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Why do some fall for the con?
Low-ball technique- get person to agree to a
request, then up the ante.
Most people once they agree to something will still
comply when asked for more.
E.g. Cr salesperson tactic.
Sunday, 19 January 2014
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Racial Attitudes
Racial Attitudes
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Positive acts toward another person breeds liking
for that person.
This works with racial attitudes as well.
Decreased discriminatory behaviors, leads to
improved racial attitudes.
Self-Presentation
Self-Presentation
We match our attitudes with our actions to appear
favorable to others.
We adjust what we say to appear pleasant & to
avoid offending others.
The bogus-pipeline cuts through this pretense.
Cognitive-Dissonance
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Cognitive-Dissonance
Tension arises when we are aware of two
simultaneously inconsistent cognitions.
To reduce the dissonance, we change our attitudes
so that they will correspond to our actions.
We correct discrepencies between attitudes &
behaviors.
Cognitive Dissonance Study
Festinger’s Famous
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Had Ss perform dull tasks (turning knobs)
Afterwards, Ss were told the study was on how
expectations affect performance.
Experimenter asked Ss to tell a new S outside that
the experiment was really exciting. Ss
were either given $1 or $20 to lie.
Festinger’s Study
Festinger’s Study
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Ss told the new S (confederate) how great the
experiment was & then filled out a questionnaire asking how much they liked
the study.
Who was likely to say they liked it more, those who
earned $1 or $20?
Those who earned $1 were more likely to say they
liked the study. Why?
Dissonance after decisions
We often experience dissonance when making big decisions.
To reduce the dissonance after making our choice,
we upgrade the chosen alternative and downgrade the UN chosen option.
Self-perception theory
Self-perception theory
When unsure of our attitudes, examine our behavior
& the circumstances under which it occurs.
James-Lange theory of emotion
Article
Do facial expressions influence our attitudes?
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Yes.
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Wells & Petty (1980) had Ss test headphone sets
by making either vertical or horizontal head movements while listening to a
radio editorial.
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Who most agreed with the editorial?
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Those nodding their heads up & down.
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Associated with “yes” responses.
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