Psych 2310 1st Edition Lecture 6 Outline of Last Lecture I. Are social forces or personal attitudes stronger in determining behavior?II. Attitudes don’t predict behavior wellIII. When do attitudes predict behavior?IV. Cognitive dissonanceV. What personality traits are most susceptible to the power of the situation?Outline of Current Lecture I. Additions to last lectureII. Cognitive DissonanceIII. Intrinsic MotivationCurrent LectureI. Additions to last lecturea. Foot in the door phenomenon= Moral: Beware of granting small favors for people.b. Norm of reciprocity technique= We want to be even with people who have helped us in the pasti. Moral: Do you want something from someone? Do something for them first. c. Door in the face= Ask someone for something more than what you really want than ask for what you really want once they say noII. Cognitive Dissonancea. Intensifiers of cognitive dissonanceThese 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. Decision seems to be freely chosenii. Decision can’t be justified with a reward or threatiii. Decision cannot be withdrawniv. Decision produces negatives consequences that were foreseeableb. To reduce dissonance add a cognitioni. Ex: If we have cognitive dissonance about our job we may just think “Everyone hates their job”c. Is attitude change always about reducing internal arousal due to a self- inconsistency?i. Self presentation theory=There is no internal arousal- it is not about feeling consistent it is about appearing consistentii. Self-perception theory= No, there is no internal arousal. We’re only revising our attitude because we are going by what we perceive ourselvesdoing. We see ourselves drinking a soda so we think we must like soda.III. Intrinsic Motivationa. The willingness to do a task for one’s own enjoyment rather than from an outsiderewardb. Undermining effect= If you reward people it may take away their intrinsic motivationi. Self perception theory= You see yourself doing a task and getting rewarded so you think you are doing it only for the rewardii. Self-determination theory= We think we are coerced by rewards. There is no more autonomy in the task for us. We think we used to like it, but nowwe are getting bribed to do it so it is not fun
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