Attitude Behavior - Constancy pt.1

Underlying assumption of persuasion research (If A changes B will follow)

attitude and behavior

Who completed a meta analysis suggesting there was no or weak correlation between attitude and behavior?

wicker 1971

Underlying assumption of persuasion research (If A changes B will follow)

attitude and behavior

Who completed a meta analysis suggesting there was no or weak correlation between attitude and behavior?

wicker 1971

Cognitions can exist in 3 relations:

irrelevant, consonant, dissonant

Dissonance equation?

importance x # of dissonance cog / importance x # of consonant cog

Dissonance leads to..

uncomfortable psychological tension

Dissonance increases with..

number of importance of dissonance decreases with # importance of constant.

Results in pressure to reduce dissonance by:

• _________ cognition

• Altering ________ of cognition (also known as ______)

• _________ cognitions

adding, importance, trivialization, changing

Dissonance reduction follows the path of…

least resistant

Induced compliance/insufficient justification/over justification effect:

Someone is induced to perform…

a behavior that is inconsistent with their beliefs or attitudes to lower dissonance.

Festinger’s $1 and $20 experiment IV?

Given 1 or 20 dollars to tell the lie also control group does not tell lie

Festinger’s $1 and $20 experiment DV?

how much I enjoyed the experiment

Over justification effect

external rewards erode internal enjoyment of an activity

Intrinsic motivation

enjoyment and personal interest drives activity

Extrinsic motivation

extrinsic rewards or pressures drives activity

Belief disconfirmation

one holds expectation, disconfirmed, dissonance reduction process

Effort justification

great and unpleasant effort to obtain an outcome, the outcome is undesirable, desirability of outcome is exaggerated

Free choice/decisional dissonance (1)

Choice between 2 desirable alternatives,

Free choice/decisional dissonance (2)

positive aspects of the rejected alternative and negative aspects of chosen = dissonance

Free choice/decisional dissonance (3)

Exaggeration of negative aspects of rejected alternative and positives of chosen

Theoretical challenges

impression management theory, self-perception theory and self-justification and self-affirmation theory