Attitudes and Behavior

Question 1

Lapiere (1934)

Answer 1

tried to see if during a time where people were racist against the Chinese, some people said yes some said no

Question 2

The problem with attitudes

Answer 2

• I am a hypocrite, but so are you
• public/ private disconnect
• what we’re willing to express vs. what we truly believe

Question 3

Attitude

Answer 3

a favorable or unfavorable evaluative reaction toward something whether exhibited in beliefs, feelings, or inclinations to act

Question 4

How are attitude evaluative in nature

Answer 4

• they are beliefs or thoughts (cognitions)
• they are subjective
• not everyone has the same attitude

Question 5

Components of an attitude

Answer 5

• affective and cognitive

- semantic differential scale

Question 6

Semantic differential scale

Answer 6

• line with numbers on it to rate attitudes

- on a scale from -5 to 5, where do you fall on that line?

Question 7

What do attitudes predict our behavior?

Answer 7

• social influence is minimal
• attitude specificity
• attitude is strong

Question 8

attitude specificity

Answer 8

you need to ask the specific question, instead of asking something general

Question 9

Theory of Planned Behavior - Recycling Example

Answer 9

• Attitude toward behavior –> “I support Recycling”
• Subjective norms–> “Everyone is recycling”
• Perceived control –> It’s easy to recycle
• Then behavior intention –> “I’m starting now”

Question 10

Theory of Attitude Accessibility

Answer 10

• To guide behavior toward an object, attitudes must be (Affective and Accessible)
• The more affective and accessible the attitude, the more likely the attitude will guide behavior

Question 11

When does behavior predict attitudes?

Answer 11

• We say what people want to hear
• Saying becomes believing
• The roles we play

Question 12

What are some techniques for Behavior predicting attitudes

Answer 12

• Foot in the Door phenomenon
• Low ball technique
• Real world applications

Question 13

Foot in the Door Phenonmenon

Answer 13

once a person gives you a small commitment, it’s easier to get them to agree to something bigger

Question 14

Low Ball technique

Answer 14

we like to be consistent and stick with our word, they give an incredibile offer and then add to it, but we’re already invested in it so it builds up