behaviour and attitudes influence each other
oke
maar zijn niet altijd in line met elkaar, want..
- veel processes gebeuren voordat attitude behaviour kan beinvloeden
- nog veel meer processen beinvloeden behaviour, naast attitude
wanneer van behaviour naar attitude via superficial processing
wanneer je geen motivatie of capacity hebt
self-perception theory
states that people form an attitude (when they do not have any experience or when emotions are ambiguious) based on observing their own behaviour, and then see what consequences are derived from that.
connection between behaviour and attitude in advertising
- slogan contests (denken about product en waarom dit het beste is)
- product in game shows
- free samples (people: if i use it, i must like it?)
- small purchase usually leads to commitment to a brand (omdat je het kent)
foot in the door technique
make people agree with a single, simple act, so that they are open to more. ze willen consistent blijven -> dus dan ook agree op de tweede vraag.
maar alleen als;
- primary act is meaningful
- primary act must be seen as performed voluntarily
wat is vaak het resultaat van cognitive dissonance
changing attitudes to justify behaviour (makkelijker dan behaviour veranderen -> want je kan de tijd niet terug draaien)
cognitive dissonance =
when ppl realise that their thoughts, actions or feelings are inconsistent with each other = uncomfortable
cognitive dissonance steps
- recognize inconsistency
- attribute interal cause (want als het external is: verminderde cognitive dissonance)
- physiological arousal -> uncomfortable
- attribute the arousal to the inconsistency between attitude and behaviour
effort-justification effect
there is a discrepancy between working hard for something and then finding out it is not worth the effort -> therefore we tend to value something if we put in effort anyway
= self-justification effect
decisional dissonance
= post-decisional regret
tension between the alternative we chose and all positive things of the other alternative.
to solve this: we enhance the positive things (= self-enhancement effect)
the processing payoff
attitude changes can be long lasting
alternatives to attitude change:
- trivializing (minder belangrijk maken) van het effect
- reduce personal influence
- adding cognitions that make it consonant
- attribute the arousal to something else
culture differences for dissonance
independent: voelt erger als de keuze om jou gaat. bij interdependence: ergere cognitive dissonance als anderen er in mee worden getrokken.
habits are independent of
attitudes and norms
attitudes impact behaviour via 2 different ways
- superficial processing
- but also systematic processing
theory of reasoned action
a person’s behavior is determined by their intention to perform the behavior and that this intention is, in turn, a function of their attitude toward the behavior and subjective norms
attitude -> intention -> behaviour
intentions are good predictors of social behaviour
oke!
how can we make attitudes accessible? 3 ways
- deliberate thought
- self-awareness
- frequent use: automatically
attitudes should be relevant to the attitude object and at the right time to have an effect on behaviour
duidelijk
