Chapter 5: Attitudes Attitude • Any cognitive representation that summarizes our evaluations of an attitude object • ABC’s of attitudes: Affect Behavioral Cognitive Attitude Formation 1. Classical conditioning: you come to associate things that occur together 2. Operant conditioning: the effects of reinforcement and punishment 3. Observational learning: the effects of watching a model on one’s behavior Why Do Attitudes Form? •Serve various functions 1. Ego-defensive: a protective function 2. Knowledge function: make sense of the world 3. Value-expressive function: express our true self, underlying values, and personality 4. Social-adjustive function: allows individuals to fit in with their various social groups Attitudes Predicting Behavior • Fishbein and Ajzen (1977) • The primary cause of behavior is not necessarily the attitude one has toward the behavior, but rather one’s intention to engage in that behavior • Intention based on the subjective norms surrounding that behavior • Explains simple behaviors • What about behaviors that are not completely voluntary? Theory of Planned Behavior • Attitudes Predicting Behavior • Addresses a person’s ability to get the resources, opportunities, and skills needed to perform the behavior • Extends theory of reasoned action by adding the component of a person’s perceived behavioral control – person’s perception of ease or difficulty • PROBLEMS: 1. Spontaneous behavior 2. Role of habits Other Factors 1. Time: the longer the time interval, the poorer the relationship 2. Self-awareness: Privately self-aware are more internally focussed; whereas, publicly selfaware tend to be more externally focussed Froming, Walker, & Lopyan (1982) Diener and Wallbom • Ss asked to complete an anagram test indicative of IQ (test was bogus) • Told to stop working after bell rang and left alone • Mirror vs. No Mirror • Would students cheat by working past the bell? 3. Attitude strength: Stronger attitudes have more influence on behavior – Increase by providing more information 4. Personal involvement: Being personally involved in an issue influences behavior • Sivacek & Crano (1982) 5. Direct Experience: Stronger attitudes • Regan and Fazio (1977) – Housing shortage at Cornell forced 1st year students to several weeks on cots in dormitory lounges – All students were upset with the housing situation and the administration How Attitudes Are Changed • COGNITIVE DISSONANCE – Festinger (1957) • When our attitudes, thoughts, and behaviors are inconsistent with one another – For example, people smoke while believing that smoking causes illness • Only important or self-relevant inconsistencies have the potential to arouse dissonance – Actions that jeopardize moral integrity or threaten a positive view of the self • Motivated to reduce this negative feeling • 4 Processing Steps 1. 2. 3. 4. • Aronson and Mills (1959) • Ss volunteered to discuss the psychology of sex • 3 conditions to joining: – Read list of obscene words and graphic sexual encounters – Read list of mildly sex-related words – No initiation Eliminating the “Sting” of Dissonance • Self-Affirmation Theory • Affirm themselves in another area • Dissonance still exists • Enhanced self-esteem decreases the “sting” of dissonance Hypocrisy and Attitude Change • Aronson (1992) – Carried out at a swimming pool in CA – Ss induced to urge other people to take shorter showers during the drought in CA OR not – Ss reminded that they themselves had been wasteful in the past OR not Alternative Routes to Self-Persuasion • 1. Self-Perception Theory • 2. Impression Management Theory • 3. Self-Affirmation Theory Theories of Self-Persuasion: Critical Comparisons Elaboration Likelihood Model • The probability of message elaboration - Argument strength and quality - Central route to persuasion -Unmotivated tend to irrelevant cues -Peripheral route to persuasion Other Factors • Persuader Attractiveness • Speech Rate • Credibility • Sleeper effect • Fear Appeals Fear and Attitude Change • Rogers Protection-Motivation theory 1. Dangers mentioned are serious 2. Dangers are quite probable 3. Advice effective 4. Perform the recommended action