Psychology

1. Attitudes are beliefs and feelings that can influence our reactions.

1. Attitudes influence behaviour when:

a) External influences are minimal b) Attitude is specific to the behaviour c) We are conscious of our attitude

1. Role playing refers to actions expected of those who occupy a particular social position.

1. Saying becomes believing especially when there are no compelling external explanations

1. Foot-in-the-Door phenomenon is when you agree to someone’s small request and then feeling obligated to agree to a larger request because you’re already committed.

1. The Bait and Switch technique is used to draw people in with advertisement but when you get to the store you find out what is advertised isn’t there.

1. Behaviour affects attitudes by:

a) Good Impressions b) Cognitive Dissonance Theory c) Self-Perception

The cognitive dissonance theory is a discrepancy between behaviour and attitudes. We act to reduce tensions by adjusting our attitudes to fit our actions

1. The Self-Perception theory is when unsure of our attitudes we observe our behaviours and then infer out attitudes

1. Asch’s results were startling because:

a) There was no obvious pressure b) There was no reward c) There was no punishment for individuality

1. The four factors that determined obedience in Milgram’s study:

a) Emotional distance of the victim b) Closeness and legitimacy of the authority c) Institutional authority d) The liberating effects of group influence

Level of personal responsibility is a factor in the obedience studies

1. The Fundamental Attribution Error explains that there is an underestimation of social forces and that good people sometimes do bad things.

Central Route and Peripheral Route. Central Route- Individuals focus on the arguments and respond with favourable thoughts. Peripheral Route- Individuals are influenced by incidental cues, such as the speakers attractiveness

1. Credibility describes a communicator who is an expert and trustworthy-appear to be more believable.