PS270 Chapter 4: WHEN DOES OUR BEHAVIOUR AFFECT OUR ATTITUDES?
Document Summary
Sometimes, we come to believe in what we stand for. When stepping into a new social role, we must perform its actions, even if we feel phony. Our actions depend not only on the social situation but also on our dispositions. People often adapt what they say to please their listeners. People feel bad about deceiving people when induced to give support to something they doubt however they begin to believe what they are saying. When there"s no compelling external explanation for one"s words, saying becomes believing. Starting with small request and then asking for bigger one. When people commit themselves to public behaviours and perceive these acts to be their own doing, they come to believe more strongly in what they have done. Salespeople may exploit the power of small commitments when trying to bind people to purchase agreements. People trying to seduce us usually will try to create a momentum of compliance.
