Module 36 (1-4) Social Thinking

attribution theory

We can attribute the behavior to the person’s stable, enduring traits (a dispositional attribution), or we can attribute it to the situation (a situational attribution).

Fundamental attribution error

the tendency for observers, when analyzing others’ behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition.

Attitudes

feelings that make us respond in a particular way

foot-in-the-door phenomenon

They knew that people who agreed to a small request would find it easier to comply later with a larger one

cognitive dissonance

the discomfort people feel when they hold two or more conflicting thoughts, beliefs, or values, or when their behavior doesn't match their beliefs.

Peripheral Route Persuasion

people are influenced by superficial cues rather than the actual content or quality of a message. (celebrity endorsements)

Central route persuasion

offers evidence and arguments to trigger thoughtful responses.