5.1. ATTITUDE, ATTITUDE CHANGE
A central construct for understanding influence is the construct of attitude. An attitude is an idea, charged with affect, predisposing action. For example, Mrs. Top Manager's attitude toward Department X getting additional space is based on several beliefs about the space problems of Department X, how well Department X is doing, the future of Department X research, and so on. Each of these ideas has some emotion, positive or negative, attached to it. For instance, if Mrs. Top Manager thinks that Department X is doing well, she is also likely to feel more positively about Department X getting additional space. Such feelings become intentions (e.g., self-instructions to approve the extra space), which often lead ...
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