Attribution theory fundamental attribution error attitudes central route

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.