Attribution theory, fundamental attribution error, attitudes, central route of persuasion, foot-in-door phenomenon, and cognitive dissonance.

Colbey, Austyn, Flynn, and Chainey.

Attribution Theory: 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.

Fundamental Attribution Error:

•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…

Attitudes: 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.

Central Route of Persuasion:

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.

Foot-in-Door Phenomenon:

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: 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.