Attitudes and Behavior

For requirements for experiencing dissonance

1. Individual perceives action as inconsistent with attitude (especially when attitude is important, self-defining) . 2. Individuals perceives the action as freely chosen (not attributed to external causes) 3. Individual experiences uncomfortable states of arousal (anxiety, unease). 4. Individual attributes arousal to the inconsistency.

Intention

A commitment to reach a desired outcome or desired behavior

Implementation Intention

A plan to carry out a specific goal-directed behavior in a specific situaution

Habit

A repeated behavior automatically triggered in a particular situation

Foot-in-the-door-technique

A technique for increasing compliance with a large request by first asking people to go along with a smaller request, engaging self-perception processes

Persuasion Heuristic

An association of superficial cues with positive or negative evaluations

Cognitive Dissonance

An unpleasant state caused by people's awareness of inconsistency among important believes, attitudes, ir actions.

Effort Justification Effect

Attitude change that occurs to reduce the dissonance caused by freely choosing to exert considerable effort or suffering to achieve a goal

Post-DEcisional Regret Effect

Attitude change that occurs to reduce the dissonance caused by freely making a choice or decision

Attractiveness Heuristic (Persuasion Heuristic)

Attractive sources are better liked. Attractive sources are more persuasive. Example: Celebrities or models used in advertisement.

Expert Heuristic (Persuasion Heuristic)

Because experts typically have compelling arguments, people are more persuaded by them. Attributional processing about why the source is making particular claim can undermine the expertise heuristic.

Hypocrisy Effect

Change in behavior that occurs to reduce the dissonance caused by freely choosing to publicly advocate a behavior that one does not actually perform oneself

Evaluative Conditioning (Persuasion Heuristics)

Events are repeatedly associated with an attitude object. The attitude object soon comes to elect the positive or negative feelings associated with those events.

Defense agains persuasion

Ignore opposing information, assimilation and contrast, biased processing - Confirmation bias. Inoculation.

Conservatism

Makes existing attitude hard to change.

Motivation

Mastery motivation increases systematic processing.

Familiarity Heuristic (Persuasion Heuristic)

People prefer things to which they have been exposed more frequently. (The mere exposure effect). People are more likely to accept familiar information, or information from familiar sources. Mirroring.

Six Universal Principles of Social Influence

Reciprocation (We feel obligated to give back). Authority ( We look to experts to show us the way). Commitment/Consistency (We want to be consistent). Scarcity (The less available resource the more we want it). Liking (The more we like people, the more we want to say yes to them). Social proof / Conformity (We look to what others do to form an attitude and to guide our behavior)/

Heuristic Processing

Relying on persuasion heuristic to evaluate an attitude object quickly and without much target. (It led Austria to vote for Adolf Hitler).

Justifing Behavior

Straightforward way of reducing dissonance is to change attitude to match behavior (study where participant were paid $ 1 or 20.

Message Lenght Heuristic (persuasion Heuristic)

The more argument in favor of an attitude object, the better attitude object must be. Caution: Quantity does not always equal quality.

Theory of reasoned action

The theory that attitudes and social norms combine to produce behavioral intentions, which in truth influence behavior

Theory of planned behavior

The theory that attitudes, social norms, and perceived control combine to influence intentions and thus behavior