Podcast
Questions and Answers
According to cognitive dissonance theory, what is the primary motivation behind actions people take when confronted with behaving in a way that is unreasonable, immoral, or stupid?
According to cognitive dissonance theory, what is the primary motivation behind actions people take when confronted with behaving in a way that is unreasonable, immoral, or stupid?
- Seeking external validation from peers.
- Preserving a stable and positive self-image. (correct)
- Achieving financial success at all costs.
- Avoiding physical discomfort.
Cognitive dissonance arises when our behaviors align perfectly with our attitudes and beliefs.
Cognitive dissonance arises when our behaviors align perfectly with our attitudes and beliefs.
False (B)
Name three ways in which individuals can reduce cognitive dissonance according to the theory.
Name three ways in which individuals can reduce cognitive dissonance according to the theory.
Changing behavior to align with cognition, justifying behavior by changing dissonant cognitions, justifying behavior by adding new cognitions
In the context of cognitive dissonance, the strategy where a salesperson induces a customer to agree to purchase a product at a low cost, then raises the price due to an 'error,' is known as ______.
In the context of cognitive dissonance, the strategy where a salesperson induces a customer to agree to purchase a product at a low cost, then raises the price due to an 'error,' is known as ______.
Match each method with its description for reducing cognitive dissonance:
Match each method with its description for reducing cognitive dissonance:
In the context of cognitive dissonance theory, what does 'self-affirmation' refer to as a method of reducing dissonance?
In the context of cognitive dissonance theory, what does 'self-affirmation' refer to as a method of reducing dissonance?
According to research, individuals tend to remember sensible arguments supporting the opposing side of an issue better than those supporting their own position.
According to research, individuals tend to remember sensible arguments supporting the opposing side of an issue better than those supporting their own position.
Define 'post-decision dissonance' and explain how it's typically reduced.
Define 'post-decision dissonance' and explain how it's typically reduced.
The tendency to increase one's certainty that their horse will win after placing a bet, compared to before, illustrates the concept of reducing dissonance after making a ______.
The tendency to increase one's certainty that their horse will win after placing a bet, compared to before, illustrates the concept of reducing dissonance after making a ______.
Match the scenario with the dissonance reduction strategy being employed:
Match the scenario with the dissonance reduction strategy being employed:
What is the key factor that increases dissonance and the motivation to reduce it, related to making choices?
What is the key factor that increases dissonance and the motivation to reduce it, related to making choices?
The 'lowballing' technique is effective because it reduces the customer's initial commitment to the purchase.
The 'lowballing' technique is effective because it reduces the customer's initial commitment to the purchase.
In the study involving sixth graders and cheating, what behavioral change was observed in students who cheated on the exam regarding their attitudes towards cheating?
In the study involving sixth graders and cheating, what behavioral change was observed in students who cheated on the exam regarding their attitudes towards cheating?
According to the information, a silly argument that supports your own position may arouse some ______ because it implies that the wisdom of that position is questionable.
According to the information, a silly argument that supports your own position may arouse some ______ because it implies that the wisdom of that position is questionable.
Match the example with the type of dissonance reduction being demonstrated:
Match the example with the type of dissonance reduction being demonstrated:
Who developed the Cognitive Dissonance Theory?
Who developed the Cognitive Dissonance Theory?
Cognitive dissonance always reduces comfort.
Cognitive dissonance always reduces comfort.
In the context of cognitive dissonance regarding heavy smokers who relapse after attending a smoking cessation clinic, what did researchers discover about their perception of the dangers of smoking?
In the context of cognitive dissonance regarding heavy smokers who relapse after attending a smoking cessation clinic, what did researchers discover about their perception of the dangers of smoking?
Another popular way of reducing dissonance through adding a new cognition is ___________, in which a person focuses on one or more of his or her good qualities to lessen the dissonant sting caused by doing something foolish.
Another popular way of reducing dissonance through adding a new cognition is ___________, in which a person focuses on one or more of his or her good qualities to lessen the dissonant sting caused by doing something foolish.
Match each term related to cognitive dissonance with its description:
Match each term related to cognitive dissonance with its description:
Flashcards
Cognitive Dissonance
Cognitive Dissonance
The discomfort caused when two cognitions (beliefs, attitudes) conflict or when behavior conflicts with attitudes.
Leon Festinger
Leon Festinger
Developed Cognitive Dissonance theory.
Change Behavior
Change Behavior
Reduce conflict by aligning actions with beliefs.
Change Cognitions
Change Cognitions
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Add New Cognitions
Add New Cognitions
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Post-decision Dissonance
Post-decision Dissonance
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Irrevocability of a Decision
Irrevocability of a Decision
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Lowballing
Lowballing
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Self-Affirmation
Self-Affirmation
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Study Notes
Cognitive Dissonance Theory
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Social psychologists discovered a primary driver of human behavior over the past half-century
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Humans have an innate need to maintain a stable and positive self-image
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Most individuals consider themselves above average in various aspects like ethics, competence, and attractiveness
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Cognitive dissonance arises when confronted with information suggesting unreasonable, immoral, or foolish behavior
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Leon Festinger developed the Cognitive Dissonance Theory
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Dissonance is defined as the discomfort from conflicting cognitions (beliefs, attitudes) or behavior conflicting with attitudes
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Cognitive dissonance causes discomfort, which humans try to reduce
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Dissonance can be reduced in three ways
- Changing our behavior to align with cognitions
- Justifying behavior by altering one of the conflicting cognitions
- Justifying behavior by adding new cognitions
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Researchers found that heavy smokers who failed to quit lowered their perception of smoking dangers
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The lessened perception of smoking dangers allowed the smokers to continue smoking without feeling terrible
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A study of over 360 adolescent smokers confirmed that greater dependence and difficulty quitting led to more justifications for continuing to smoke
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Self-affirmation is a common method where individuals focus on their positive qualities to reduce the dissonant sting of foolish acts
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Individuals deal with conflicting central aspects of their identity by dealing with anti-gay pronouncements from ministers
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Resolving dissonance might involve changing churches or religions
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People may instead focus on the shortcomings of the minister
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People remember plausible arguments that align with their own position
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People remember implausible arguments against their position
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Sensible arguments from the opposite side raise the possibility others are more accurate, creating dissonance
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When selecting a car, consumers will face dissonance based on their final purchase choice
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After purchasing a subcompact, people will focus on the number of miles to the gallon as the new priority
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Owners downplay the inability to sleep comfortably in the subcompact and the safety risk in collision
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Post-decision dissonance occurs after making a decision
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Attractiveness is raised in the chosen alternative and lowered in the rejected alternatives as a result of decision dissonance
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Jack Brehm's 1956 experiment showed that participants rated chosen appliances more favorably and rejected appliances less favorably after they made their choice
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Social psychologists found that people placing bets at a racetrack were more confident after placing their bets
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Those who already placed bets rated their horses having a higher chance of winning than those who had not placed their bets yet
Creating the illusion of irrevocability
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Irrevocability of a decision increases dissonance and the motivation to reduce it
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Lowballing is a sales strategy that causes customers to agree to purchase at a low cost, and then raises the price
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Customers frequently agree to purchase at the inflated price anyway
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Lowballing works because there is already a commitment made and anticipation for a commitment
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High-pressure salespeople increase the probability of a purchase decision by using dissonance reduction and the illusion of irrevocability
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Judson Mills performed an experiment in an elementary school and sixth graders' attitudes toward cheating were measured
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Students participated in a competitive exam with prizes that was difficult to win without cheating, creating an illusion of non-detection
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Students who cheated became more lenient, and those who resisted temptation adopted a harsher view toward cheating after the exam
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