WHY DOES

OUR
BEHAVIOR
AFFECT OUR
ATTITUDES
 2

SELF
PRESENTATION:
IMPRESSION
MANAGEMENT

Self presentation
theory assumes that
our behavior aims to
create desired
impressions
 3

SELF JUSTIFICATION: COGNITIVE

DISSONANCE
○ Tension that arises when one is simultaneously
aware of two inconsistent cognitions.

○ Dissonance theory pertains mostly to discrepancies

between behavior and attitudes
 “
4

INSUFFICIENT JUSTIFICATION
○ Having insufficient justification for their actions,they
would experience more discomfort and thus be more
motivated to believe in what they had done.

○ Reduction of dissonance by internally justifying one's

behavior when external justification is insufficient.
"Authoritarian
Management"
 6

Big decisions can produce big dissonance

DISSONANCE when one later ponders the negative aspects
AFTER of what is chosen and the positive aspects of
what was not chosenWe usually reduce
DECISIONS dissonance by upgrading the chosen
alternative and downgrading the unchosen
option.
 7

○ We form our
SELF- ○ Self-observation ○ People's attitude
are developed by attitudes based on
PERCEPTION observing their our behavior
own behavior
 8

Daryl Bem

SELF-PERCEPTION
THEORY
He assumes that we make similar
inferences when we observe our own
behavior
 9

William
James
He suggested that we
unfer our emotions by
observing our bodies
and our behaviors
 10

EXPRESSIONS
AND ○ Expressions ○ Facial ○ Postures
ATTITUDES affects our expressions affect
feelings influence performance
our
attitudes
 11

EXPRESSIONS
AND
ATTITUDES
 12

OVER- Result of
bribing people
JUSTIFICATION to do what
People see their
actions as
EFFECT they already
externally
like doing
controlled rather
than intrinsically
appealing
 13

INTRINSIC When people do something they enjoy,

MOTIVATION without reward. They attribute their behavior
to their love of the activity
 14

EXTRINSIC External rewards undermine intrinsic

MOTIVATION motivation by leading people to attribute their
behavior to the incentive
15
 16

Why our actions might only seem

COMPARING to affect our attitudes?
THE THEORIES

Why our actions genuinely affect

our attitudes?
 17

DISSONANCE AS AROUSAL
○ Dissonance conditions arouse tension

○ Why is "volunteering" to say or do undesirable things

so arousing?
 18

SELF-AFFIRMATION
THEORY
Theory that people often
experience a self-image
threat, after engaging in an
undesirable behavior

Claude Steele
 19

Thank You!
 20

WHY DOES OUR BEHAVIOR AFFECT

OUR ATTITUDES?
○ Self-Presentation Theory
○ Dissonance Theory
○ Self-Perception Theory
 21

Group Members:
Endaya, Monina
Oliva, Alexandra
Serbeto, Christine
Solis, Karem