Chapter 4 - Chapter 4 Behavior and Attitudes Role A set of...

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Chapter 4 Behavior and Attitudes 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 one alternative despite reasons favoring  another. Insufficient justification effect- Reduction of dissonance by internally justifying one’s behavior when 
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