Intro to Social Psych - Chap 4 vocab

Intro to Social Psych - Chap 4 vocab - one alternative...

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Intro to Social Psych Book Vocab Chapter 4 Attitude – a favorable or unfavorable evaluative reaction toward something or someone (often rooted in ones beliefs, and exhibited in ones feelings and intended behavior) Role – a set of norms that defines how people in a given social position ought to behave Foot-in-the-door phenomenon – the tendency for people who have first agreed to a small request to comply later with a larger request Low-ball technique – a tactic for getting people to agree to something. People who agree to an initial request will often still comply when the requester ups the ante. People who receive only the costly request are less likely to comply with it Cognitive dissonance – tension that arises when one is simultaneously aware of two inconsistent cognitions. For example, dissonance may occur when we realize that we have, with little justification, acted contrary to our attitudes or made a decision favoring
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Unformatted text preview: one alternative despite reasons favoring another Insufficient justification effect reduction of dissonance by internally justifying ones behavior when external justification is insufficient Self-perception theory the theory that when we are unsure of our attitudes, we infer them much as would someone observing us, by looking at our behavior and the circumstances under which it occurs Overjustification effect the result of bribing people to do what they already like doing; they may then see their actions as externally controlled rather than intrinsically appealing Self-affirmation theory a theory that (a) people often experience a self-image threat, after engaging in an undesireable behavior; and (b) they can compensate by affirming another aspect of the self. Threaten peoples self-concept in one domain, and they will compensate either by refocusing or by doing good deeds in some other domain...
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