cognitive dissonance
A drive or feeling of discomfort originally defined as being caused by holding two or more inconsistent cognitions and subsequently defined as being caused by performing an action that is discrepant from one's customary, typically positive self-conception
impact bias
The tendency to overestimate the intensity and duration of our emotional reactions to future or negative events.
post decision dissonance
Dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluing the rejected alternatives.
lowballing
An unscrupulous strategy whereby a sales person induces a customer to agree to purchase a product at a very low cost, subsequently claims it was an error, and then raises the price; frequently, the customer will agree to make the purchase at the inflated
justification of effort
The tendency for individuals to increase their liking for something they worked hard to attain.
external justification
A reason or an explanation for dissonant personal behavior that resides outside the individual (e.g., in order to receive a large reward or avoid a severe punishment).
internal justification
The reduction of dissonance by changing something about oneself (e.g., one's attitude or behavior).
counterattitudinal advocacy
Stating an opinion or attitude that runs counter to one's private belief or attitude.
hypocrisy induction
The arousal of dissonance by having individuals make statements that run counter to their behaviors and then reminding them of the inconsistency between what they advocated and their behavior. The purpose is to lead individuals to more responsible behavio
insufficient punishment
The dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity or object, usually resulting in individuals' devaluing the forbidden activity or object.
self-persuasion
A long-lasting form of attitude change that results from attempts at self-justification.
People are motivated to be consistent in their attitudes and behaviors
Three basic ideas of cognitive dissonance theory: 1) ________________ 2) Behaving in a way that is inconsistent with one's attitudes leads to an unpleasant state of tension: cognitive dissonance, 3) We are motivated to reduce dissonance by changing attitu
Behaving in a way that is inconsistent with one's attitudes leads to an unpleasant state of tension: cognitive dissonance
Three basic ideas of cognitive dissonance theory: 1) People are motivated to be consistent in their attitudes and behaviors 2) ________________, 3) We are motivated to reduce dissonance by changing attitude or behavior.
We are motivated to reduce dissonance by changing attitude or behavior
Three basic ideas of cognitive dissonance theory: 1) People are motivated to be consistent in their attitudes and behaviors 2) Behaving in a way that is inconsistent with one's attitudes leads to an unpleasant state of tension: cognitive dissonance, 3) __
convince self that behavior is consistent with attitude
Five ways to reduce dissonance? 1) ________________, 2) minimize importance of inconsistency, 3) change behavior to bring it inline with attitude, 4) add in consonant cognitions or subtract dissonant cognitions, 5) Change attitude to bring it in line with
minimize importance of inconsistency
Five ways to reduce dissonance? 1) convince self that behavior is consistent with attitude, 2) ________________, 3) change behavior to bring it inline with attitude, 4) add in consonant cognitions or subtract dissonant cognitions, 5) Change attitude to br
change behavior to bring it inline with attitude
Five ways to reduce dissonance? 1) convince self that behavior is consistent with attitude, 2) minimize importance of inconsistency, 3) ________________, 4) add in consonant cognitions or subtract dissonant cognitions, 5) Change attitude to bring it in li
add in consonant cognitions or subtract dissonant cognitions
Five ways to reduce dissonance? 1) convince self that behavior is consistent with attitude, 2) minimize importance of inconsistency, 3) change behavior to bring it in line with attitude, 4) ________________, 5) Change attitude to bring it in line with beh
Change attitude to bring it in line with behavior
Five ways to reduce dissonance? 1) convince self that behavior is consistent with attitude, 2) minimize importance of inconsistency, 3) change behavior to bring it in line with attitude, 4) add in consonant cognitions or subtract dissonant cognitions, 5)
Free choice - behavior must not be forced
Conditions under which dissonance will occur: 1) ________________, 2) minimal justification - no large external incentives for the behavior, 3) minimal threats to not do something, 4) forseeable consequences
minimal justification - no large external incentives for the behavior
Conditions under which dissonance will occur: 1) Free choice - behavior must not be forced, 2) ________________, 3) minimal threats to not do something, 4) forseeable consequences
forseeable consequences
Conditions under which dissonance will occur: 1) Free choice - behavior must not be forced, 2) minimal justification - no large external incentives for the behavior, 3) minimal threats to not do something, 4) ________________
71, 33
In Freedman's forbidden toy experiment half the students were threatened with a severe threat and other half mild threat for playing with a forbidden toy. Two weeks later, _____ % of children who received a severe threat were playing with the toy. ___ % o
insufficient justification
What are the three major sources of dissonance: 1) _________ 2) post-decision dissonance 3) effort justification?
post-decision dissonance
What are the three major sources of dissonance: 1) insufficient justification 2) _________ 3) effort justification?
effort justification
What are the three major sources of dissonance: 1) insufficient justification 2) post-decision dissonance 3) _________?
low ball
Marketing technique that relies on post-decision dissonance
insufficient justification
Doing something counter-attitudinal or attitude-discrepant with little pressure
commitment still exists although it is an illusion
Three reasons why low balling works: 1) _________, 2) feeling of excitement building and emotion, 3) what the heck, I'm already here.
feeling of excitement building and emotion
Three reasons why low balling works: 1) commitment still exists although it is an illusion, 2) _________, 3) what the heck, I'm already here.
what the heck, I'm already here
Three reasons why low balling works: 1) commitment still exists although it is an illusion, 2) feeling of excitement building and emotion, 3) _________.
effort justification
Source of dissonance resulting from Going through an unpleasant procedure to attain something of value
low balling
Marketing technique based on inducing a person to agree upon on a good deal; then, after they've committed to the deal, an "error" is found, and the dealer raises the price.
self affirmation
Theory that is an addition to dissonance theory, which says that dissonance is brought about by threats to your self-concept, self-worth, and that people cope with these threats by reaffirming other aspects of themselves, even if unrelated to the threat.
Self-affirmation
Term for any experience that has the effect of restoring the integrity of the self.
focusing on an important personal value
Two examples of experiences that result in self affirmation: 1) __________ 2) receiving positive feedback in a valued domain.
receiving positive feedback in a valued domain
Two examples of experiences that result in self affirmation: 1) focusing on an important personal value 2) __________ .
self affirmation
If people experience ______ following an attitude-discrepant behavior, they often do NOT exhibit the typical attitude change that follows from cognitive dissonance.
cognitive dissonance
Attitude discrepant behavior, often leads to _______
self-verification
Which theory says that people have a need to seek confirmation of their self-concept, even if it is negative.
self-verification
Which theory says that we have a desire to have others see us as we truly see ourselves.
praise
Choose the correct option: Self verification theory says that if you believe you are a poor student, having a teacher constantly [praise/criticize] you might lead to discomfort and embarrassment.
actual self, ideal self, ought self
What are the three "selves" of self-discrepancy theory?
sad, disappointed
When we think that our ideal self is discrepant from our actual self, we feel ____ and _____
agitated, anxious, fear
When we think that our out self is discrepant from our actual self, we feel _____, ______ and ______
attitude, morals
How we resolve moral dilemmas will often change our ______ toward the dilemma, change our ______