Ch 6 Attitudes Part 3 Oct 10 2011 The Audience Are there strong individual differences in persuadability Self monitoring effects Forewarning resistance Attitude Inoculation Tactics for resisting influence persuasion Expose people to weak attacks What is the result Applications of this and evidence Reactance effect Cognitive Dissonance Assumes we are motivated by consistency Want our attitudes to match our behaviors Festinger s 1957 research Cog Diss Theory Our motivation to maintain consistency can lead to irrational behavior What is the role of tension stress Festinger s experiment Boring task for 1 hr then tell next participant about your experience Paid either 1 or 20 Results The role of insufficient justification Justifying our decisions Conditions for cog dissonance to work Other explanations Self perception Impression management Self esteem
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