FSU SOP 3004 - Attitudes, Beliefs, and Consistency

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1 of 10 Attitudes Beliefs and Consistency Attitude global evaluations toward some object or issue Belief information about something Dual Attitudes Deliberate attitudes explicit attitudes controlled and conscious evaluative Automatic attitudes implicit attitudes automatic and non conscious evaluative responses responses How to measure automatic attitudes The Implicit Association Test IAT Automatic attitudes measured by Reaction time Accuracy Dovidio Kawakami Gaertner 2002 Measured automatic and deliberate attitudes of White participants toward Blacks Videotaped White participants interacting with Black participants Did automatic attitudes or deliberate attitudes predict behavior Deliberate predicted Verbal behavior or self reported friendliness Automatic predicted Nonverbal behavior Arcuri et al 2008 Local elections in Italy Measures deliberate attitudes which party are you going to vote for Left Right Undecided Measured automatic attitudes of political parties How do we get attitudes Mere Exposure Effect Familiarity breeds liking Exception Initial dislike repeated exposure greater dislike Zajonc 1968 Chinese character study 2 of 10 Learning of foreign language Exposure to each Chinese character for 2 seconds Guess meaning of the letter on a good bad scale Classical conditioning Through repeated pairings a neutral stimulus comes to evoke conditioned response Social learning People learn how to behave by observing or imitating others Operant Condition People are more likely to repeat behaviors that have been rewarded and less likely to repeat behaviors that have been punished Embodied cognition Attitudes are found in bodily states such as leaning toward or away from something Wells Petty 1980 Participants heard the commenter argue that tuition should increase v decrease Normative influence Going along with the crowd to be liked Asch s 1955 study Normative Influence Conformity increases as group size increases Dissension reduces conformity Galinsky et al 2008 Normative Influence IV Ppts assigned complete high power prime or low power prime All ppts complete sentence completion task Rated the extent to which they enjoyed the task Some participants see others rating Techniques of Social Influence Foot in the Door Technique Initial commitment leads to subsequent consistent behavior Starts with a small request to gain eventual compliance with a larger request Common techniques for recruitment to groups cult recruiters Low Ball Technique Start with low cost request and later reveal the hidden costs Cialdini et al 1978 Manipulation of IV Low Ball Technique 3 of 10 Control Condition initial request Low ball condition waited for participants response after saying 7 am DV Verbal compliance how much they agreed to participate Behavioral compliance what of subjects showed up Bait and Switch Draw people in w attractive offer Not really available Switch to less attractive offer that is available Labeling Technique Labeling an individual request for a favor consistent with the label Legitimization of Paltry Favors Make a small amount of aid acceptable Cialdini Schroeder Door to door funding I m collecting money for American cancer society control Would you willing to help by giving a donation even a penny Would you willing to help by giving a donation Even a penny will help Reciprocity Feeling obligated to repay what others have done for you Door in the Face Technique Start w inflated request Retreat to a smaller request Appears to be a concession Miller Seligman Clark Bush Control Spend 2 hours on a single occasion Large Favor First spend two hours a week for 2 years in a community mental health agency 85 of larger favor first and 50 of control showed up Thats Not All Technique Begins with an inflated request but prior to response adds in bonus and discount Burger 1986 Cupcakes were sold at psych club bake sale Control simply sold 75 cents each TNA initially told the cupcakes 1 each More powerful when they believed that the seller was making an exception for 4 of 10 them personally Techniques of Social Influence Scarcity Rare things seem as more valuable than plentiful Why It takes more effort Value of freedom Worchel Lee Adewole 1975 2 cookies vs 10 cookies Cookies in the jar with less cookies taste better Limited number technique Only a limited number of these products will be Fast approaching deadline technique An item or price is only available for a Pique Technique One captures people s attention by making a novel request available limited time Santons et al 1994 Can you spare a quarter Can you spare any change Can you spare 17 cents Can you spare 37 cents Disrupt Then Reframe Technique Introduce an unexpected element and then reframe the message in a positive light Davis Knowles Two experimenter went door to door selling Christmas cards Price only They re 3 Reframe only They re 3 It s a bargain Disrupt then reframe They re 300 pennies that s 3 It s a bargain Persuasion Attempt to change a person s attitude Who Source 5 of 10 Is the person really an authority Does the person honestly tell you what he she knows Similarity and physical attractiveness Halo Effect Assumption that because people have one desirable trait they also posses many other desirable traits Budesheim DePaola Given a booklet that contained information about 2 political candidates Physical Attractiveness Attractiveness vs Unattractive DV feeling thermometer 0 100 What Message Based on expertise and trustworthiness The Effect of Good Feeliing Janis et al 1965 Read four persuasive messages Cancer cure Armed forces moon trip 3 D movies Mood manipulation DV messages Janis Feshbach Good Mood Ate peanuts and Pepsi Control no food was served Attitude Change Attitude about the four topics before and after reading the Heard the same essential information on tooth decay Speeches differed in the amount of fear they aroused low fear moderate fear high fear control DV dental hygiene behaviors before and after hearing the speech most attitude change low fear least attitude change high fear Inverted U Shaped relationship 6 of 10 Stealing Thunder Revealing potentially incriminating evidence to negate its impact Source appears more honest and credible Werner et al 2002 One sided No Aluminum Cans Please Use the Recycler located on the First Floor Near the Entrance Two sided It may be inconvenient but its important Result Recycling reached 80 in the two sided message condition Two sided messages are more persuasive and enduring if people


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FSU SOP 3004 - Attitudes, Beliefs, and Consistency

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Emotions

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Notes

Notes

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Exam 3

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Exam 1

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Exam 1

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Exam 3

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Exam 4

Exam 4

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Attitudes

Attitudes

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Test 2

Test 2

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Test 2

Test 2

21 pages

Exam 1

Exam 1

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CHAPTER 1

CHAPTER 1

13 pages

Chapter 4

Chapter 4

14 pages

Notes

Notes

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Chapter 1

Chapter 1

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Chapter 7

Chapter 7

10 pages

Notes

Notes

9 pages

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