| Term | Definition |
| Attribution Theory | explaining someones behavior by crediting either the situation or the person's disposition |
| Fundamental Attribution Error | observers underestimate the impact of situation and overestimates the impact of personal disposition |
| Attitude | feelings based on our beliefs, that predispose us to respond in a particular way to objects,people,and events |
| Foot- in- Door Phenomenon | people who have first agreed to a small request to comply later with a larger request |
| Cognitive Dissonance Theory | we act to reduce the discomfort we feel when two of our thoughts are inconsistent |