Chapter 6

Question 1

Cognitive dissonance

Answer 1

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.

Question 2

Self-affirmation

Answer 2

In the context of dissonance theory, a way of reducing dissonance by reminding oneself of one or more of one’s positive attributes.

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

Postdecision 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

An unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at
a 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 price

Question 6

Justification of effort

Answer 6

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

Question 7

External justification

Answer 7

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 8

Internal justification

Answer 8

The reduction of dissonance by changing something about oneself (e.g., one’s attitude or behavior)

Question 9

Counterattitidinal advocacy

Answer 9

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

Question 10

Insufficient punishment

Answer 10

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

Question 11

Self-persuasion

Answer 11

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

Question 12

Hypocrisy induction

Answer 12

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.