What is attitude?
 Predisposition to evaluate some people, groups, or issues in a particular way
 Attitudes can be
 What are the components of attitude?
 You’re most likely to behave in accordance with your attitudes when o Attitudes are _____________________________ or are
_____________________________ expressed o Attitudes have been formed through _____________________________ experience. o You are very ___________________________________ about the subject. o You have a vested _____________________________ in the subject. o You anticipate a favorable _____________________________ or response from _____________________________ for doing so.
 Many studies suggest a person’s attitudes do NOT match their actions o When can attitudes predict behavior?
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Cognitive Dissonance
 Leon Festinger o Unpleasant state of psychological tension or arousal that occurs when two thoughts or perceptions are inconsistent o What happens when attitudes and behaviors are in conflict?
 Example of Cognitive Dissonance o A person who lies to his or her parents about how he or she is doing in school is going to at some point experience guilt or dissonance. o Why is the person experiencing guilt/dissonance?

 How does Cognitive Dissonance lead to attitude change? o When your behavior conflicts with your attitudes, an uncomfortable state of tension is produced.
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 Insufficient Justification Effect (Festinger and Carlsmith) o Summarize the experiment:
Foot in the Door Phenomenon
 Foot-in-the-door phenomenon is the tendency for people who have agreed to do something minor to then do something bigger o Ex:

Door in the Face Technique
 The door-in-the-face technique is when you make a really big request in order to better your chances to get a smaller request. o Ex:
 If you have a good excuse for a behavior that does not go with your attitude then you:
 If you do not have a good excuse for a behavior that is against your attitude you must:
Role Playing—can be explained by Cognitive Dissonance
 Playing a role can influence or change one’s attitude o Person reduces dissonance by saying:
 Summarize Zimbardo’s Prison Study:
 Modern Example: