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Attribution Theory

Attribution Theory. Bem, Triandis, Heider. 1. Definition. An inference is made about why something happened and there two basic possibilities: Dispositional Situational. 2. Self-Perception Theory. A. Overview

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Attribution Theory

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  1. Attribution Theory Bem, Triandis, Heider

  2. 1. Definition • An inference is made about why something happened and there two basic possibilities: • Dispositional • Situational

  3. 2. Self-Perception Theory A. Overview • “An individual’s attitude statements may be viewed as inferences from observations of his own behavior and its accompanying stimulus variables. As such his statements are functionally similar to those any outside observer could make about him. “ - Bem

  4. Self-Perception (cont’d) B. Why we self-perceive • Teach children • People think illogically C. Foot-in-the-door technique • People are more likely to perform large costly favor for you if they have previously agreed to perform or have performed a smaller favor

  5. C. Foot-in-the-door (cont’d) • Petition study (Ugly sign) • Signed petition 55% • Did not sign petition 17% • Conditions for technique to work • No obvious external justification • Sufficient time • Additional effect • Size of initial request • Agreement vs. performance • Positive social labels

  6. Self-Perception Theory (cont’d) • Overjustification Effects - Undermines favorable attitudes by providing too much external justification • External Forces • Informational Forces

  7. 3. Attribution Theory • Overview • The attributions that a person makes affect how the other’s behavior is perceived • When external factors are strong, we infer little about internal factors • Vice-versa • Internal factors can be inferred from consistencies in behavior

  8. Overview (cont’d) • We tend to see causes of others’ behavior as internal and ours as external when negative • Negative information has more weight than positive

  9. Types of Attributions • Internal • Habits • Intentions • Ability • External • Luck • Task Difficulty • Situation

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