Behaviors and attitudes

attitude

is a favorable or unfavorably evaluative reaction toward something or someone often rooted in one’s belief, and exhibited in one’s feeling and intended behavior

Moral Hypocrisy

people want to appear moral while avoiding the costs of being so.

attitude are potent

by becoming self-aware, people’s words become consistent with deeds.

role

is a set of norms that defines how people in a give social position ought to behave

foot-in-the-door phenomenon

is the tendency for people who have fist agreed to a small request to comply later with a larger request

low-ball technique

is a tactic for getting people to agree to something. people who agree to an initial request will often still comply when the requester ups the ante or cost

Self-Presentation Theory

we see making a good decisions impression as a way to gain social and material rewards, to feel better about ourselves, and to become more secure in our social identities

cognitive dissonance theory

states that tension arises when one is simultaneously aware of two inconsistent cognitions

Dissonance after Decisions

we usually reduce dissonance by upgrading the chosen alternative and downgrading the unchosen options

self-perception theory

states that when we are unsure of our attitudes, we infer them much as would someone observing us, by looking at our behavior and the circumstances under which it occurs.

william james

we infer our emotions by, observing our bodies an dour behaviors

postures affect performance

people associate an arms folded posture with determination and persistence, those who are instructed to work with their arms folded persevered in problem-solving more then those with their hands on their thighs

overjustification effect

The result of bribing people to do what they already like doing is they may see their actions as externally controlled rather than intrinsically appealing.