Ch. 6

Question 1

Cognitive Dissonance

Answer 1

The discomfort that people feel when two cognitions conflict, or when they behave in ways that are inconsistent with their conception of themselves

Question 2

Self Affirmation

Answer 2

A way of reducing dissonance by reminding oneself of one or more of one’s positive attributed

Question 3

Impact Bias

Answer 3

The tendency to overestimate the intensity and duration of one’s emotional reactions to future negative events

Question 4

Post-Decision Dissonance

Answer 4

Dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluating the rejected alternatives

Question 5

Lowballing

Answer 5

A strategy where a salesperson induces a customer to agree to purchase a product at a low cost, claiming it was an error, and then raising the price. The customer will often agree to make the purchase at the inflated price

Question 6

Counterattitudinal Advocacy

Answer 6

Stating an opinion or attitude that runs counter to one’s private belief or attitude

Question 7

Insufficient Punishment

Answer 7

The dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity or object, usually resulting in n individuals devaluing the forbidden activity or object

Question 8

Hypocrisy Effect

Answer 8

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 behavior.