Fundamental Attribution Error Case Studies
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Ultimate Attribution Error
Login Username Password Forgotten your password? Library Card # Login with your Library Card » Login with Athens/Access Management Federation » Don't have an account? In This Article Fundamental Attribution Error/Correspondence Bias IntroductionGeneral OverviewsBackground ReferencesJournalsDispositionism Direct Critiques and Challenges Indirect Critiques and Challenges Paradigms that Investigate FAE/CB Attitude Attribution The Quiz Game The Silent Interview Moral Attribution Ability Attribution Theoretical Explanations of FAE/CB Inadequate Weight to Situations Perceiver Expectations Automatic Inferences Controlled Adjustment Moderators of FAE/CB Manipulations of Situational Factors Individual Differences Cultural Differences Applications Back to top Related Articles about About Related Articles close popup Attribution Theory Social Cognition Stereotypes Trait Perspective Other Subject Areas African American StudiesAfrican StudiesAmerican LiteratureAnthropologyArt HistoryAtlantic HistoryBiblical StudiesBritish and Irish LiteratureBuddhismChildhood StudiesChinese StudiesCinema and Media StudiesClassicsCommunicationCriminologyEcologyEducationEnvironmental ScienceEvolutionary BiologyGeographyHinduismInternational
describes the tendency for observer’s to attribute other people’s behavior to internal or dispositional factors and to downplay situational causes (Gilbert & Malone, 1995). Every day people
Defensive Attribution
make causal explanations for their own and others’ behavior, as well as fundamental attribution error experiment for events in general. These explanations, or attributions, are a crucial form of information processing that help explain gilbert and malone 1995 the situations and behavior occurring in the world around us (Kazdin, 2000). Psychologists have come up with multiple attribution theories to describe the different ways people use various pieces of http://www.oxfordbibliographies.com/view/document/obo-9780199828340/obo-9780199828340-0114.xml information when trying to explain particular events. According to research, humans actively engage in attribution methods because they have an innate desire to understand, predict, and control what’s going on around them (Forgas, 1998). In doing so, people’s ability to know, and, in some ways, control the social world around them is enhanced. When determining what caused a particular event the http://www.psychwiki.com/wiki/The_Fundamental_Attribution_Error observer focuses on either the internal or external factors that are present. The personality, abilities, and traits of the person involved are all classified as internal while environmental constraints, other people’s actions, and properties of the situation are external (Reeder, 1982). Most of the time, when trying to explain what happens in social settings, people tend to view the behavior of the actor, or person involved in the situation, as an extremely significant factor. As a result, observers tend to explain behavior in terms of the actors internal disposition rather than the external situational factors (Kazdin, 2000). This inclination to over exaggerate the influence of behavior, personality traits, motives, etc. and underestimate the power of external factors in a given situation is known as the fundamental attribution error or FAE (Amabile, Ross, and Steinmetz, 1977). The fundamental attribution error has been studied and observed in real-life situations as well as psychology experiments. Researchers have determined a few explanations for the occurrence of the FAE however, its causes and consequences remain poorly understood (Gilbert & Malone, 1995). Often, attributional e
Financial Information Core Activities ConferencesPublicationsACR Awards Join ACR Who Should Join?Member BenefitsJoin ACR Now Conferences ProceedingsACR FilmsThe ACR ConferenceACR International Conferences ACR Grants Call http://www.acrwebsite.org/volumes/7057/volumes/v17/NA-17 for ProposalsPast WinnersACR/Sheth Foundation Grants JACR Log in to read JACR ACR Films Search ACR FilmsBrowse ACR Films TCRResources ResourcesACR Listserv Search Conference Proceedings Tweet Overestimating Salesperson Truthfulness: the Fundamental Attribution Error Robert Baer, Bradley University ABSTRACT - This study examined consumers' susceptibility to the fundamental attribution error--the tendency to overestimate the importance of internal causes attribution error while underestimating the significance of external causes. The results showed that a short product line caused subjects to overestimate the extent to which the salesperson's product claims reflected their true beliefs about the product. Yet, a sales commission prompted subjects to underestimate the extent to which the sales message reflected the salesperson's genuine beliefs. [ to fundamental attribution error cite ]: Robert Baer (1990) ,"Overestimating Salesperson Truthfulness: the Fundamental Attribution Error", in NA - Advances in Consumer Research Volume 17, eds. Marvin E. Goldberg, Gerald Gorn, and Richard W. Pollay, Provo, UT : Association for Consumer Research, Pages: 501-507. [ direct url ]:http://acrwebsite.org/volumes/7057/volumes/v17/NA-17 Advances in Consumer Research Volume 17, 1990 Pages 501-507 OVERESTIMATING SALESPERSON TRUTHFULNESS: THE FUNDAMENTAL ATTRIBUTION ERROR Robert Baer, Bradley University [The author thanks Rustan Kosenko and four anonymous reviewers for their helpful comments. This research was partially funded by The Caterpillar Fellows Program.] ABSTRACT - This study examined consumers' susceptibility to the fundamental attribution error--the tendency to overestimate the importance of internal causes while underestimating the significance of external causes. The results showed that a short product line caused subjects to overestimate the extent to which the salesperson's product claims reflected their true beliefs about the product. Yet, a sales commission prompted subjects to underestimate the extent to which the sales message reflected the salesperson's genuine beliefs. One of the more pe