PSY 1012 Chapter Notes - Chapter 4: Cognitive Dissonance, Fundamental Attribution Error, Social Influence
Document Summary
Attribution theory the theory that we explain someone"s behavior by crediting either the situation or the person"s disposition. Fundamental attribution error the tendency for observers, when analyzing other"s behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition. Peripheral route persuasion occurs when people are influenced by incidental cues. Central route persuasion occurs when interested people focus on the arguments and respond with favorable thoughts. Foot-in-the-door phenomenon the tendency for people who have first agreed to a small request to comply later with a larger request. Cognitive dissonance theory the theory that we act to reduce the discomfort we feel when two of our thoughts are inconsistent. Conformity adjusting our behavior or thinking to coincide with a group standard. Normative social influence influence resulting from a person"s desire to gain approval or avoid disapproval. Informational social influence influence resulting from one"s willingness to accept others" opinions about reality.
