Exam 8: Attitudes and Behavior

A representative from a cleaning company is going door-to-door asking homeowners to try small samples of their cleaning product. A few weeks later, they stop by to see if the same homeowners would like to buy larger quantities of their products. These representatives are using the __________.

People's behavior toward homosexuals will be more in line with their attitudes if the person with whom they interact fits their stereotype.

According to the theory of planned behavior, which factors would contribute to someone being able to get their college degree?

If the humane society wants to recruit local college students to volunteer at the animal shelter for 10-hours a week, how can they use the foot-in-the-door effect to help them recruit volunteers?

According to self-perception theory, people who are forced to behave in a particular way will eventually come to infer their attitudes from their behavior.

According to self-perception theory, where do your attitudes come from and in which situations will our attitudes develop in this way?

People who pull items toward them are more likely to prefer those items than items that they push away from themselves.

Participants in a study by Wells and Petty (1980) were asked to test out some headphones while simulating the movements of jogging (moving their head up or down) or bike riding (moving their head side to side) While engaging in these movements, participants listened to a message that either advocated increasing tuition or decreasing tuition. The results showed that:

While attitudes tend to influence actions, our actions rarely influence our attitudes.

A study in which the time participants spent completing a crossword puzzle was measured showed that people spent longer on the puzzle when:

Snyder and Swann (1976) conducted a study in which participants served as mock jurors in a sex-discrimination trial. The participants who were given a few minutes to bring to mind their thoughts about affirmative action were more likely to reach verdicts consistent with their attitudes. This study provides evidence for which factor thought to increase the extent to which attitudes predict behavior?

Briefly describe two conditions that must be met that will increase the extent to which attitudes guide behaviors.

People often come to love what they have suffered for.

When people are paid $1 to lie to someone else, they actually come to believe the lie that they have told.

According to research on cheating, who should have the most favorable attitude toward this type of behavior?

If you are trying to convince someone to try an exotic food that they've never eaten before, what should you do?

Fazio and colleagues (1977), examined when engaging in attitude-discrepant behavior will lead to attitude change. They proposed that self-perception processes will result in attitude change when ________, whereas attitude change will be a result of dissonance reduction strategies when ________.

Mr. Nike wants to market a new brand of shoes. Help Mr. Nike use the foot-in-the-door effect to sell his shoes and explain to him why this effect is so successful. In your explanation, you should include a description of a relevant study.

How could you use the door-in-the-face technique to increase the number of people who wear their seatbelts?

Explain how you could use effort justification to encourage a group of college students to enjoy exercising. Alternatively, what might be another way that you could use cognitive dissonance to create persistent attitudes?