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on the part of white interviewers that elicited poor performance from
African American candidates. That is, interviewers expected African American candidates to perform poorly and treated them more coldly, causing poor performance in response.
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was that
African American candidates tended to perform poorly in job interviews (i.e., that it was due to actual performance, not prejudice on the part of white interviewers). Zanna and his fellow researchers demonstrated that it was actually
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Word, C. O., Zanna, M. P., & Cooper, J., (1974). The nonverbal mediation of self-fulfilling prophecies in interracial interaction.
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Zanna, M. & Cooper, J. (1974). Dissonance and the pill: An attribution approach to studying the arousal properties of dissonance.
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is necessary for some instances of attitude change—a precondition specified by dissonance theory but not by self-perception theory.
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conducted a landmark experiment that resolved the discrepancy in favor of cognitive dissonance. They demonstrated that
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best accounted for how people's attitudes change. While at
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