Chapter 6

Question 1

Three ways to reduce cognitive dissonance:

Answer 1

1. By changing our behavior to bring it in line with the dissonant cognition.
2. By attempting to justify our behavior through changing one of the dissonant cognitions.
3. By attempting to justify our behavior by adding new cognitions.

Question 2

Cognitive dissonance

Answer 2

When confronted with information implying that we may have behaved in ways that are irrational, immoral, or stupid - we experience discomfort.

Question 3

Impact Bias

Answer 3

The tendency to overestimate the intensity and duration of our emotional reactions to future negative events.

Question 4

Self affirmation

Answer 4

distortions aimed at protecting one’s self-image

Question 5

Post Decision Dissonance

Answer 5

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

Question 6

Lowballing

Answer 6

Salesperson induces a customer to agree to purchase a product at a very low cost and subsequently claims it was an error and then raises the price

Question 7

Justification of Effort

Answer 7

The tendency for individuals to increase their liking for something they have worked hard to attain

Question 8

External Justification

Answer 8

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)

Question 9

Internal Justification

Answer 9

The reduction of dissonance by changing something about oneself (attitude or behavior)

Question 10

Counterattitudial Advocacy

Answer 10

Stating an option or attitude that runs counter to one’s private belief or attitude
When someone publicly advocates something that is counter to what they believe or how they actually behave, it arouses dissonance.

Question 11

Insufficient Punishment

Answer 11

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 punishment

The less severe you make the threat of punishment, the less external justification there is; the less external justification, the greater the need for internal justification.

Question 12

Self-Persuation

Answer 12

A long-lasting form of attitude change that results from attempts at self-justification

Question 13

Hypocrisy induction

Answer 13

a method of making people face the difference between what they say and what they do.
It takes advantage of the need to reduce dissonance to foster socially beneficial behaviors.