Self-determination research: Reflections and future directions. Ryan Eds. A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. Psychological Bulletin, 6 , — Festinger, L. Cognitive consequences of forced compliance. Journal of Abnormal and Social Psychology, 58 , — Freedman, J. Long-term behavioral effects of cognitive dissonance. Journal of Experimental Social Psychology, 1 2 , — Compliance without pressure: The foot-in-the-door technique.
Journal of Personality and Social Psychology, 4 2 , — Gerard, H. The effects of severity of initiation on liking for a group: A replication. Journal of Experimental Social Psychology, 2 , — Gibbons, F.
Cognitive reactions to smoking relapse: The reciprocal relation between dissonance and self-esteem. Journal of Personality and Social Psychology, 72 1 , — Foot-in-the-door technique and computer-mediated communication. Computers in Human Behavior, 18 1 , 11— Low-ball and compliance to a request: An application in a field setting. Psychological Reports, 91 1 , 81— Han, S. Persuasion and culture: Advertising appeals in individualistic and collectivistic societies.
Journal of Experimental Social Psychology, 30 4 , — Harmon-Jones, E. Cognitive dissonance: Progress on a pivotal theory in social psychology. Evidence that the production of aversive consequences is not necessary to create cognitive dissonance.
Journal of Personality and Social Psychology, 70 1 , 5— Heine, S. Culture, dissonance, and self-affirmation. Personality and Social Psychology Bulletin, 23 , Hsee, C. Trends in Cognitive Sciences, 10 1 , 31— Hulleman, C. Task values, achievement goals, and interest: An integrative analysis. Journal of Educational Psychology, 2 , — Kitayama, S. Psychological Science, 15 8 , — Lepper, M.
The hidden costs of reward: New perspectives on the psychology of human motivation. Oxford, England: Lawrence Erlbaum. Journal of Personality and Social Psychology, 28 , — Olson, J. The influence of behavior on attitudes. Zanna Eds. Mahwah, NJ: Lawrence Erlbaum. Prislin, R. Behavior, consequences, and the self: Is all well that ends well? Personality and Social Psychology Bulletin, 22 9 , —;.
Schwartz, B. The paradox of choice: Why more is less. Steele, C. The psychology of self-affirmation: Sustaining the integrity of the self. Advances in Experimental Social Psychology, 21 , — Stone, J.
What exactly have I done? The role of self-attribute accessibility in dissonance. Neural activity predicts attitude change in cognitive dissonance. Nature Neuroscience, 12 11 , — Wells, G. The effects of overt head movements on persuasion: Compatibility and incompatibility of responses. Basic and Applied Social Psychology, 1 3 , — Rajiv Jhangiani and Dr. Skip to content 4. Attitudes, Behavior, and Persuasion. Outline the principles of self-perception and explain how they can account for the influences of behavior on attitude.
Outline the principles of cognitive dissonance and explain how they can account for the influences of behavior on attitude. As predicted by the principle of attitude consistency, if we engage in an unexpected or unusual behavior, our thoughts and feelings toward that behavior are likely to change. Self-perception occurs when we use our own behavior as a guide to help us determine our thoughts and feelings. Self-perception can lead to either insufficient justification—the perception that there was not enough external threat to avoid engaging in a behavior—or overjustification—the perception that our behavior was caused primarily by external factors.
Principles of self-perception suggest that to create true attitude change we should avoid using too much punishment or too much reward. Cognitive dissonance refers to the discomfort that occurs when we behave in ways that we see as inappropriate, such as when we fail to live up to our own expectations.
Dissonance is reduced by changing behavior, by reducing dissonant cognitions, or by creating new consonant cognitions to counteract the dissonant cognitions. Dissonance is observed in many everyday experiences, including initiation and the experience of postdecisional dissonance. Engaging in dissonance reduction has many positive outcomes for our affect but may lead to harmful self-justifications and irrational actions. Because dissonance involves self-concern, it is stronger when we do not feel very positively about ourselves and may be stronger in Western than in Eastern cultures.
Marketers use the principles of dissonance in their attempts at persuasion. Advertisers use classical conditioning to influence our attitude toward a particular product.
In a television commercial, we find young, beautiful people having fun in on a tropical beach while enjoying a sports drink. This attractive and appealing imagery causes to develop a positive association with this particular beverage. Operant conditioning can also be used to influence how attitudes develop. Imagine a young man who has just started smoking.
Whenever he lights up a cigarette, people complain, chastise him, and ask him to leave their vicinity. This negative feedback from those around him eventually causes him to develop an unfavorable opinion of smoking and he decides to give up the habit.
Model for Predicting Behavior The theory of planned behavior was developed to account for the processes by which people consciously decide to engage in specific actions. It states that behavioral intentions are the most proximal determinant of behavior, and that three factors Attitude, norms and perceived behavioral control converge to predict behavioral intentions. It has been applied in various fields such as advertising, public relations, advertising campaigns and healthcare.
Attitude towards a behavior Attitude toward a behavior is the degree to which performance of the behavior is positively or negatively valued. Subjective norms. An individual's perception about the particular behavior, which is influenced by the judgment of significant others e. Perceived control. According to the model these three factors combine in an interactive way to determine behavioral intention, which in turn determines behavior. Theory of Planned Behavior suggests that more favorable attitudes toward specific act, more favorable subjective norms, and greater perceived behavioral control strengthen the intention to perform the behavior.
All three factors feed into behavioral intention, even perceived control. However, while there may be strong intention, ultimately the behavior may not be carried out because when the person comes to try to engage the behavior stop smoking they may find it too difficult because of low behavioral control withdrawal effects which feed directly into actual behavior.
Self-perception theory argues that when we have no or a very weak prior existing attitude on a particular issue we can infer our attitudes from observing our own behaviors. If we return a lost wallet, we infer that we are honest. Often, our behavior is shaped by subtle pressures around us, but we fail to recognize those pressures. As a result, we mistakenly believe that our behavior emanated from some inner disposition.
Perhaps we aren't particularly trustworthy and instead returned the wallet in order to impress the people around us. But, failing to realize that, we infer that we are clean honest. By believing in our behavior, we infer that we are honest and that really makes a change in our previous un-trust-worthy attitude.
Behavior Attitude Self perception theory provides the most accepted explanation of the Foot-in-the-Door effect. Now, newly formed attitude resulting from the initial compliance make us more receptive to the second , larger request.
This technique is commonly used by the salespeople, and it is also employed to increase compliance with requests made by charitable organizations, like Red Cross. Cognitive dissonance theory argues that behaving in a way that contradicts existing attitudes creates a feeling of discomfort.
For example, an animal lover may feel upset if he accidentally run over a cat. So that, people will be motivated to try to resolve this dissonance. People will look for ways to try to explain it and, if none are apparent, they will resort to resolve the discrepancy: they will change their attitude so that it matches the behavior they have performed. Persuasion While cognitive dissonance is attitude change via an internal discrepancy, persuasion refers to attitude change via an external message.
How do people think about, and incorporate information they receive in TV that is counter to their current point of view? This theory of persuasion suggests that people can alter their attitudes in two ways. First, they can be motivated to listen and think about the message, thus leading to an attitude shift. Or, they might be influenced by characteristics of the speaker, leading to a temporary or surface shift in attitude. Messages that are thought- provoking and that appeal to logic are more likely to lead to permanent changes in attitudes.
Heckert, Latier, Ringwald-Burton, and Drazen surveyed undergraduates enrolled in courses at a midwestern university about the amount of effort that their courses required of them. In addition, the students were also asked to evaluate various aspects of the course. Furthermore, students indicated that they learned more in courses that required more effort, regardless of the grades that they received in those courses Heckert et al. Besides the classic military example and group initiation, can you think of other examples of cognitive dissonance?
Here is one: Marco and Maria live in Fairfield County, Connecticut, which is one of the wealthiest areas in the United States and has a very high cost of living.
Marco telecommutes from home and Maria does not work outside of the home. Maria shops at consignment stores for clothes and economizes where she can. They complain that they never have any money and that they cannot buy anything new. When asked why they do not move to a less expensive location, since Marco telecommutes, they respond that Fairfield County is beautiful, they love the beaches, and they feel comfortable there.
Persuasion is the process of changing our attitude toward something based on some kind of communication. Much of the persuasion we experience comes from outside forces. How do people convince others to change their attitudes, beliefs, and behaviors [link]? What communications do you receive that attempt to persuade you to change your attitudes, beliefs, and behaviors? We encounter attempts at persuasion attempts everywhere.
Persuasion is not limited to formal advertising; we are confronted with it throughout our everyday world. A subfield of social psychology studies persuasion and social influence, providing us with a plethora of information on how humans can be persuaded by others. The topic of persuasion has been one of the most extensively researched areas in social psychology Fiske et al.
After the war, Hovland continued his exploration of persuasion at Yale University. Out of this work came a model called the Yale attitude change approach , which describes the conditions under which people tend to change their attitudes.
Thus, speakers who are credible, or have expertise on the topic, and who are deemed as trustworthy are more persuasive than less credible speakers. Similarly, more attractive speakers are more persuasive than less attractive speakers. The use of famous actors and athletes to advertise products on television and in print relies on this principle.
Messages that are more subtle are more persuasive than direct messages. Arguments that occur first, such as in a debate, are more influential if messages are given back-to-back. In order to be persuaded, audience members must be paying attention.
Finally, younger adults aged 18—25 are more persuadable than older adults. The elaboration likelihood model considers the variables of the attitude change approach—that is, features of the source of the persuasive message, contents of the message, and characteristics of the audience are used to determine when attitude change will occur.
According to the elaboration likelihood model of persuasion, there are two main routes that play a role in delivering a persuasive message: central and peripheral [link].
Persuasion can take one of two paths, and the durability of the end result depends on the path. This is a direct route to persuasion that focuses on the quality of the information. In order for the central route of persuasion to be effective in changing attitudes, thoughts, and behaviors, the argument must be strong and, if successful, will result in lasting attitude change.
Select personalised ads. Apply market research to generate audience insights. Measure content performance. Develop and improve products. List of Partners vendors. In psychology, an attitude refers to a set of emotions, beliefs, and behaviors toward a particular object, person, thing, or event. Attitudes are often the result of experience or upbringing, and they can have a powerful influence over behavior.
While attitudes are enduring, they can also change. What's your opinion on the death penalty? Which political party does a better job of running the country?
Should prayer be allowed in schools? Should violence on television be regulated? Chances are that you probably have fairly strong opinions on these and similar questions. You've developed attitudes about such issues, and these attitudes influence your beliefs as well as your behavior.
Attitudes are an important topic of study within the field of social psychology. But what exactly is an attitude? How does it develop? Psychologists define attitudes as a learned tendency to evaluate things in a certain way. This can include evaluations of people, issues, objects, or events. Such evaluations are often positive or negative, but they can also be uncertain at times.
For example, you might have mixed feelings about a particular person or issue. Researchers also suggest that there are several different components that make up attitudes. Attitudes can also be explicit and implicit. Explicit attitudes are those that we are consciously aware of and that clearly influence our behaviors and beliefs. Implicit attitudes are unconscious but still have an effect on our beliefs and behaviors. There are a number of factors that can influence how and why attitudes form.
Here is a closer look at how attitudes form.
0コメント