4.2 - Attitude Formation and Attitude Change

attitudes

feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects/ppl/events

foot-in-the-door phenomenon

tendency for people who have first agreed to a small request to later comply with a larger request

_{^{[door-in-the-face effect: ask unreasonable request, moderate request after seems more acceptable]}}

role

a set of expectations about a social position, defining how those in the position ought to behave

cognitive dissonance theory

theory that we act to reduce the discomfort we feel when 2 of our thoughts are inconsistent

-we will reduce the tension by changing either our actions or our attitudes

⬆dissonance, ⬆motivation to change

_{^{ex) aware that our attitudes and actions clash, reduce dissonance by changing our attitudes}}

persuasion

changing people’s attitudes, potentially influencing their actions

peripheral route persuasion

occurs when people are influenced by incidental cues, such as a speaker’s attractiveness

-vivid/attention-getting cues

-relies on superficial factors e.g. celebrity endorsement _{^{+ emotions}}

-speedy, emotional judgments

central route persuasion

occurs when interested people’s thinking is influenced by considering evidence and arguments _^(facts!)

-thoughtful responses :) -lasting