12 Questions
What is the hypocrisy effect mentioned in the text?
Changing future behavior to match publicly advocated behavior
According to the theory of reasoned action, what is an important source of intentions?
Attitudes
What term describes the uncomfortable state of tension and arousal that occurs when freely chosen actions violate important self-relevant attitudes?
Cognitive dissonance
How can attitudes guide behaviors directly?
By biasing perceptions and making attitude-consistent information more obvious
In the foot-in-the-door technique, why are people who comply with a small request more likely to grant a larger request later on?
Because they perceive themselves as having corresponding attitudes
What makes attitude-consistent behavior more likely according to the text?
Intentions triggered by attitudes
Which effect motivates individuals to emphasize the positive aspects of options they have chosen?
Post-decisional-regret effect
Which type of attitude predicts uncontrollable behaviors better?
Implicit attitudes
When are associations with and inferences from actions more likely to occur according to the text?
When people lack motivation or ability to process more thoroughly
According to the theory of planned behavior, what influences behavior significantly?
Personal control perceptions
What motivates people to change their attitudes in order to make them consistent with their behavior?
Effort justification effect
What is the term used for the effect produced when attitude-discrepant behavior cannot be attributed to an external cause?
Insufficient justification effect
Study Notes
Changing Attitudes with Actions
- Behavior plays a crucial role in shaping attitudes, and changes in behavior can lead to changes in attitudes.
- The foot-in-the-door technique illustrates how people who comply with a small request are more likely to agree to a larger request from the same source, as they infer corresponding attitudes from their actions.
- When people lack motivation or ability to process information thoroughly, attitudes can be based on associations with actions or inferences from actions.
- Cognitive dissonance occurs when freely chosen actions contradict important self-relevant attitudes, leading to an uncomfortable state of tension and arousal, which can motivate attitude change.
Cognitive Dissonance and Attitude Change
- Dissonance can be reduced by changing attitudes to align with behavior, which can occur following attitude-discrepant behavior without external justification.
- The effort justification effect and post-decisional-regret effect are examples of dissonance reduction through attitude change.
- Attitude change due to dissonance often involves extensive processing and can be long-lasting.
- Alternatives to reducing dissonance include changing behavior, such as the hypocrisy effect.
Changing Actions with Attitudes
- Established attitudes can guide behavior directly by biasing perceptions and making attitude-consistent information more apparent.
- Attitudes influence behavior by prompting intentions to reach desired goals or perform desired behaviors.
- The theory of reasoned action states that attitudes are an important source of intentions, which can trigger planning and implementation intentions.
- Attitudes are more likely to guide actions when they are accessible, closely correspond to the intended behavior, and are deliberately considered.
- Implicit attitudes predict uncontrollable behaviors better, while explicit attitudes predict controllable behaviors better.
The Theory of Planned Behavior
- Perceptions of personal control have a significant influence on intentions and behavior, according to the theory of planned behavior.
- Behavior is more likely to reflect attitudes when people believe they have control and actually do have control over their behavior.
- Some behaviors are habits, performed independently of attitudes, norms, motives, or goals.
Explore how attitudes can change based on behaviors, such as complying with requests. Learn about the foot-in-the-door technique and how it can influence attitudes towards larger requests.
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