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9 Cards in this Set

  • Front
  • Back
a favorable or unfavorable evaluative reaction toward something or someone, exhibited in one`s beliefs, feelings, or intended behaviour
set of norms that define how people in a given social position ought to behave
foot in the door phenomenon
tendency to agree to a large request after first agreeing to a small one
low-ball technique
people who comply with an initial request will tend to comply with the request even after the requester ups the ante
cognitive dissonance
tension that arises when one is simultaneously aware of two inconsistent cognitions
insufficient justification effect
reduction of dissonance by internally judtifying one`s behaviour when external justification is `insufficient`

ex- those paid $20 had less dissonance; those paid $1 had more, and were thus more likely to say that they enjoyed the boring experiment
self-perception theory
when unsure of our attitudes, we infer them much like we would someone observing us - by looking at out behaviour and the circumstances under which it occurs
overjustification effect
the result of bribing when people already like what they`re doing
-they may see their action as externally controlled rather than intrinsically appealing

-old man grass ex.
self-affirmation theory
theory that people often experience selfimage threat after engaging in an undesirable behaviour, they conpensate for this threat by affirming another aspect of the self

-threaten one`s self-concept in one domain, and they will compensate either by refocusing or by doing good deeds in some other domain

ex- If you show me how I cannot sing, I’ll go and play guitar even more, which I know I am better at.