Influence Theories

Influence Theories Cognitive noise Theory The Key Points: ? pile seek consistency in their lives. ?People are slender to contradictions and inconsistencies. ?Dissonance (discomfort, guilt, doubt) fosters attitude veer. The Rules of body People Expect Consistency: My behavior is consistent with my self- concept Inconsistencies Create Dissonance -- uneasy and tense experiences -- Stress-like physiology -- If dissonance was a pill, would you buy it? Dissonance fosters the zest for consistency -- Dissonance can be reduced by changing ones cognizance of the relevant behavior . -- Dissonance can be reduced by changing perception of ones self. Doing Dissonance Planning Is Important Get and constitute Internal attribution -- Free Choice -- No Rewards -- No External Excuse (e.g., external cause or blame) exercise Negative Inconsistency -- Get a behavioral commitment. The person(s) should in truth do the inconsistency (the inconsistent behavior) -- Let the person(s) do the work. put ont you criticize the persons stupidity.

Focus on Behavior, not self-importance creation -- Let attitude change toward Behavior be your purpose -- Avoid direct attacks on Self Concept Implications Worse Is Best: more inconsistency, more dissonance, more change Interesting Explanation for Counter-Intuitive Behaviors: -- Initiation, Military boot camp, Collegel -- Abusive Relationships -- relatively Small Advertising Effects (Politics) Internal and External Attribution Consequences of Failed suasion Social Influence Definition of an bearing Attitude = ones evaluative orientation toward a person, thing, idea, etc. ?Do you like Shredded Wheat? ?Will you vote for Al Gore for president? ?Do you prefer lecture black market or seminars? ?Whats your favorite Friday evening activity? ?Is Seinfeld funny? Persuasion ? Often studied as changing peoples attitudes ? Goal is... If you want to get a full essay, order it on our website: Orderessay

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