Slide 1The AudienceAttitude InoculationCognitive DissonanceSlide 5Slide 6Ch 6: AttitudesPart 3: Oct. 10, 2011The 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
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