psyc120 April_1 - Leon Festinger: Cognitive Dissonance...

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Leon Festinger: Cognitive Dissonance - Prior to Festinger the belief was: o Attitude first o Behavior follows - Now o Behavior first o Attitude follows Cognitive Dissonance - The Tension produced when people act in a way that is inconsistent with their attitudes - Tension is reduced by changing attitude - We want harmony between what we believe & what we do - Attitudes get shifted to support what we do Festinger’s bottom line about Cognitive Dissonance - Foot in the Door Phenomenon - Once a person has granted a small request - They are more likely to comply with a larger one - Jim Jones used foot in door - Sent out flyers 1 st – free dinners - And free babysitting Low Ball Technique - Induce a person to agree to do something
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- Raise cost of compliance after the commitment to behavior has been made Door in the Face Phenomenon - Under certain circumstances - A person who has refused to comply with a large request…. -
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This note was uploaded on 04/07/2008 for the course PSY 120 taught by Professor Donnely during the Spring '08 term at Purdue University-West Lafayette.

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psyc120 April_1 - Leon Festinger: Cognitive Dissonance...

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