I. Reconciliatin Between Dissonance and Self-PerceptionA. Fazio, Zanna, and Cooper (1977) argued that both theories were right, but that they applied to different domains1. Latitude of acceptance/low physiological arousala. Self-perception2. Latitude of rejection/high physiological arousala. DissonanceIf you found the task completely boring/absurd/terrible and told people it was fun, that’s when dissonance kicks inII. Impression ManagementA. Impression management deals with how people present an image to others to achieve a particular goal1. Similar to impression-relevant involvement; the motivation for holding an attitude is to “look good” in the eyes of observersIII. IM and DissonanceA. The central thesis of this approach:1. Attitude change following dissonance is conceived of as nothing more than an attempt to manipulate one’s impression in the eyes of a high status experimenter and to absolve oneself from the embarrassment of appearing inconsistent2. Subjects in the $1 condition of the Festinger and Carlsmith study feared that the experimenter would look down on them for lying for a paltry sum of moneyB. Thus, attitude change is not persistentC. *****Know the 3 explanations and then the slide of when some explanations are better than others*****IV. IM & PersuasionA. Impression management has an influence on persuasion when the message receiver is concerned with how s/he will “look” to the other person or to observers1. People desire to appear consistent, and this desire can be manipulated2. Being consistent is met with social rewards because predictability and trustworthiness generate liking and respecta. Being inconsistent is met with social punishmentCOMM 318 1st Lecture Lecture 20Outline of Last Lecture I. Balance & Dissonance Outline of Current Lecture II. ImpressionCurrent LectureThese notes represent a detailed interpretation of the professor’s lecture. GradeBuddy is best used as a supplement to your own notes, not as a substitute.I. Reconciliatin Between Dissonance and Self-PerceptionA. Fazio, Zanna, and Cooper (1977) argued that both theories were right, but that they applied to different domains1. Latitude of acceptance/low physiological arousala. Self-perception2. Latitude of rejection/high physiological arousala. Dissonance ▫ If you found the task completely boring/absurd/terrible and told people it was fun, that’s when dissonance kicks in II. Impression ManagementA. Impression management deals with how people present an image to others to achieve a particular goal1. Similar to impression-relevant involvement; the motivation for holding an attitude is to “look good” in the eyes of observersIII. IM and DissonanceA. The central thesis of this approach:1. Attitude change following dissonance is conceived of as nothing more than an attempt to manipulate one’s impression in the eyes of a high status experimenter and to absolve oneself from the embarrassment of appearing inconsistent2. Subjects in the $1 condition of the Festinger and Carlsmith study feared that the experimenter would look down on themfor lying for a paltry sum of moneyB. Thus, attitude change is not persistentC. *****Know the 3 explanations and then the slide of when some explanations are better than others*****IV. IM & PersuasionA. Impression management has an influence on persuasion when the message receiver is concerned with how s/he will “look” to the other person or to observers1. People desire to appear consistent, and this desire can be manipulated2. Being consistent is met with social rewards because predictability and trustworthiness generate liking and respecta. Being inconsistent is met with social