1.

Conceptul de atitudine

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Claudel

ùWLLQ HOH VRFLDOH VXQW SUHRFXSDWH vQ PRG GHRVHELW GH VWXGLXO DWLWXGLQLORU úL GH HYHQWXDOD ORU

schimbare. EconomiúWLL VWXGLD] DWLWXGLQHD FRQVXPDWRUXOXL D vQWUHSULQ] WRUXOXL DFRQWULEXDELOXOXL

3URIHVLRQLúWLL vQ SXEOLFLWDWH úL PDUNHWLQJ PRELOL]HD]  PLMORDFH LPSRUWDQWH SHQWUX D OH DQDOL]D úL

PRGLILFD 6SHFLDOLúWLL vQ úWLLQ H SROLWLFH vQFHDUF  V  GHWHUPLQH FX DMXWRU ul sondajelor, orientarea
RSLQLHL SXEOLFH 0DQDJHULL VSHFLDOLúWL vQ UHVXUVH XPDQH VH SUHRFXS  GLQ FH vQ FH PDL PXOW GH

FXQRDúWHUHD DWLWXGLQLORU VDODULD LORU SHQWUX PRELOL]DUHD IRU HORU vQWUHSULQGHULL vQ VHQVXO FXOWXULL

interne a acesteia. Manipularea atiWXGLQLORU HVWH GHQXQ DW  FX YLJLOHQ  GH F WUH DVRFLD LLOH

FRQVXPDWRULORUOLJDGUHSWXULORURPXOXLPLúF ULIHPLQLVWHHWF

ÌQ VHQV ILJXUDW DWLWXGLQHD HYRF  FRQGXLWD DGRSWDW  vQ DQXPLWH vPSUHMXU UL DWLWXGLQHD

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-
vorbesc de o VWDUH PHQWDO  FH SUHGLVSXQH OD D DF LRQD vQWU R DQXPLW
-  PDQLHU  DWXQFLFkQG VLWXD LD

LPSOLF  SUH]HQ D UHDO  VDX VLPEROLF  D „obiectului” VSUH FDUH VH vQGUHDSW  DFHDVW  DF LXQH

Cunoscând atitudinea unui individ cu privire la un „obiect” GDW PDúLQ  SDWURQ VLQGLFDWH VH SRDWH

SUHYHGHD FX R DQXPLW  SUREDELOLWDWHFRPSRUWDPHQWXO ID  GH DFHVW RELHFWGDU úLID  GH DOWH VLWXD LL

FH LPSOLF  GLYHUVH DVSHFWH 'LQ DFHVW SXQFW GH YHGHUH FRQFHSWXO GH DWLWXGLQH HVWH R FRQVWUXF LH

LSRWHWLF  úL QX XQ GDW QHPLMORFLW REVHUYDELO (O HVWH XQ instrument conceptual integrativ pentru a
H[SOLFD VWUXFWXUD UHODWLY VWDELO  D SHUVRQDOLW LL XQXL LQGLYLG $FHDVW  VWUXFWXU  FXSULQGH WUHL

FRPSRQHQWHIXQGDPHQWDOHDIODWHvQVWUkQV LQWHUDF LXQH

- FRPSRQHQWDFRJQLWLY VDXHYDOXDWLY DUHvQYHGHUHDQVDPEOXOFXQRúWLQ HORUQRDVWUH

-FRPSRQHQWDDIHFWLY VDXHPR LRQDO DQVDPEOXOVW ULOor de spirit, sentimente, pasiuni;
-FRPSRQHQWDFRQDWLY VDXFRPSRUWDPHQWDO FHSXQHDFFHQWSHLQWHQ LDGHDDF LRQD
1. &RPSRQHQWD FRJQLWLY  D DWLWXGLQLL HYRF  R FXQRúWLQ  XQ VLVWHP GH LGHL GLYHUVH FUHGLQ H
referitoare la obiectul acestei atitudini. $FHVWHFUHGLQ HSRWSUH]HQWDPDLPXOWHFDUDFWHULVWLFL
- ele pot fi DGHY UDWH sau false I U  FD DFHDVW  VLWXD LH V  DLE  LQFLGHQ  DVXSUD DWLWXGLQLORU
noastre deoarece modul nostru de a vedea lumea este mai important decât realitatea faptelor
evocate;
- ele pot fi simpliste, primare, XúRU FRQWUDGLFWRULL VDX GLPSRWULY  VROLGH FRPSOH[H úL ELQH
argumentate.
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FUHGLQ H VDX FRQYLQJHUL DU IL H[DPLQDUHD HL SH YHUWLFDO  úL RUL]RQWDO  6WUXFWXUD YHUWLFDO  WULPLWH OD

SUH]HQ D VDX DEVHQ D XQXL DQVDPEOX GH DUJXPHQWH ORJLFH FH VSULMLQ  FRQYLQJHUHD UHVSHFWLY 

6WUXFWXUD RUL]RQWDO  VH UHIHU  OD R VHULH GH LGHL LQGHSHQGHQWH úL SDUDOHOH VXV LQkQG DFHLDúL

convingere. Astfel, atunci cânG HVWH YRUED GH D DOHJH SULPDUXO XQHL FRPXQH XQ FHW HDQ YD SXWHD

RIHUL PDL PXOWH DUJXPHQWH FDUH V  H[SOLFD YRWXO V X 7DEORXO XUP WRU DGDSWDW GH .UHFK úL
&UXWFKILHOG RIHU  R LPDJLQH DVXSUD SUREOHPHL úL LOXVWUHD]  VWUXFWXUD YHUWLFDO  úL RUL]RQWDO  D XQHL

convingeri.

Dl. Zéro Janvier va crea Dl. Zéro Janvier a luptat Dl. Zéro Janvier are
ORFXUL GH PXQF  úL YD J VLîntotdeauna pentru drepturile H[SHULHQ  vQ DGPLQLVWUDUHD

VROX LLODúRPDMXOORFDO omului. întreprinderii sale.

ùRPDMXO V U FHúWH RUDúXO úL'HPRFUD LD SRVWXOHD]  IDSWXO ([SHULHQ D vQ DGPLQLVWUDUH

regiunea. F  WR L RDPHQLL VH QDVF HJDOL HVWH LQGLVSHQVDELO  SHQWUX

în drepturi. FRQGXFHUHDDFHVWXLRUDú

'HFL HVWH QRUPDO V  ILH DOHV'HFL HVWH SUHIHUDELO V  ILH Deci PDL ELQH V  ILH DOHV

Zéro Janvier. ales Zéro Janvier. Zéro Janvier.

2 FRQYLQJHUH SULPDU  QX VH VSULMLQ  SH QLFL R VWUXFWXU  úL QX UHSUH]LQW  GHFkW R VLPSO 

concluzie. Este cazul “argumentelor de autoritate”VDXDXQRUUHDF LLHPRWLYHFHQXSRWILVFKLPEDWH

(decât cu mare dificultate) priQ DUJXPHQWH ORJLFH 2 FRQYLQJHUH PDL HODERUDW  HVWH VXV LQXW  GH R
VWUXFWXU  UDPLILFDW  'DF  HD SRVHG  R SXWHUQLF  VWUXFWXU  RUL]RQWDO  YD WUHEXL DWDFDW DQVDPEOXO

DUJXPHQWHORU SH FDUH VH VSULMLQ  $ vQFHUFD V  FRQYLQJL SH FLQHYD V -úL VFKLPEH FRQYLQJHULOe cu
DMXWRUXO DUJXPHQWHORU ORJLFH HVWH R VDUFLQ  GLILFLO  'DF  vL ]GUXQFLQ P DUJXPHQWXO SULQFLSDO HO YD

J VL PHUHX DOWH DUJXPHQWH SkQ  OD HSXL]DUH 3HUVRDQD YD DYHD úL R DOWHUQDWLY  ILH V  DEDQGRQH]H

convingerea sa adoptând alta, fie se va replia pe o foUPXODUH SULPDU  DFRQYLQJHULL VDOH  “Dl. Zéro
-DQYLHU U PkQH GXS  RSLQLD PHD FHO PDL EXQ FDQGLGDW FX WRDWH GHPRQVWUD LLOH YRDVWUH vPSRWULYD

lui” 5HDF LD DFHVWHL SHUVRDQH YD GHSLQGH vQ EXQ  SDUWH GH FRPSRQHQWD HPRWLY  D DWLWXGLQLL VDOH
(“îmi place mai mult Zéro Janvier).
2. &RPSRQHQWD HPRWLY  1H SODFH VDX QX R DQXPLW  SHUVRDQ  XQ DQXPLW JUXS R DQXPLW 
VLWXD LH  (PR LLOH DSDU vQ ID D XQHL SHUVRDQH VDX D HYRF ULL VDOH HWF (OH SRW IL FDUDFWHUL]DWH SULQ

XUP WRDUHOH

• 7RQDOLWDWHD ORU IDYRUDELO  VDX GHIDYRUDELO  $QXPLWH SHUVRDQH VDX VLWXD LL QH IDF V 

UHDF LRQ P SR]LWLY vQWU XQ VHQV DJUHDELO $OWHOH QH QHOLQLúWHVF GHFODQúkQG UHDF LL QHJDWLYH
-
0DQLIHVW ULOH IDYRUDELOH VDX QHIDYRUDELOH WUHEXLH GHFRGLILFDWH vQ LQWHULRUXO FXOWXULL GLQ FDUH IDF

parte, a sistePXOXLGHQRUPHúLYDORULvPS UW úLWGHJUXSXOUHVSHFWLY

• Superficialitatea sau intensitatea lor. ([LVW  HPR LL WUHF WRDUH XúRU GH VW SkQLW úL I U 

FRQVHFLQ H$OWHOHVHDSURSLHGHVWUHVúLDQWUHQHD] UHDF LLSXWHUQLFHFHSRWV DMXQJ ODDQJRDV VDX

úRFHPR LRQDO

3. &RPSRQHQWD FRQDWLY  VDX FRPSRUWDPHQWDO  $YHP vQ YHGHUH DWkW DF LXQHD

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IL]LF úLSVLKLF $WLWXGLQHDDUHvQWRWGHDXQDRIXQF LHDQWLFLSDWLY DQXQ kQGFRQGXLWDFHYDXUPDÌQ

IHOXO DFHVWD DWLWXGLQLOH IDFLOLWHD]  LQWHJUDUHD vQ YLD D VRFLDO  SHUPL kQG DMXVW UL DQWLFLSDWH DOH

conduitelor interpersonale.
ÌQ WRDWH VLWXD LLOH DPLQWLWH FRQVWDW P VWUkQVD LQWHUGHSHQGHQ  vQWUH LGHRORJLH FRQYLQJHUH úL

atitudine. Pentru G. Rocher, ideologia este “XQ VLVWHP GH LGHL úL UHSUH]HQW UL FH GHVFULX H[SOLF 

LQWHUSUHWHD]  VDX MXVWLILF  VLWXD LD XQXL JUXS VDX D XQHL FROHFWLYLW L úL FDUH ED]kQGX -se pe anumite
YDORUL SURSXQH R RULHQWDUH SUHFLV  D DF LXQLL JUXSXOXL VDX FROHFWLYLW LL UHVSHFWLYH  * VLP vQ
”
DFHDVW GHILQL LHSULQFLSDOHOHFRPSRQHQWHDOHDWLWXGLQLLDVSHFWHOHFRJQLWLYHDIHFWLYHúLFRQDWLYH&D

úLDWLWXGLQHDVSXQH5RFKHU LGHRORJLDSRDWHILUDGLFDO VDXFRQVHUYDWRDUHH[WUHPLVW VDXPRGHUDW 

“
WRWDOLWDU VDXOLEHUDO HDSRDWHSURSXQHVFKLPE ULVDXPHQ LQHUHD statu-quo-ului”.
&RQYLQJHULOHúLFUHGLQ HOHDXXQDVSHFWJOREDO(OHRUJDQL]HD] FRPSRUWDPHQWXOFRQIHULQGX -i
R DQXPLW  FRQWLQXLWDWH .UHFK úL &UXWFKILHOG DX GHILQLW FUHGLQ HOH FD ILLQG “o organizare dXUDELO  D
SHUFHS LHL úL FXQRDúWHULL UHIHULWRU OD XQ DQXPLW DVSHFW DO OXPLL vQ FDUH WU LHúWH LQGLYLGXO”. Putem

GLVWLQJH vQWUH FRQYLQJHUL IXQGDPHQWDOH úL FUHGLQ H VHFXQGDUH “Cuget deci exist” este pentru

'HVFDUWHV DVSHFWXO FHQWUDO DO FRQYLQJHULORU úL FUHGLQ HORU VDOH FX SULYLUH OD H[LVWHQ  ÌQ VFKLPE D

FUHGHvQH[LVWHQ DOXL0Rú&U FLXQLPSOLF GLYHUVHQR LXQLOHJDWHvQWUHHOHDVSHFWXOIL]LFFRVWXPXO

IXQF LDúLDWLWXGLQLOHVDOH
 2ULJLQHDúLIRUPDUHDDWLWXGLQLORU

&HL PDL PXO L GLQWUH RDPHQL FD úL SODQWHOH DX SURSULHW L DVFXQVH SH

FDUHKD]DUGXOOHSXQHvQHYLGHQ 

Rochefoucauld

$FHDVW SUREOHP SRDWHILH[SOLFDW SULQIDFWRULLQWULQVHFLúLH[WULQVHFL /XFU ULOHSHDFHDVW 

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úLRULJLQHDORUH[WULQVHF VRFLRORJLF úLFXOWXUDO 

2ULJLQHD SVLKRORJLF  D DWLWXGLQLORU. La începutul secolului al XX-lea, Gustav Le Bon

considera atitudinile ca fiind un sub-produs al unei „FRQVWLWX LL LQWHUQH”. Este epoca în care
C.Lombroso descria portretul robot al “criminalului - vQQ VFXW” &ULPLQDOLWDWHD HUD vQ HOHDV  FD R
ERDO FHH[FOXGHDUHVSRQVDELOLWDWHDFULPLQDOXOXL&X DOWHFXYLQWHGHWHUPLQLVPXO JHQHWLFHVWHFHOFH

GHFLGH FRQGXLWHOH DEHUDQWH GHYLDQWH VDX SDWRORJLFH /H %RQ YRUEHD vQ DFHLDúL WHUPHQL úL GHVSUH

revolu LRQDUL „HL DX WHQGLQ D SULQ WHPSHUDPHQWXO ORU GH D VH UHYROWD vPSRWULYD D WRW FHHD FH vL
vQFRQMRDU  LQGLIHUHQW GH RUGLQHD VWDELOLW  D OXFUXULORU (L VH UHFUXWHD]  vQ JHQHUDO GLQ FDUDFWHUHOH D

F URU VWDELOLWDWH DQFHVWUDO  D IRVW GLVRFLDW  GH GLYHUVH LQIOXHQ H ÌQ FRQVHFLQ  HL QX PDL VXQW

DGDSWD L OD PHGLX 0XO L DSDU LQ XQRU PDUL IDPLOLL GH GHJHQHUD L FX QXPHURDVH DQWHFHGHQWH

patologice”. Din punctul de vedere al psihologului francez, caracterele transmise pe plan genetic
VXQW DFHOHD FDUH GHWHUPLQ  DWLWXGLQHD SROLWLF  D DQXPLWRU FDWHJRULL GH LQGLYL]L 1RQ-conformismul

HVWHWD[DWGH/H%RQFDGHJHQHUHVFHQ 6HDMXQJHvQDFHVWFD]ODRERDO H[DOWDW SHULRGLFvQLVWRULH

GHF WUHDQXPLWHJUXSXULFDUHvúLIXQGDPHQWHD] H[FHOHQ DRSLQLLORUSHSXULWDWHDUDVHLVDXDFDOLW LL

sângelui.
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vQ IRUPDUHD DWLWXGLQLORU )UHXG D DU WDW F  LQVWLQFWHOH IXQGDPHQWDOH DOH RPXOXL V -au format în
SHULRDGD SULPHLFRSLO ULL SH SDUFXUVXO HGXFD LHL úL D UHOD LLORU GLQWUH S ULQ L úL FRSLL 'DF  FLQHYD OD

YkUVW  DGXOW  UHVSLQJH DXWRULWDWHD GH VWDW HVWH IRDUWH SRVLELO FD vQ FRSLO ULD VD DFHVWD V -úL IL LXELW
puternic mama respingându-úLvQV WDW O&LQHYDHVWHDQDUKLVW"ÌQVHDPQ F QXD VXUP ontat cu bine
SUREOHPDWLFDVDRHGLSLDQ 3VLKDQDOL]DIXUQL]HD] RJULO GHLQWHUSUHWDUHFDUHHVWHGHVLJXUPXOWPDL

FRPSOH[  GHFkW H[HPSOHOH GDWH PDL VXV )LHFDUH LQGLYLG VH DIO  vQ PRG QHFHVDU vQ LQWHUDF LXQH FX

PHGLXOV XVRFLDOFDUHHVWHFRQFRPLWHQWVXUV GHSO FHUHúLGHIUXVWUDUH „O atitudine - spune Freud -

VH GH]YROW  ID  GH S ULQ L IUD L VXURUL SULHWHQL GRFWRU (D YD VHUYL GUHSW VSULMLQ SHQWUX FRQGXLWHOH

ulterioare”.
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OXL : 5HLFK úL 7 $GRUQR 3HQWUX 5HLFK H[LVW  R OHJ WXU  HYLGHQW  vQWUH VWUXFWXUD FDUDFWHULDO  D

LQGLYL]LORU úL DWLWXGLQLOH ORU PRUDOH úL SROLWLFH ÌQ FDUWHD VD LQWLWXODW  3VLKRORJLD GH PDV  D

fascismului HO vQFHDUF  V  GHVFULH VW ructurile caracteriale care au condus poporul german la rasism
úL DJUHVLYLWDWH (O FRQVLGHU  F  DWLWXGLQLOH HGXFDWLYH GHVI úXUDWH vQ IDPLOLH vQ SULPD FRSLO ULH DX

FRQGXV OD VLWXD LD DPLQWLW  ÌQ ILHFDUH IDPLOLH - spune Reich - VH UHDOL]HD]  vQWUHS WUXQGHUH a dintre
FRQVWLWXLUHD FDUDFWHUXOXL LQGLYLGXOXL úL IXQGDPHQWHOH VRFLR HFRQRPLFH DOH VRFLHW
- LL ÌQ HVHQ  HO

JHQHUDOL]HD]  WH]D SRWULYLW F UHLD IDPLOLD DU IL OD RULJLQHD HODERU ULL DQXPLWRU DWLWXGLQL VRFLDOH SULQ

UHSULPDUHD VH[XDOLW LL LQIDQWLOH $F LXQHD IDPLOLDO  RIHU  VRFLHW LL SURGXVH ILQLWH H[LVWHQ H ILQLWH

realizate de „familii bune”FRSLLúLDGROHVFHQ LI U DVSHULW LHYLGHQWHI U UHOLHIUHIXOD LGLQSXQFW

GH YHGHUH VH[XDO úL GLVSXQkQG GH R JDP  YDULDW  GH VXEOLP UL UH LQX L GLVFLSOLQD L FRQIRUPLúWL

restrângându-úL QHYRLOH SURLHFWHOH úL UHYHQGLF ULOH OD YDORULOH FH GRPLQ  VRFLHWDWHD DS L V  WUHDF 
I U  SUREOHPH QRWDELOH vQ „FDQDOL] ULOH LQVWLWX LRQDOH  úFRDO  PHVHULH DUPDW  FRPSRUWDPHQWH
”
socio-FXOWXUDOH úL SROLWLFH LPSXVH GH F WUH VWDW 0XOWLSOLFDW  vQ PLOLRDQH GH H[HPSODUH IDPLOLD

FRQVWLWXLH XQ LPHQV VLVWHP UHWLFXODU ED]DW SH DFHODúL PRGHO DO
„structuri servile” FRQVWLWXWLY  GH
„VXELHF L” ai statului. “6WUXFWXUD VHUYLO ” VSXQH 5HLFK HVWH XQ DPHVWHF GH QHSXWLQ  VH[XDO  GH
GH]DP JLUL úL DVSLUD LL GH IULF  GH YLD  úL GH PLVWLFLVP $úD VH H[SOLF  IDSWXO F  RULFH GXULWDWH

UHSUHVLY VDXWRWDOLWDU DVRFLHW LLHVWHvQVR LW GHRDSRORJLHDVWUXFWXULLIDPLOLDOH

Pentru T. Adorno (1950) este vorba de a situa atitudinile în contextul pHUVRQDOLW LL WRWDOH

DFHDVWD OD UkQGXO HL ILLQG VWUkQV OHJDW  GH FXOWXU  ,SRWH]D VD GH OXFUX D IRVW XUP WRDUHD

SHUVRQDOLWDWHD DXWRULWDU VH FDUDFWHUL]HD]  SULQ DWLWXGLQL úL RSLQLL FH VH GLIHUHQ LD]  GH DOWH WLSXUL GH

personalitate. În ancheta întreprins  GH HO MXGHF LOH úL RSLQLLOH DX IRVW VHOHF LRQDWH SRWULYLW XQRU

FKHVWLRQDUH OD VFDUD ) IDVFLVPXO OD VFDUD ( HJRFHQWULVPXO úL vQ VIkUúLW VFDUD VRFLR HFRQRPLF 
-
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/DSUHOXFUDUHDGDWHORUDUHLHúLWIDSWXOF SHUVRQDOLWDWHDIDVFLVW DQWLVHPLW HVWHHJRFHQWULVW 

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VD )DVFLVWXO MXGHF  DGHVHRUL vQ WHUPHQL GH SUHMXGHFDW  úL VWHUHRWLSLL DGPLUD LH SH ntru oamenii
SXWHUQLFL GLVSUH  SHQWUX LQWHOHFWXDOL úL VWU LQL $YkQG R SHUVRQDOLWDWH ULJLG  I U  UH]LVWHQ  OD

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-
vQ GLVFX LH YDORULOH DGRSWDWH VLP XO LHUDUKLHL FXOWXO úHIXOXL ILGHOLWDWHD GH JUXS 3H SODQ VRFLDO úL

HFRQRPLFHVWHFRQVHUYDWRUúLVHRSXQHLQWHUYHQ LLORUVWDWXOXL

2ULJLQHD VRFLDO  D DWLWXGLQLORU 7HRULLOH SUHFHGHQWH ODV  V  VH vQ HOHDJ  IDSWXO F  DWLWXGLQLOH

VXQW LQWHULRUL]DWH vQ FRSLO ULD WLPSXULH FX WLWOX GH FRPSRQHQWH VWDELOH D SHUVRQDOLW LL 'LPSRWULY 

SHQWUX VRFLRORJL DWLWXGLQHD SURYLQH GLQ DQWXUDMXO VRFLDO DO VXELHFWXOXL GLQJUXSXO F UXLD vL DSDU LQH

úLvLXWLOL]HD] VLVWHPXOGHQRUPHúLUHSUH]HQW UL

/XFU ULOH OXL 0 6KHULI DX FRQVWLWXLW XQ LPSXOV WHRUHWLF LPSRUWDQW vQ vQ HOHJHUHD JHQH]HL

DWLWXGLQLORU (O SOHDF  GH OD LSRWH]D SRWULYLW F UHLD LQGLYL]LL UHFXUJ OD „FDGUH GH UHIHULQ ” pentru a
GHVFLIUD UHDOLWDWHD (L UDSRUWHD]  OD DFHVWH FDGUH GH UHIHULQ  HOHPHQWHOH SHUFHSXWH FX scopul de a
HYDOXD vQ HOHJH úL DF LRQD vQ FRQVHFLQ  &DGUHOH GH UHIHULQ  VXQW „moduri caracteristice ale

SUHGLVSR]L LHL GH D DF LRQD  (OH SRW V  SULPHDVF  IRUPD XQXL VLVWHP GH QRUPH FH SHUPLW HYDOXDUHD
”
XQXLIHQRPHQFDúLDXQXLHYDQWDLGHUHDF LLSRVLELOHvQID DXQHLVLWXD LLGDWH

3OHFkQG GH OD DFHVWH FRQVLGHUD LL FXP VH SRDWH IRUPD R DWLWXGLQH" &H FRPSRUWDPHQW YD

DGRSWD XQ LQGLYLG FH QX GLVSXQH GH QLFL XQ UHSHU GH QLFL XQ FDGUX GH UHIHULQ  SHQWUX HYDOXDUHD

VLWXD LHLVDOHDXQXLIHQRPHQFXFDUHVHFRQIUXQW "

Sherif a elaborat mai multe ipoteze:

- HOSRDWHDF LRQDODvQWkPSODUHvQWU RPDQLHU DOHDWRULH
-
- HOSRDWHSURFHGDODFRQVWUXLUHDXQXLFDGUXGHUHIHULQ SHUVRQDO

- HOSRDWHF XWDvQDQWXUDMXOV X PRGXULOHGHDF LXQHFHvLOLSVHVF LPLWkQGFRPSRUWD mentul

DOWRUPHPEULDLJUXSXOXLV XGHUHIHULQ 

ÌQSUHOXQJLUHDDFHVWRULSRWH]HHOYRUEHúWHGHXQ „arhetip”DOIRUP ULLDWLWXGLQLORU

- DWLWXGLQLOH UHSUH]LQW  SXQFWH GH UHSHU GH RULJLQH FROHFWLY  SHQWUX LQWHJUDUHD HILFDFH D

indivizilor în mediul social;

- elHQHDUDW FXPV DF LRQ PvQGLYHUVHVLWXD LL

- HOH FRQWULEXLH OD GLPLQXDUHD LQFHUWLWXGLQLL úL UHGXFH QHOLQLúWHD vQ ID D QHFXQRVFXWXOXL

RIHULQGRFXQRDúWHUHDQWLFLSDW DPHGLXOXLVRFLDO
 3. Schimbarea atitudinilor

Actorul este un ipocrit profesional vQWLPSFHDO LRDPHQLVXQWLSRFUL LGH

ocazie.
T. Bernard

5H]XOWDW DO H[SHULHQ HL LQGLYLGXOXL DWLWXGLQLOH VXQW LQWHJUDWH S VWUDWH úL VWDELOL]DWH vQ

XQLYHUVXO LQWHULRU DO ILHF UXLD $FHVWD vQV  QX SRDWH WU L GRDU UHSOLLQGX VH vQ VLQH vQVXúL 0HGLXO
-
antUHQHD]  QXPHURDVH VFKLPE UL GLYHUVH VROLFLW UL REOLJkQGX O V  UHDF LRQH]H vQ FRQIRUPLWDWH FX
-
DFHVWHD ÌQFHUFkQG V  VH DGDSWH]H OD PHGLXO H[WHUQ LQGLYLGXO GHYLQH DJHQWXO SURSULLORU VDOH

VFKLPE UL GH DWLWXGLQH (OH VH UHDOL]HD]  PDL PXOW VDX PDL SX LQ vQ IXQF LH GH UHFHSWLYLWDWHD

LQGLYLGXOXLúLGHSURFHVHOHFHVROLFLW VFKLPEDUHD

&HUFHW ULOH SH WHPD VFKLPE ULL DWLWXGLQLORU VXQW QXPHURDVH úL DGHVHD FRQWUDGLFWRULL HVWH

GLILFLO GH J VLW R YDULDELO  ODWHQW  VSHFLILF  WXWXURU VFKLPE ULORU GH DWLWXGLQH &XP V  IDFL V -i
GHWHUPLQL SH RDPHQL V -úL VFKLPEH S UHULOH VDX FRPSRUWDPHQWHOH" &X VLJXUDQ  - spune S.
Moscovici -vQWUHEDUHDQXHVWHQRX LDURDPHQLLDXF XWDWGLQWRWGHDXQDV -LGHDU VSXQV0LMORDFHOH

GHDLQIOXHQ DS UHULOHúLFRPSRUWDPHQWHOHFHOXLODOWQXOLSVHVFIRU DRUGLQXOSHUVXDVLXQHD([LVW úL

altele, mai ascunse dar la fel de banale.

,QGLIHUHQW GH RFXSD LH VDX VWDWXW VRFLDO DSHO P FX WR LL OD PLMORDFH GH LQIOXHQ  SHQWUX D

RE LQH GH OD FHO ODOW FHHD FH GRULP vQ LQWHUHVXO QRVWUX FKLDU GDF  VH v nWkPSO  V  ILH vQ GHIDYRDUHD

LQWHUHVXOXL FHOXLODOW ùL OXFUX GH OD VLQH vQ HOHV FHO ODOW QH LQIOXHQ HD]  úL HO )RORVLQG DFHOHDúL

PLMORDFHVDXDOWHOHúLHOvQFHDUF ODUkQGXOOXLV -úLDWLQJ VFRSXULOH,QIOXHQ DHVWHvQFHQWUXOYLH LL

sociale; ea se mDQLIHVW  GH vQGDW  FH GRL LQGLYL]L DMXQJ OD PRGLILF UL GH RSLQLL VDX FRPSRUWDPHQWH

XQHRUL UDGLFDOH ÌQ LQWHULRUXO DFHVWRU LQIOXHQ H 6 0RVFRYLFL IDFHFkWHYD QXDQ UL 6H SRDWH
- spune
el -FDDFHVWHPRGLILF ULV DLE RXWLOLWDWHVRFLDO QHvQVHPQDW GDU la fel de bine, pot fi deosebit de

XWLOH GLQ SXQFW GH YHGHUH VRFLDO 'H H[HPSOX 3DXO SRDWH SURILWD GH SH XUPD VFKLPE ULORU S UHULORU

6X]DQHLFXSULYLUHODFRULGHúLWDXURPDKLHGXS FXPúLGDF RFRQYLQJHV QX úLPDLvQQRLDVF DWkW

-
de des garderoba. AsePHQHD PRGLILF UL vQV  QX DX SURSULX ]LV R XWLOLWDWH VRFLDO  GHRVHELW  ÌQ
-
VFKLPE GDF  DYHP vQ YHGHUH OXSWD DQWL-SIDA, de exemplu, este important ca întregi clase sociale

V -úL VFKLPEH S UHULOH GHVSUH SUH]HUYDWLYH $FHVWH PRGLILF UL VXQW QHFHVDUH GLQ SXQct de vedere

social. (Cf. S. Moscovici, 3VLKRORJLDVRFLDO DUHOD LLORUFXFHO ODOW)

ÌQ UkQGXULOH FH XUPHD]  QX QH LQWHUHVHD]  LQIOXHQ D FH SRDWH IL H[HUFLWDW  SULQ IRU  VDX

DXWRULWDWHGHYUHPHFHvQJHQHUDOvQDQXPLWHVLWXD LLHVWHVXILFLHQWV FRPDQ]L pentru a ascultat. De

DOWIHO GDF DFHVWHIRUPHGHLQIOXHQ  VXQWvQPRGRELúQXLWHILFLHQWHSHQWUXDRE LQHPRGLILF ULOHGH

FRPSRUWDPHQWVFRQWDWHGHH[HPSOXSHQWUXFDXQFRSLOV -úLIDF RUGLQHvQFDPHU VDXSHQWUXFDXQ

VROGDWV VSHOHPDúLQDVXSHULRUXOXLV XvQVFKLPEHOHGXFGRDUvQPRGH[FHS LRQDOODPRGLILF ULOH

GHLGHLVXVFHSWLELOHGHDOHJDUDQWDXQFRSLOvúLSRDWHIDFHRUGLQHvQFDPHU U P QkQGFRQYLQVF QX

HUD QHYRLH ODIHOFXP XQ VROGDW SRDWH VS OD PDúLQD VXSHULRUXOXL V XI U D IL FRQYLQV F DFHDVWDDU

WUHEXL QHDS UDW VS ODW  VDX F  HO WUHEXLH V  IDF  OXFUXO DFHVWD 'HFL IRU D úL DXWRULWDWHD DX úL HOH

limitele lor.
3HUVXDVLXQHD OD UkQGXO HL HVWH GHRVHELW GH HILFLHQW  SHQWUX PRGLILFDUHD S UHULORU SH FDUH

cineva la poate avea despre o proEOHP  VDX DOWD GDU FRPSDUDWLY FX IRU D VDX DXWRULWDWHD HVWH PDL

SX LQ HILFLHQW  vQ VFKLPEDUHD FRPSRUWDPHQWHORU 'H H[HPSOX GDF  DP FRQYLQV SH FLQHYD GH

XWLOLWDWHDFHQWXULLGHVLJXUDQ DVWDQXvQVHDPQ F UHVSHFWLYXORYDúLIRORVLVDXGDF DPUHXúLWV -

O FRQYLQJHP GH QRFLYLWDWHD WXWXQXOXL DVWD QX vQVHDPQ  F  VH YD ODV  GH IXPDW /RJLFD IDSWHORU

QHILLQGvQPRGQHFHVDUDFHHDDLGHLORUSHUVXDVLXQHDDUHúLHDOLPLWHOHHL
 1H YRP UHIHUL vQ FRQWLQXDUH OD FkWHYD WHRULL DVXSUD VFKLPE ULORU GH DWLWXGLQH SUHFXP úL

DVXSUDIDFWRULORUFHDUSXWHDV DLE RDQXPLW YDORDUHGHSUHGLF LHDVXSUDVFKLPE ULORUFHDXORFOD

QLYHOXOGLQDPLFLLLQWHUQHúLH[WHUQHDVLVWHPXOXLDWLWXGLQDO

7HRULL GH LQVSLUD LH EHKDYLRULVW  3HQWUX +RYODQG -HQLV úL .HOOH\ OHJLOH VFKLPE UL lor de
DWLWXGLQH VXQW LGHQWLFH FX FHOH DOH vQY ULL &HUFHW WRULL DPLQWL L SXQ DFFHQWXO SH VFKHPD VWLPXO -
U VSXQV 2 FRPXQLFDUH SHUVXDVLY  VWLPXO SRDWH V  SURYRDFH XQ SURFHV GH vQY DUH FH VH WUDGXFH

SULQGREkQGLUHDXQHLQRLDWLWXGLQLU VSXQV2SLQLDXQXLVXELHFWDUHWHQGLQ DGHDSHUVLVWDDWkWDWLPS

FkWR QRX vQY DUHvQF QXHVWHGHFODQúDW 3HQWUXFDRRSLQLH V vQORFXLDVF DOWDODDFHODúLLQGLYLG

HVWH QHFHVDU FD RSLQLD V -L DSDU  DFHVWXLD “UHQWDELO ”. “Rentabilitatea” depinde de
“deziderabilitatea”VRFLDO DVXELHFWXOXLUHVSHFWLY&XFkWRRSLQLHvLYDVHUYLODRDILUPDUHFRQIRUP 

FX DWLWXGLQLOH JUXSXOXL V X FX DWkW HD YD SURYRFD DWDúDPHQWXO VXELHFWXOXL 0RGLILFkQGX úL RSLQLD
-
subiectul “SO WHúWH FRWL]D LD VD SVLKLF ” SHQWUX D RE LQH VWLPD FROHJLORU úL SHQWUX D IL DGPLV úL
UHFXQRVFXWvQJUXS+RYODQGSUHFL]HD] F VFKLPEDUHDGHDWLWXGLQHSUHVXSXQHRVFKLPEDUHGHRSLQLL

legate de aceste atitudini.

7HRULDHFKLOLEUXOXL HODERUDW GH)+HLGHU7HRUHWLFLHQLL SVLKRORJLHLFRJQLWLYHVXJHUHD]  F 

“modul obiúQXLWGHJkQGLUH”LQIOXHQ HD] VHQWLPHQWHOH+HLGHUFRQVLGHU F LQGLYL]LLDXWHQGLQ DGH

D RUJDQL]D SHUFHS LD RELHFWHORU úL SHUVRDQHORU vQ

“XQLW L” 1RL DYHP WHQGLQ D GH D FRQVLGHUD F 
oamenii ce compun aceste “XQLW L” DU WUHEXL V  ILH OHJD L vQWUH HL Srin sentimente pozitive. Heider
VSXQHF H[LVW XQechilibru cognitivDWXQFLFkQGHOHPHQWHOHXQHLXQLW LVXQWOHJDWHSULQVHQWLPHQWH

VDX DWLWXGLQL SR]LWLYH &kQG DSDUH XQ GH]HFKLOLEUX WHQGLQ D VSRQWDQ  HVWH GH D DGXFH UHOD LLOH OD R

stare de echilibru. THRULDHFKLOLEUXOXLSRVWXOHD] H[LVWHQ DXQHLFRHUHQ HFRJQLWLYHvQWUHFXQRúWLQ HOH

XQXL LQGLYLG úL VHQWLPHQWHOH VDOH 'H]HFKLOLEUXO DWLWXGLQLORU vO PRELOL]HD]  OD VFKLPEDUH úL OD

restabilirea unui echilibru pozitiv.

7HRULD GLVRQDQ HL FRJQLWLYH . Aceasta estH HODERUDW  GH / )HVWLQJHU SHQWUX D GHVHPQD

LQGLVSR]L LDSVLKLF  GDWRUDW IDSWXOXLSDUWDM ULL vQWUHGRX VDX PDLPXOWHLGHLFRQWUDGLFWRULL6LOODP\

UH]XP  vQ IHOXO XUP WRU WHRULD OXL )HVWLQJHU “2PXO DUH QHYRLH GH FRHUHQ  ORJLF  úL GH DUPRQLH

DIHFWLY  6H vQWkPSO  vQV  FD DFHDVW  DUPRQLH V  ILH SHUWXUEDW  GH HYHQLPHQWH QHDúWHSWDWH 8QXO

GLQWUH SULHWHQLL PHL GH H[HPSOX P UWXULVHúWH GHRGDW  vQ SXEOLF RSLQLL SROLWLFH FRQWUDUH DFHORUD SH

FDUH OH SURIHVH] HX 3HQWUX D UHGXFH DFHDVW 

“GLVRQDQ ”, va trebui V  UHFXUJ OD XQ DOW HOHPHQW FDUH
P  YD DMXWD V  GHS úHVF FRQWUDGLF LD úL V -PL UHJ VHVF HFKLOLEUXO LQWHULRU $ú SXWHD GH SLOG  V 
UHVSLQJ LQIRUPD LD SULPLW  “QX FUHG F  úL-DU SXWHD WU GD LGHLOH” VDX V -L PLQLPDOL]H] LPSRUWDQ D

(“vúL YD GD UHSHGH VHDPD GH JUHúHDOD I FXW ” $ú SXWHD GH DVHPHQHD V  R UXS FX SULHWHQXO PHX
FHHDFHvQVHDPQ RWUDQVIRUPDUHvQDQWXUDMXOPHXVDXV -PLPRGLILFHXvQVXPLSR]L LDDGRSWkQGR

DOW RSLQLH”.

2 VHULH GH VLWXD LL IXQGDPHQWDOH SRW V  FUHH]H GLVRQDQ  OD XQ LQGLYLG luarea deciziei,

VXSXQHUHD IRU DW  H[SXQHUHD YROXQWDU  VDX LQYROXQWDU  D XQHL LQIRUPD LL GLVRQDQWH UHDOL]DUHD XQXL

HIRUWVODEUHFRPSHQVDWúLvQVIkUúLWGH]DFRUGXOFXDOWFLQHYD

&DúLHOHYLLV L)HVWLQJHUG RVHULHGHH[HPSOHH[SHULPHQWDOH/XDUHDGHFL]LHLGHDFXPS UD

R PDúLQ  - GH SLOG  - DQWUHQHD]  XQ FRQIOLFW vQWUH PDL PXOWH DOWHUQDWLYH înaintea actului de
FXPS UDUH)HVWLQJHUHVWLPHD] F DFHVWFRQIOLFWDSDUHPDLFXUkQGGXS FXPS UDUHDWXQFLFkQGúWLP

F  DOHJHUHD QRDVWU  D HOLPLQDW SRVLELOLW LOH DQWHULRDUH úL F  PDúLQD FXPS UDW  SUH]LQW  QXPHURDVH

LQFRQYHQLHQWH 7HRULD OXL )HVWLQJHU SRVWXOHD] IDSWXO F  vQ DFHDVW  vPSUHMXUDUH VXELHFWXO YD vQFHUFD

V  UHGXF  GLVRQDQ D PLQLPDOL]kQG DVSHFWHOH SR]LWLYH DOH DOWHUQDWLYHL UHVSLQVH úL DVSHFWHOH QHJDWLYH

alH DOWHUQDWLYHL DOHVH PD[LPL]kQG DVSHFWHOH QHJDWLYH DOH DOWHUQDWLYHL UHVSLQVH úL DVSHFWHOH SR]LWLYH
ale alternativei alese.
ÌQFHHDFHSULYHúWHIDFWRULLGHVFKLPEDUHSXWHPIDFHGLVWLQF LDvQWUH IDFWRULH[WHUQL úLIDFWRUL

interni:
1. Factori interni:
Asimilare - contrast. - Se poate constata o mare dificultate în schimbarea atitudinilor
H[WUHPLVWHDOHXQXLLQGLYLG(VWHQHFHVDU LQYHVWLUHDXQHLPDULXQLW LGHWLPSSHQWUXD“converti” pe

FLQHYDFDUHSUREHD] FRQYLQJHULSXWHUQLFHDIODWHODED]DXQRURSLQLLHxtreme.
 3RWULYLW OXL 0 6KHULI úL & +RYODQG SR]L LD XQXL VXELHFW FX SULYLUH OD R RSLQLH FRQVWLWXLH R

„DQFRU ” LQWHULRDU  XQ SXQFW GH UHIHULQ  LPSRUWDQW vQDSUHFLHUHD FRPXQLF ULLH[WHULRDUH FH VH YUHD

SHUVXDVLY 6HFRQVWDW F IRU DDQJDMDPHQWXOXLID GHRSLQLDUHVSHFWLY SURGXFH HIHFWHGHDQFRU

„ ”
IRDUWH DFFHQWXDWH 3RWULYLW DXWRULORU DPLQWL L FRQWLQXLWDWHD DWLWXGLQDO  VH vPSDUWH vQ WUHL UHJLXQL

„latitudinea de acceptare” HVWH UHJLXQHD GH FRQWLQXLWDWH FH FRQ LQH SR]L LD VXELHFWXOXL úL SR]L LLOH
învecinate care îi sunt acceptabile sau tolerabile; „latitudinea de respingere” FRQ LQH WRDWH SR]L LLOH
LQDFFHSWDELOHSHQWUXVXELHFWvQWUHDFHVWHGRX UHJLXQLVHDIO  „latitudinea de neutralitate”FRQ LQkQG

SR]L LLOH FH QX VXQW QLFL DFFHSWDELOH úL QLFL LQDFFHStabile. Frontierele între aceste trei regiuni sunt

GHWHUPLQDWHGHQLYHOXOGHDQJDMDUHID GHRSLQLDUHVSHFWLY 

'DF  VFKLPEXO GH RSLQLL VH VXSUDSXQH FX „latitudinea de acceptare” VDX VH VLWXHD]  vQ

“DQFRUD LQWHUQ ” D VXELHFWXOXL VH FRQVWDW  XQ HIHFW GH DVLPLODUH 6XELHFWXO HVWH LQIOXHQ DW GH PHVDM

LDU SR]L LD VD VH GHSODVHD]  vQ VHQVXO VFKLPEXOXL GH RSLQLL 'DF  DFHVWD vQV  VH VXSUDSXQH FX

“latitudinea de respingere”VHFRQVWDW XQHIHFWGHFRQWUDVW'LIHUHQ HOHSHUFHSXWHYRUDS UHDúLPDL

mari iar mesajXOU PkQHFDGXFvQW ULQGPDLGHJUDE FRQYLQJHULOHDQWHULRDUHDOHVXELHFWXOXL
2. &RQVLVWHQ D VLVWHPXOXL GH DWLWXGLQL. - Un sistem de atitudini este consistent atunci când
FHOH WUHL FRPSRQHQWH DOH DWLWXGLQLL FRJQLWLY  DIHFWLY  FRQDWLY  VXQW FRQYHUJHQWH în raport cu

VLWXD LD GDW  &X FkW FRPSRQHQWHOH UHVSHFWLYH YRU IL vQ FRQIOLFW FX DWkW DWLWXGLQHD YD IL PDL SX LQ

FRQVLVWHQW &XFkWDWLWXGLQHDYDILPDLFRQVLVWHQW FXDWkWYDILPDLGLILFLOGHVFKLPEDW6FKLPEDUHD

HVWHPDLXúRUGHUHDOL]DWvQFD]XOXQHi atitudini inconstante.

3. &RQVRQDQ DVLVWHPXOXLGHDWLWXGLQL. -$FHDVWDUHSUH]LQW GHIDSWWHQGLQ DVSUHKRPHRVWD]LH

D VLVWHPXOXL DPLQWLW $WLWXGLQLOH VXQW LQWHUGHSHQGHQWH úL DX WHQGLQ D GH D F XWD R VWDUH UHFLSURF  GH

DUPRQLH FH RIHU  VXELHFWXOXL XQ DQX mit confort intern. Compatibilitatea între atitudinile unui
VXELHFWJDUDQWHD] FRQVRQDQ DVDLQWHUQ $FHDVW WHQGLQ GHF XWDUHDFRQVRQDQ HLSRDWHILRIUkQ 

vQ VFKLPEDUH GHRDUHFH VXELHFWXO YD SUHIHUD V  PHQ LQ  R VWDUH GH HFKLOLEUX FDUH V -O VDWLVIDF cel
SX LQ SHQWUX R DQXPLW  SHULRDG  'LQFROR GH XQ DQXPLW SUDJ GH GLVRQDQ  LQGLYLGXO FDXW  V-úL
UH]ROYH FRQWUDGLF LD LQWHUQ  DúD FXP DP DU WDW PDL VXV ILH PRGLILFkQGX úL FRPSRUWDPHQWXO ILH
-
UD LRQDOL]kQGX úLVWDUHDVDVXIOHWHDVF 
-
4. Utilitatea funF LRQDO  D DWLWXGLQLORU . - ([LVWHQ D XQXL VLVWHP GH DWLWXGLQL VSHFLILFH

FRQVWLWXLH vQ PDUH SDUWH XQ U VSXQV DGDSWDWLY OD PXOWLSOHOH SUHVLXQL DOH PHGLXOXL SH WRW SDUFXUVXO

YLH LL $WLWXGLQLOH UHSUH]LQW  XQ SXQFW GH SOHFDUH SHQWUX VDWLVIDFHUHD WUHEXLQ HORU Contextul poate
HYROXD LDU DQXPLWH DWLWXGLQL GHYLQ QHIXQF LRQDOH &KLDU GDF  DX GHYHQLW LQXWLOH HOH SRW IL SXWHUQLF

DQFRUDWH vQ FRPSRUWDPHQWXO LQGLYLGXOXL $QXPLWH SHUVRDQH FX JUDG ULGLFDW GH VWUHV úL LQFHUWLWXGLQH

DX SXWXW S VWUD XOWHULRU R DWLWXGLQH GH QHvQFUHGHUH FKLDU GDF  QRXOFRQWH[WQ -o mai justifica. Atunci
FkQG VH GRUHúWH PRGLILFDUHD DWLWXGLQLL FXLYD H[LVW  ULVFXO GH D DPHQLQ D XQ U VSXQV GH DGDSWDUH

GREkQGLWFXSUH XOXQRUPDULHIRUWXULúLQXPHURDVHVDFULILFLL&RQFRPLWHQWYDWUHEXLLQYHVWLW PXOW 

HQHUJLH SHQWUX UHFUHDUHD XQXL QRX HFKLOLEUX &X FkW R DWLWXGLQH HVWH PDL IXQF LRQDO  vQ UDSRUW FX

PHGLXO V X DFWXDO FX DWkW HVWH PDL GLILFLO GH PRGLILFDW 2 DVWIHO GH PRGLILFDUH DU vQVHPQD

abandonarea tuturor beneficiilor adaptative actuale pentru a LQWUDvQFRQIOLFWDILVXSXVVWUHVXOXLúLD

ILWD[DWFDGHYLDQWGHFHLDSURSLD L

Factori externi
1. &UHGLELOLWDWHD úL RULJLQHD PHVDMHORU. - +RYODQG úL FRODERUDWRULL V L DX GHPRQVWUDW F 
VFKLPEDUHD RSLQLLORU HVWH FX DWkW PDL DPSO  FX FkW “sursa” are o putHUQLF  FUHGLELOLWDWH

&UHGLELOLWDWHD XQHL VXUVH GHSLQGH GH vQFUHGHUHD SH FDUH R LQVSLU  UHFHSWRUXOXL 6XUVD DUH PDL PDUH

LQIOXHQ  GDF  GLQ SOHFDUH HD H[SULP  RSLQLL vPS UW úLWH GH DXGLWRULX &X FkW R VXUV  VROLFLW 

schimbarea unei opinii extreme, cu atât HD YDILVXVFHSWLELO  V RE LQ DFHDVW VFKLPEDUH7RWRGDW 

DWXQFL FkQG SR]L LLOH UHFHSWRULORU GHYLQ IRDUWH vQGHS UWDWH LQIOXHQ D VXUVHL VH GLPLQXHD]  PDL DOHV

GDF  HD VH EXFXU  GH R FUHGLELOLWDWH DSUR[LPDWLY  &RPSHWHQ D VXUVHL GHWHUPLQ  vQ PDUH SDUWH

LQIOXHQ DVDvQV DFHDVW FRPSHWHQ GHSLQGHPDLSX LQGHFHOFHRHPLWHFkWPDLDOHVGHUHFHSWRU

2 ,PSRUWDQ D PHVDMXOXL. - A modifica atitudinile unui individ sau a unui grup cu ajutorul
SHUVXDVLXQLL SUHVXSXQH DOHJHUHD SHUWLQHQW  D PLMORDFHORU DGHFYDWe pentru atingerea obiectivului.

$QXPLWH PLMORDFH GH FRPXQLFDUH SRW V  DLE  R LQIOXHQ  SR]LWLY  QHJDWLY  VDX QXO  vQ IXQF LH GH

interlocutorul vizat.
 'H H[HPSOX GDF  VH XWLOL]HD]  XQ OLPEDM SUH LRV úL XQ YRFDEXODU VRILVWLFDW vQ FRPXQLFDUHD

FX DQXPL L RDPHQL I U  R FXOWXU  GHRVHELW  H[LVW  ULVFXO GH D QX DYHD DVXSUD ORU HIHFWXO VFRQWDW

7UHEXLHDFRUGDW RDWHQ LHDSDUWHVSXQH3%RXUGLHXGLVWLQF LHLGLQWUH “a vorbiúLa spune”.

1X UDUHRUL SURIHVRULL LQIOXHQ HD]  VWXGHQ LL PDL DOHV SULQ FRPSRUWDPHQWXO ú i imaginea lor
GHFkWSULQFRQ LQXWXOGLVFXUVXOXL

'DF  XQ PDQDJHU GHFLGH vQ PRG DXWRULWDU V  DSOLFH PHWRGH SDUWLFLSDWLYH QH SXWHP vQGRL GH

UH]XOWDWHOH SH FDUH OH YD RE LQH GH OD VXERUGRQD LL V L 2DPHQLL GH UHJXO  GHFRGLILF  PHVDMXO

SULYLOHJLLQGFRQ LQXW ul implicit pertinent din punctul lor de vedere.

2 vQWUHDJ  OLWHUDWXU  GH VSHFLDOLWDWH VH RFXS  GH FRQVWUXF LD PHVDMXOXL . Se pune întrebarea:
SHQWUX D FRQYLQJH úL LQIOXHQ D SH DOWFLQHYD V -úL PRGLILFH DWLWXGLQLOH HVWH PDL ELQH V  SODV P
argumentele principDOHODvQFHSXWODPLMORFXOVDXODVIkUúLWXOLQWHUYHQ LHL"
- 3RWULYLW RSLQLHL OXL :- 0F*XLUH WUHEXLH V  SODV P OD vQFHSXW DUJXPHQWHOH SXWHUQLFH
VXVFHSWLELOH V  SODF  DXGLWRULXOXL $FHVWHD YRU WUHEXL V  FDSWH]H DWHQ LD SXEOLFXOXL úL V -O IDF 

favorabil asFXOW ULLvQFRQWLQXDUH

1XPHURDVHOXFU ULVHLQWHUHVHD] GHRUGLQHDLQWHUYHQ LLORUvQWU-o dezbatere contradictorie. Se

YRUEHúWH GH “efectul de prioritate” vQ VHQVXO LQIOXHQ HL GHFLVLYH UHDOL]DW  GH SULPXO YRUELWRU DVXSUD

auditorului. “Efectul de noutate” sH UHIHU  OD LQIOXHQ D GHFLVLY  D XOWLPXOXL LQWHUORFXWRU &DUH HVWH
efectul cel mai important: prioritatea sau noutatea? Depinde de cel ce transmite mesajul. În epoca
VD $ULVWRWHO SUHIHUD V  YRUEHDVF  SULPXOFXQRVFkQG LPSDFWXOLPSUHVLHL LQL LDOHúL GLILFultatea de a

RúWHUJHùLDVW ]LIRORVLPH[SUHVLD“SULPDLPSUHVLHFRQWHD] ”.

- +RYHODQGúLFRODERUDWRULLDXLQVLVWDW DVXSUDSUREOHPHLGDF HVWHSUHIHUDELOV UHVSLQJHP

DUJXPHQWHOH FH DU SXWHD DS UHD VSRQWDQ vQWU-R GLVFX LH FRQWUDGLFWRULH VDXGLPSRWULY  HVWH mai bine

V  OH LJQRU P (O DMXQJH OD FRQFOX]LD F  WRWXO GHSLQGH GH WLSXO GH DXGLWRULX $WXQFL FkQG DYHP vQ

ID  XQ DXGLWRULX GHMD FRQYLQV GH LGHHD FH XUPHD]  V  ILH WUDQVPLV  HYRFDUHD DUJXPHQWHORU

contradictorii ar fi împotriva obiectivului propus, provoFkQG R vQGRLDO  FH QX H[LVWD LQL LDO

$UJXPHQWHOHFRQWUDGLFWRULLVHUYHVFvQV jDSSULRYRLVHUSHFHLFHQXVXQWGHDFRUGFXPHVDMXO

- 1XPHURúL FHUFHW WRUL V -au ocupat de concluzia mesajului persuasiv. Se pune întrebarea:
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XQXLPHVDMSHUVLDVLYELQHDGDSWDWIDFLOLWHD] DSDUL LDXQRUD titudini dorite.

Tonalitatea mesajului a fost la rândul ei obiectul a numeroase studii. Aristotel distinge trei
tipuri de mesaje: etic, bazat pe personalitatea oratorului, pateticFHVXVFLW HPRWLYLWDWHDDXGLWRULXOXL
úL logic ED]DW SH UD LRQDPHQW $VW ]L VH YRUEHúWH PDL DOHV GH HILFDFLWDWHD UHODWLY  D DWUDF LHL

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3. 7HDPD úL DQ[LHWDWHD FD PLMORF GH VFKLPEDUH. - Care este nivelul de anxietate optimal ce
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acestaQXYDUHXúLV “decristalizeze”DWLWXGLQHD'DF HVWHSUHDSXWHUQLFHOSRDWHGLVWUXJHHFKLOLEUXO

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sau negând faptele. Într-R H[SHULHQ  I FXW  GH -DQLV VXELHF LL DX IRVW VXSXúL XQHL H[SXQHUL

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YDULD LH LQWHULQGLYLGXDO  GH DWLWXGLQL vQ IXQF LH GH FHHD FH SVLKRORJLL QXPHVF “stima de sine”.
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