C*********X
发帖数: 10518 | 1 Cognitive dissonance
In psychology, cognitive dissonance is the mental stress or discomfort
experienced by an individual who holds two or more contradictory beliefs,
ideas, or values at the same time; performs an action that is contradictory
to one or more beliefs, ideas, or values; or is confronted by new
information that conflicts with existing beliefs, ideas, or values.[1][2]
Leon Festinger's theory of cognitive dissonance focuses on how humans strive
for internal consistency. An individual who experiences inconsistency (
dissonance) tends to become psychologically uncomfortable, and is motivated
to try to reduce this dissonance—as well as actively avoid situations and
information likely to increase it.[1] | C*********X
发帖数: 10518 | 2 Foot-in-the-door (FITD) technique is a compliance tactic that involves
getting a person to agree to a large request by first setting them up by
having that person agree to a modest request.[1][2][3] The foot-in-the-door
technique succeeds owing to a basic human reality that social scientists
call "successive approximations". Essentially, the more a subject goes along
with small requests or commitments, the more likely that subject is to
continue in a desired direction of attitude or behavioral change and feel
obligated to go along with larger requests.[4] FITD works by first getting a
small 'yes' and then getting an even bigger 'yes.'
The principle involved is that a small agreement creates a bond between the
requester and the requestee. Even though the requestee may only have agreed
to a trivial request out of politeness, this forms a bond which – when the
requestee attempts to justify the decision to themselves – may be mistaken
for a genuine affinity with the requester, or an interest in the subject of
the request. When a future request is made, the requestee will feel obliged
to act consistently with the earlier one.[5]
contradictory
strive
motivated
【在 C*********X 的大作中提到】
: Cognitive dissonance
: In psychology, cognitive dissonance is the mental stress or discomfort
: experienced by an individual who holds two or more contradictory beliefs,
: ideas, or values at the same time; performs an action that is contradictory
: to one or more beliefs, ideas, or values; or is confronted by new
: information that conflicts with existing beliefs, ideas, or values.[1][2]
: Leon Festinger's theory of cognitive dissonance focuses on how humans strive
: for internal consistency. An individual who experiences inconsistency (
: dissonance) tends to become psychologically uncomfortable, and is motivated
: to try to reduce this dissonance—as well as actively avoid situations and
| C*********X
发帖数: 10518 | 3 How do we attach meaning to other's behavior, or our own? This is called
attribution theory. For example, is someone angry because they are bad-
tempered or because something bad happened?
“Attribution theory deals with how the social perceiver uses information to
arrive at causal explanations for events. It examines what information is
gathered and how it is combined to form a causal judgment” (Fiske, |
|
