Topic #2: Attitude

Module 9 | Behavior and Belief

What is an attitude?

a favorable or unfavorable evaluation toward someone or something

What are the 3 components necessary for an attitude to be present?

ABC - Affect, Behavior, Cognition

What is the Affect component of an attitude?

the emotional reaction

What is the Behavior component of an attitude?

the outward observable reactions

What is the Cognitive component of an attitude?

the thoughts and beliefs

When do attitudes start developing?

in adolescence

Why do females get in trouble for attitudes more than males?

males are more scared of perceived consequences

What are Affectively based attitudes driven by?

value and impulse

When do Affectively based attitudes occur?

when you like or dislike something without knowing why

What do you tend to not examine in an Affectively based attitude?

facts

Where are Affectively based attitudes believed to come from?

sensory reactions, especially aesthetics

What are Behavioral attitudes driven by?

outward behavior

What are Cognitive attitudes driven by?

thoughts and beliefs

What are dominant in Cognitive attitudes?

stereotypes

What occurs in a Cognitive attitude?

you consider positives and negatives of a person/situation then make decisions

What are explicit attitudes?

ones that you are aware of

Which attitudes are explicit?

behavioral and cognitive

What are implicit attitudes?

preconscious; they’re triggered and then they’re suddenly present

Which attitude is implicit?

affective

What characteristics must be present to predict behavior using attitudes?

• social influences are minimal

• you must be allowed to be governed by your own free thought

What does the Principle of Aggregation state?

• your attitudes toward others’ behaviors is based upon you watching their behavior over time

• you’re more likely to look at extreme behaviors as isolated incidents

What does the Theory of Planned Behavior state?

the more specific the attitude, the easier it is for it to drive your behavior

What occurs in subjective norms?

we consider what other people would think about our behavior, especially those you hold with high regard

What is role playing?

playing along in a new social situation until you figure out your role

What is an example of role playing?

at a new job, job, you shadow another employee until your job becomes natural to you

What is Saying is Believing?

the concept that if someone says something in their head enough, they start to think it’s true

What is Foot-in-the-Door?

a process where you get someone to say yes to something small and progressively ask them for bigger things, with a higher likelihood of them saying yes to the big thing you want

What is a pro of Foot-in-the-Door?

you get little things along the way

What is a con of Foot-in-the-Door?

it takes a lot of time and patience

What is Door-in-the-Face?

when you ask for something big first knowing you will be told no and then later ask for something smaller with a higher likelihood of getting it because it seems more reasonable than the first thing

When is Door-in-the-Face used?

when you don’t have enough time for foot-in-the-door

Why are girls more successful with Door-in-the-Face?

they’re better at using facial expressions to manipulate

What is a pro of Door-in-the-Face?

you get results quick and it’s more effective than foot-in-the-door

What is a con of Door-in-the-Face?

you only get a small thing

What is the Low-Ball technique?

when you offer someone something seems like a really good deal, then switch the deal once they say yes

When do Evil Acts usually occur?

when people become evil due to their environmental factors

What happens when you have consistent exposure to something?

you become desensitized to it