Colbey, Austyn, Flynn, and Chainey.

 Explanations that people tend to make to explain successes or failures.  Can be analyzed with 3 sets of characteristics -Internal vs. External -Stable vs. Unstable -Controllable vs. Uncontrollable  People will interpret their environment in such a way as to maintain a positive self-image.

The tendency for an observer, when interpreting and explaining the behavior of another person, to underestimate the situation and to overestimate the personal disposition Personal disposition is…

 Enduring systems of beliefs that can be examined on three different levels: -Cognitive -Emotional -Behavioral  Environment, peers, media, operant and classical conditioning all influence our attitudes.

 A way of being persuaded, by the arguments or actual content of the message.  As opposed to the peripheral route which is being persuaded by superficial cues (attractiveness or sound of voice)  Example: After watching a political debate you decide to vote for a candidate because you agree with their opinions as opposed to voting for them because they are attractive.

 People’s tendency to comply more readily with a large request if they have already agreed to a smaller favor  Example: a door-to-door solicitor can first ask a person to sign a petition then return a few weeks later and ask the person to make a donation

 Cognitive dissonance theory suggests that we have an inner drive to hold all our attitudes and beliefs in harmony and avoid disharmony (dissonance)  Example: You don’t like to lie but you are forced to lie for a friend  In order to avoid this, some people adapt by changing their attitude, the behavior, or creating a new cognition.