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B206 Session 12: Attitude Theories - Coggle Diagram

- - - - e.g. on packaging of supermarket own essential/ value ranges saying things like "smaller peanuts, just as crunchy". This helps communicate its the same quality ingredients and explains the price difference
    - - consonant information
        
        seek out information which is constant with your attitude and/or avoid information which is conflicting
      - attitude changes
        
        change your attitude about the conflicting cognitions
      - trivialisation
        
        trivialise the conflict/difference
- - - - "Individuals comes to "know" their own attitudes, emotions, and other internal states partially by inferring them from observations of their own overt behaviour and/or the circumstances in which this behaviour occurs" BEM
      - when: 1972
      - who: Bem
      - e.g. I am a person who likes cycling because I cycle every weekend
    - - strategy used by sales people to persuade people to do something. They do this by asking an initial smaller request, followed up by a second larger request
      - This takes advantage of self-perception theory because if you agree to the first small request you then identify as the type of person who will do something for this person
      - e.g. a sales person on the street saying "can I ask you a question?" - this is the first small request, asking you to answer this question. IF you say yes to this you will identify as someone who is happy to chat to this sales person and are therefore more likely to answer follow up questions. The sales person would then follow up with their second larger request like "can you answer this short survey?"
      - online example could be asking to add email address for an opt in when consumers first visit a website
        OR in real life, would you like to try this free sample? would you like to buy this product?
      - It is important to get a micro-commitment straightaway and immediately follow with the second request
- - - - e.g. thought 1 effects perception/thought 2