psych - week 6 - attitude and persuasion

attitude

general feeling (positive or negative) about a person,subject,object → learned predisposition based off beliefs, feelings, behaviors, object

three dimensions of attitude

your behavior isn’t always consisten with your attitude

cognitive dissonance

situations involving conflicts of attitude/belief/behavior. produces a feeling of discomfort leading to an alteration of the attitude to reduced discomfort + restore balance

kurt lewin

active discussion is better recieved to change people’s attitude compared to lectures

6 principles of persuasion

1. likeability → more easily persuaded by people you like

2. reciprocity → treat others how they treat you

3. consistency → people align with their commitments

4. social proof of consensus → people follow the lead of others

5. authority → experts have more impact

   1. scarcity → people want more of what they have less of

foot in door tactic

first agree to small request, they will be more willing to comply to a bigger request

door in the face

first ask a very big request, then ask for a smaller more reasonable request

lowball tactic

start with low price → add options to make price higher