Lecture 7 - Social Influences on Attitudes

potential ambivalence

when attitude contains inconsistency

felt ambivalence

inconsistency causes discomfort

felt ambivalence can happen for consistent attitudes if _______

the attitude is socially inconsistent

what predicts felt ambivalence

potential ambivalence and disagreement with meaningful others

in the attitude triangle, what determines a balanced attitude

all positive or 2 negatives

compliance

outward conformity without internal attitude change

group polarization

attitudes become more extreme after discussing shared opinions with others

persuasive arguments theory

discussion provides people with new arguments for what they think/feel

bandwagon effect

people detect the majority opinion then exaggerate theirs slightly

pluralistic ignorance

mistakenly believing your opinion differs from the majority’s

why would pluralistic ignorance lead to counter-attitudinal behaviour

misguided attempt at conformity

why is pluralistic ignorance sometimes a vicious circle

if everyone complies with the false norm, everyone will continue to believe the norm is real

descriptive norms

information about how others actually think, feel, behave

injunctive norms

information about how others believe we should behave, think, feel

TF: descriptive norms are often just as powerful as injunctive norms

F descriptive norms are much more powerful than injunctive norms

(low/high) self monitors are more easily swayed by social norms

high

(weak/strong) identification to a social group leads to greater effect of norms

strong

(descriptive/injunctive) norms linked to interpersonal harmony goals whilst (descriptive/injunctive) norms linked to accuracy goals

• injunctive

• descriptive

the relationship between attitudes and behaviour is (direct/indirect) and mediated by ________

• indirect

• behavioural intentions

theory of reasoned action

theory proposing that people rationally consider attitude towards an action (including costs and risks) and subjective norm (how people will view that action), and only then form intentions predicting behaviour

theory of planned behaviour

people’s perceived control over a situation and the perceived opinions of others impact decision making

what is a defining limitation of the theory of reasoned action and planned behaviour

does not specify background factors that shape its predictors

reasoned action framework

set of highly similar models explaining the path from attitudes to deliberate behaviour

define the 4 versions of the reasoned action framework

1. Theory of reasoned action - attitudes and subjective norms predict intentions which predict behaviour

2. theory of planned behaviour - adds behavioural control

3. updated reasoned action model - percieved norms consist of injunctive and descriptive norms

4. reasoned action approach - explicitly acknowledges background factors that influence attitudes, norms and control beliefs

MODE model

motivation and opportunity as determinants of behaviour: controlled processes require motivation and opportunity

1. spontaneous pathway - attitudes guide decisions automatically when motivation and opportunity are (present/lacking)

2. deliberative pathway - exertion of cognitive effort when motivation and opportunity are (present/lacking)

• lacking

• present

quick decision, distracted behaviour, mindless behaviour are part of the (spontaneous/deliberative) pathway of the MODE model

spontaneous

what is the main limitations of the MODE model

doesn’t explain long-term goals