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Questions and Answers
What is the primary goal of hypocrisy induction in the study?
What is the primary goal of hypocrisy induction in the study?
In the context of behavior change through hypocrisy induction, which group purchased the most condoms?
In the context of behavior change through hypocrisy induction, which group purchased the most condoms?
Which condition in the study led to less external justification and prompted internal attitude change?
Which condition in the study led to less external justification and prompted internal attitude change?
What was the average number of condoms purchased by the information-only group?
What was the average number of condoms purchased by the information-only group?
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What is an example of external justification in behavior change?
What is an example of external justification in behavior change?
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How does hypocrisy induction affect cognitive dissonance?
How does hypocrisy induction affect cognitive dissonance?
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What did the study suggest as the reason hypocrisy induction is more effective than other methods?
What did the study suggest as the reason hypocrisy induction is more effective than other methods?
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What was found regarding children and the attractiveness of toys after experiencing severe punishment?
What was found regarding children and the attractiveness of toys after experiencing severe punishment?
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What effect does severe punishment have on children's perception of a forbidden toy?
What effect does severe punishment have on children's perception of a forbidden toy?
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What is the impact of mild punishment on children's interest in a forbidden toy?
What is the impact of mild punishment on children's interest in a forbidden toy?
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What does external justification influence in children’s behavior?
What does external justification influence in children’s behavior?
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What concept describes the desire to engage with a restricted option after being punished?
What concept describes the desire to engage with a restricted option after being punished?
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According to the justification of kindness, what psychological process occurs when one does a favor for someone?
According to the justification of kindness, what psychological process occurs when one does a favor for someone?
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What was the main finding when Ben Franklin's favor-doing technique was tested?
What was the main finding when Ben Franklin's favor-doing technique was tested?
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How does severe punishment affect external justification?
How does severe punishment affect external justification?
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What was the observed behavior of participants who did a favor for the experimenter compared to those who didn't?
What was the observed behavior of participants who did a favor for the experimenter compared to those who didn't?
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What occurs when an individual experiences cognitive dissonance?
What occurs when an individual experiences cognitive dissonance?
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Which participants were more likely to change their internal beliefs after lying?
Which participants were more likely to change their internal beliefs after lying?
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What kind of justification leads participants to show lower self-deception?
What kind of justification leads participants to show lower self-deception?
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Why do attitudes tend to change following attitude-discrepant behavior?
Why do attitudes tend to change following attitude-discrepant behavior?
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What was the consequence for participants advocating against drinking while actually drinking?
What was the consequence for participants advocating against drinking while actually drinking?
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How does weak justification influence attitude change?
How does weak justification influence attitude change?
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The theory of cognitive dissonance implies which of the following behaviors?
The theory of cognitive dissonance implies which of the following behaviors?
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Which scenario depicts hypocrisy induction in behavior?
Which scenario depicts hypocrisy induction in behavior?
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What are the ABCs of attitude formation?
What are the ABCs of attitude formation?
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Which factor significantly influences the certainty of our attitudes?
Which factor significantly influences the certainty of our attitudes?
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Which of the following best describes a factor that influences attitude formation?
Which of the following best describes a factor that influences attitude formation?
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What role does the affective component play in advertising?
What role does the affective component play in advertising?
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Which of the following describes how confirmation bias operates?
Which of the following describes how confirmation bias operates?
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How does personal experience affect the strength of an attitude?
How does personal experience affect the strength of an attitude?
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What is likely to occur with political attitudes over generations?
What is likely to occur with political attitudes over generations?
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Which of the following components can contribute to the extremity of an attitude?
Which of the following components can contribute to the extremity of an attitude?
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What drives a cognitive attitude?
What drives a cognitive attitude?
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Which of the following is an example of affective attitude?
Which of the following is an example of affective attitude?
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Which method is exemplified by a dog drooling at the sound of a bell after conditioning?
Which method is exemplified by a dog drooling at the sound of a bell after conditioning?
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What aspect of persuasion does the peripheral route appeal to?
What aspect of persuasion does the peripheral route appeal to?
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In operant conditioning, how is behavior primarily influenced?
In operant conditioning, how is behavior primarily influenced?
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What can cause a neutral stimulus to become a conditioned stimulus in classical conditioning?
What can cause a neutral stimulus to become a conditioned stimulus in classical conditioning?
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What is a common characteristic of affective attitudes as used by marketers?
What is a common characteristic of affective attitudes as used by marketers?
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Which of the following scenarios best describes classical conditioning?
Which of the following scenarios best describes classical conditioning?
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Study Notes
Cognitive Dissonance
- Definition: Cognitive dissonance is the mental discomfort experienced when holding two or more contradictory beliefs, ideas, or values.
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Insufficient Justification: Lack of external justification for behavior leads to internal justification (changing beliefs) to reduce dissonance.
- Study: Participants paid $1 to lie felt more discomfort than those paid $20, leading them to change their beliefs about the task.
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External Justification: External rewards or punishments justify behavior and reduce dissonance.
- Study: Participants paid $20 showed less self-deception due to sufficient external justification.
- Internal Justification: Changing internal beliefs to align with behavior reduces dissonance when external justification is insufficient.
Attitudes
- Definition: Attitudes are evaluations of people, objects, or ideas often reflected in behavior.
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Attitude Change: Strong reasons for engaging in attitude-discrepant behavior lead to lasting attitude changes.
- Study: Participants advocating against drinking while drinking themselves experienced cognitive dissonance. To reduce it, they were more likely to adjust their behavior to align with their advocacy.
Behavior Change Through Hypocrisy Induction
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Definition: Inducing feelings of hypocrisy can lead to behavior change by making individuals aware of the discrepancy between their advocated behaviors and actual behaviors.
- Study: Individuals in the hypocrisy induction condition, who advocated for safe sex but didn't practice it, bought more condoms to reduce dissonance.
External vs. Internal Justification for Behavior
- External Justification: Rewards or punishments influence behavior.
- Internal Justification: Changing beliefs or attitudes to align with behavior.
- Study on Punishment: Severe punishment provides external justification, making forbidden toys more attractive. Mild punishment leads to internal attitude change, making the toy less attractive.
Reactance and External Justification
- Reactance: Feeling restricted in choice leads to increased desire for the restricted option.
- Study on Children: Severe punishment made the forbidden toy more attractive due to reactance, while mild punishment had less effect.
Justification of Kindness
- Definition: Doing a favor for someone can increase liking for them.
- Reasoning: Justifying the favor by changing beliefs leads to increased liking.
- Study: Participants who did a favor for an experimenter showed increased liking for them.
Attitude Formation and Persuasion
- Factors Influencing Attitudes: Family of origin, personality, and experiences.
- ABCs of Attitudes: Affective (emotions), Behavioral (actions), and Cognitive (thoughts).
- Attitude Formation through Conditioning: Experiences shape attitudes.
- Affective Component in Persuasion: Advertisers often target emotions to influence consumers.
- Purpose of Attitudes: Attitudes serve a purpose, can be automatic or unconscious, and can be reinforced by confirmation bias.
Strength of Attitudes
- Key Components of Attitude Strength: Extremity, certainty, and personal experiences.
- Influence of Family and Personal Experiences: Family origin and personal experiences significantly influence attitudes.
- Confirmation Bias: Reinforces attitude certainty by seeking information that confirms beliefs.
Attitudes and Conditioning
- Cognitive Attitude: Based on logical thinking and reasoning.
- Affective Attitude: Based on emotions and feelings.
- Affective Component in Marketing: Marketers exploit emotional appeals to persuade consumers.
- Peripheral Route of Persuasion: Appeals to emotions, often used in areas like politics, money, religion, and vaccine status.
- Classical Conditioning: Involuntary association of stimuli (dog drooling at the sound of a bell).
- Operant Conditioning: Voluntary behavior learned through reinforcement (rat pressing a lever for food).
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Description
Test your understanding of cognitive dissonance and its effects on attitudes. This quiz will explore definitions, justifications, and attitude changes. Dive into the studies that illustrate how beliefs can shift when faced with conflicting ideas!
