Term
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Definition
| A favorable or unfavorable evaluative reaction toward something or someone (often rooted in one's beliefs, and exhibited in one's feelings and intended behavior.) |
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Term
| implicit association test (IAT) |
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Definition
| A computer-driven assessment of implicit attitudes. The test uses reaction times to measure people's automatic associations between attitude objects and evaluative words. Easier pairings (and faster responses) are taken to indicate stronger unconscious associations. |
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Term
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Definition
| A set of norms that defines how people in a given social position ought to behave. |
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Term
| foot-in-the-door phenomenon |
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Definition
| The tendency for people who have first agreed to a small request to comply later with a larger request. |
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Term
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Definition
| A tactic for getting people to agree to something. People who agree to an initial request will often still comply when the requester ups the ante. People who receive only the costly request are less likely to comply with it. |
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Term
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Definition
| Tension that arises when one is simultaneously aware of two inconsistent cognitions. For example, dissonance may occur when we realize that we have, with little justification, acted contrary to our attitudes or made a decision favoring one alternative despite reasons favoring another. |
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Term
| insufficient justification |
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Definition
| Reduction of dissonance by internally justifying one's behavior when external justification is "insufficient". |
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Term
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Definition
| The theory that when we are unsure of our attitudes, we infer them much as would someone observing us, by looking at our behavior and the circumstances under which it occurs. |
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Term
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Definition
| The result of bribing people to do what they already like doing; they may then see their actions as externally controlled rather than intrinsically appealing. |
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Term
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Definition
| A theory that (a) people often experience a self-image threat, after engaging in an undesirable behavior; and (b) they can compensate by affirming another aspect of the self. threaten people's self-concept in one domain, and they will compensate either by refocusing or by doing good deeds in some other domain. |
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