Attitude
a favourable or unfavourable evaluative reaction toward something or someone exhibited in one’s behaviour
Cognitive Dissonance Theory
we experience psychological discomfort (dissonance) when our attitudes, beliefs, or behaviours are inconsistent
Ex: Smoking cigarettes while knowing they cause cancer → you might quit, rationalize, or downplay the risk
Door-in-the-Face-Technique
a compliance strategy where someone first makes a large, unreasonable request that is refused, then follows it with a smaller, reasonable request
Ex: asking people to put a big sign then ask to put a little sign
Foot-in-the-Door Phenomenon
the tendency for people who have first agreed to a small request to agree to a larger one later
Ex: Signing a petition → later more likely to donate to the cause
Gender Roles
the societal and cultural expectations about how people of different genders should think, feel, and behave
Implicit Association Test (IAT)
a psychological test that measures unconscious biases or automatic associations between concepts
Ex: the police with black people test thing
Insufficient Justification
when you do something you don’t really want to do and the reward isn’t big enough, you change your mind about it to make yourself feel better
Ex: You say something nice to someone you don’t like for a tiny favor → later convince yourself you actually like them
Low-Ball technique
a trick where someone agrees to a deal, then the “cost” or commitment is increased, but they usually stick with it because they already said yes
Ex: You agree to buy a car at $10,000 → dealer later adds fees → you still buy it
Norms
rules or expectations about how people should behave in a group or society
Ex: saying please and thank you
Overjustification Effect
giving someone an external reward for something they already enjoy makes them enjoy it less
Role
the set of expectations or behaviours associated with a particular social position or job
Ex: Teacher → teaches, grades, maintains order
Self-Affirmation Theory
people protect their self-image by focusing on values or qualities that make them feel good about themselves
Ex: Failing a test → remind yourself, “I’m a good friend and a creative person” → feel better about yourself
Self-Perception Theory
we figure out our attitudes or feelings by observing our own behaviour, especially when we’re unsure how we feel
Ex: You notice you keep volunteering → conclude, “I must like helping people.”
a favourable or unfavourable evaluative reaction toward something or someone exhibited in one’s behaviour
Attitude
we experience psychological discomfort (dissonance) when our attitudes, beliefs, or behaviours are inconsistent
Ex: Smoking cigarettes while knowing they cause cancer → you might quit, rationalize, or downplay the risk
Cognitive Dissonance Theory
a compliance strategy where someone first makes a large, unreasonable request that is refused, then follows it with a smaller, reasonable request
Ex: asking people to put a big sign then ask to put a little sign
Door-in-the-Face-Technique
the tendency for people who have first agreed to a small request to agree to a larger one later
Ex: Signing a petition → later more likely to donate to the cause
Foot-in-the-Door Phenomenon
the societal and cultural expectations about how people of different genders should think, feel, and behave
Gender Roles
a psychological test that measures unconscious biases or automatic associations between concepts
Ex: the police with black people test thing
Implicit Association Test (IAT)
when you do something you don’t really want to do and the reward isn’t big enough, you change your mind about it to make yourself feel better
Ex: You say something nice to someone you don’t like for a tiny favor → later convince yourself you actually like them
Insufficient Justification
a trick where someone agrees to a deal, then the “cost” or commitment is increased, but they usually stick with it because they already said yes
Ex: You agree to buy a car at $10,000 → dealer later adds fees → you still buy it
Low-Ball technique
rules or expectations about how people should behave in a group or society
Ex: saying please and thank you
Norms
giving someone an external reward for something they already enjoy makes them enjoy it less
Overjustification Effect
the set of expectations or behaviours associated with a particular social position or job
Ex: Teacher → teaches, grades, maintains order
Role
