Ch 6: Attitudes Part 3: Oct. 10, 2011. The Audience Are there strong individual differences in persuadability? – Self-monitoring effects: – Forewarning.

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Ch 6: Attitudes Part 3: Oct. 10, 2011

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

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

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?

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

– Conditions for cog dissonance to work: – Other explanations: Self-perception: Impression management: Self-esteem:

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