Outline 3/1/00

I. Behavior à Attitudes

A. Self perception theory

1. Salancik and Conway (1975)--religious behaviors

B. Foot in door technique

1. Freedman and Fraser (1966)

II. When A-B inconsistent

A. Cognitive dissonance

1. Festinger and Carlsmith

a. Boring task--$1 or $20

b. Insufficient justification?

c. $1 more enjoyable

B. Always feel dissonance? NO!

1. Conditions needed for dissonance arousal

C. Reducing dissonance