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Questions and Answers
What is the primary component of attitudes that involves emotions and feelings?
What theory proposes that people strive for consistency between their attitudes, beliefs, and behaviors?
What is the term for the discomfort or tension felt when an individual holds two or more inconsistent cognitions?
What is the purpose of the Foot-in-the-Door Technique?
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What is the main difference between descriptive and evaluative beliefs?
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What is the primary application of understanding attitudes and beliefs in advertising?
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What is the primary goal of Cognitive Dissonance Theory?
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What is the primary component of attitudes that involves behavioral tendencies?
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Study Notes
Attitudes, Beliefs, and Consistency
Attitudes
- A relatively enduring organization of beliefs, feelings, and behavioral tendencies towards social objects, groups, or ideas
- Components:
- Cognitive: beliefs and knowledge
- Affective: emotions and feelings
- Conative: behavioral tendencies
Beliefs
- Thoughts or convictions about the world, people, or objects
- Can be descriptive (factual) or evaluative (value-based)
- Influence attitudes and behavior
Cognitive Dissonance Theory
- Proposed by Leon Festinger (1957)
- The discomfort or tension felt when an individual holds two or more inconsistent cognitions (beliefs, attitudes, or values)
- Motivates individuals to reduce dissonance through:
- Changing one or more of the cognitions
- Adding new cognitions to justify the inconsistency
- Reducing the importance of one or more cognitions
Consistency Theories
- Cognitive Consistency Theory: people strive for consistency between their attitudes, beliefs, and behaviors
- Self-Perception Theory: people infer their attitudes and beliefs from their own behavior and the circumstances under which it occurs
Influence of Consistency on Behavior
- Foot-in-the-Door Technique: an individual is more likely to comply with a large request if they have already agreed to a smaller request
- Low-Ball Technique: an individual is more likely to comply with a request if they have already agreed to a similar request at a lower cost
Real-World Applications
- Advertising: understanding attitudes and beliefs to create effective advertisements
- Social Influence: recognizing the power of consistency in shaping behavior and attitudes
Attitudes
- Defined as a relatively enduring organization of beliefs, feelings, and behavioral tendencies towards social objects, groups, or ideas
- Composed of three components: cognitive, affective, and conative
- Cognitive component: beliefs and knowledge
- Affective component: emotions and feelings
- Conative component: behavioral tendencies
Beliefs
- Thoughts or convictions about the world, people, or objects
- Can be either descriptive (factual) or evaluative (value-based)
- Influence attitudes and behavior
Cognitive Dissonance Theory
- Proposed by Leon Festinger in 1957
- States that individuals experience discomfort or tension when holding two or more inconsistent cognitions
- Motivates individuals to reduce dissonance through:
- Changing one or more of the cognitions
- Adding new cognitions to justify the inconsistency
- Reducing the importance of one or more cognitions
Consistency Theories
- Cognitive Consistency Theory: people strive for consistency between their attitudes, beliefs, and behaviors
- Self-Perception Theory: people infer their attitudes and beliefs from their own behavior and the circumstances under which it occurs
Influence of Consistency on Behavior
- Foot-in-the-Door Technique: individuals are more likely to comply with a large request if they have already agreed to a smaller request
- Low-Ball Technique: individuals are more likely to comply with a request if they have already agreed to a similar request at a lower cost
Real-World Applications
- Advertising: understanding attitudes and beliefs to create effective advertisements
- Social Influence: recognizing the power of consistency in shaping behavior and attitudes
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Description
Learn about the components of attitudes, the role of beliefs in shaping attitudes and behavior, and cognitive dissonance. Understand how these concepts relate to each other in the field of psychology.
