Fundamental attribution error occurs when people wrongly attribute either a shortcoming or accomplishment to internal factors, and disregarding any external factors.
Our cognition can also be in agreement or disagreement with our behaviors.
When we detect conflicting cognition, or dissonance, it gives us a sense of incompleteness and discomfort.
All trials were held in front of the Assembly, and both the prosecution and the defense rested, as they often do today, on the persuasiveness of the speaker.
Humans attempt to explain the actions of others through either dispositional attribution or situational attribution.
He theorized that human beings constantly strive for mental consistency.
Our cognition (thoughts, beliefs, or attitudes) can be in agreement, unrelated, or in disagreement with each other.
For example, a person who is addicted to smoking cigarettes but also suspects it could be detrimental to his health suffers from cognitive dissonance.
Festinger suggests that we are motivated to reduce this dissonance until our cognition is in harmony with itself. There are four main ways we go about reducing or eliminating our dissonance: Revisiting the example of the smoker, he can either quit smoking, reduce the importance of his health, convince himself he is not at risk, or that the reward of smoking is worth the cost of his health.
In business, persuasion is a process aimed at changing a person's (or a group's) attitude or behavior toward some event, idea, object, or other person(s), by using written or spoken words to convey information, feelings, or reasoning, or a combination thereof. Persuasion can also be interpreted as using one's personal or positional resources to change people's behaviors or attitudes.
Systematic persuasion is the process through which attitudes or beliefs are leveraged by appeals to logic and reason.
Situational attribution, also referred to as external attribution, attempts to point to the context around the person and factors of his surroundings, particularly things that are completely out of his control.