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Ch 6: Attitudes Part 3: Oct. 8, 2010. The Audience Are there strong individual differences in persuadability? – Self-monitoring effects: – Forewarning.

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Presentation on theme: "Ch 6: Attitudes Part 3: Oct. 8, 2010. The Audience Are there strong individual differences in persuadability? – Self-monitoring effects: – Forewarning."— Presentation transcript:

1 Ch 6: Attitudes Part 3: Oct. 8, 2010

2 The Audience Are there strong individual differences in persuadability? – Self-monitoring effects: – Forewarning & resistance:

3 Attitude Inoculation Tactics for resisting influence/persuasion Expose people to weak attacks on their attitudes  What is the result? Applications of this and evidence? Reactance effect:

4 Cognitive Dissonance Assumes we are motivated by consistency – Want our attitudes to match our behaviors – Festinger’s (1957) research & Cog Diss Theory: Our motivation to maintain consistency can lead to irrational behavior What is the role of tension/stress?

5 Festinger’s experiment: – Boring task for 1 hr. then need to tell next participant about your experience Paid either $1 or $20 Results? The role of insufficient justification Justifying our decisions

6 – Conditions for cog dissonance to work: Negative consequences Personal responsibility Physiological arousal Make attribution to own behavior

7 Other explanations (for Cog Diss) Self-perception: Impression management: Self-esteem:

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