Attribution Theory Bem, Triandis, Heider 11/15/2018

1. Definition An inference is made about why something happened and there two basic possibilities: Dispositional Situational 11/15/2018

2. Self-Perception Theory A. Overview “An individual’s attitude statements may be viewed as inferences from observations of his own behavior and its accompanying stimulus variables. As such his statements are functionally similar to those any outside observer could make about him. “ - Bem 11/15/2018

Self-Perception (cont’d) B. Why we self-perceive Teach children People think illogically C. Foot-in-the-door technique People are more likely to perform large costly favor for you if they have previously agreed to perform or have performed a smaller favor 11/15/2018

C. Foot-in-the-door (cont’d) Petition study (Ugly sign) Signed petition 55% Did not sign petition 17% Conditions for technique to work No obvious external justification Sufficient time Additional effect Size of initial request Agreement vs. performance Positive social labels 11/15/2018

Self-Perception Theory (cont’d) Overjustification Effects - Undermines favorable attitudes by providing too much external justification External Forces Informational Forces 11/15/2018

3. Attribution Theory Overview The attributions that a person makes affect how the other’s behavior is perceived When external factors are strong, we infer little about internal factors Vice-versa Internal factors can be inferred from consistencies in behavior 11/15/2018

Overview (cont’d) We tend to see causes of others’ behavior as internal and ours as external when negative Negative information has more weight than positive 11/15/2018

Types of Attributions Internal External Habits Intentions Ability Luck Task Difficulty Situation 11/15/2018