction of dissonance by internally justifying if can’t be externally justified • Self-perception- infer our behavior, if unsure of attitudes, by observing ourselves/our behavior Overjustification effect- bribing people to do what they already enjoy, motivation becomes extrinsic (the bribe) instead of intrinsic (enjoyment) Self-affirmation theory- people often experience self image threat after engaging in undesirable behavior, compensated by affirming another aspect of the self...
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