1. Attribution Theory
Bem, Triandis, Heider
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2. 1. Definition
An inference is made about why something happened and there two basic possibilities:
Dispositional
Situational
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3. 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
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4. 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
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5. 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
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6. Self-Perception Theory (cont’d)
Overjustification Effects - Undermines favorable attitudes by providing too much external justification
External Forces
Informational Forces
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7. 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
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8. 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
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9. Types of Attributions Internal External Habits Intentions Ability Luck
Task Difficulty
Situation
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