chapter 6

Question 1

Heaven’s Gate Cult

Answer 1

Believed that a space ship was coming to
transport them
– Needed to rid selves of “current containers” (own body)
– Spaceship failed to appear behind Hale-Bopp Comet
– Continued with plan anyway
 Mass suicide

Question 2

As humans, we strive to maintain

Answer 2

a favorable view

of ourselves

Question 3

When confronted with unfavorable view of self

Answer 3

Experience discomfort

Question 4

Cognitive Dissonance

Answer 4

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

Question 5

Three Ways to Reduce Dissonance

Answer 5

1. Change behavior
2. Justify behavior by changing one of the
   dissonant cognitions
3. Justify behavior by adding new cognitions

Question 6

Self-Affirmation

Answer 6

1. Bolster the self-concept
   2.Reducing dissonance by adding a cognition about
   other positive attributes
   EX. Not very smart of me to be smoking, but, I’m really a very good
   mathematician

Question 7

Impact Bias

Answer 7

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

Question 8

When we think about the future

Answer 8

we overestimate
how bad negative events, like the end of a
romantic relationship, will make us feel. What we
fail to recognize is that dissonance reduction often
helps us back bounce quickly.

Question 9

Why does impact bias occur?

Answer 9

because Process of reducing dissonance is largely unconscious

Question 10

Dissonance most painful when

Answer 10

one of the
cognitions is about the self
Particularly true for those with high self-esteem

Question 11

Temporary blows to self-esteem can lead to

Answer 11

greater behaviors consistent with low opinion of
the self (e.g., cheat)

Question 12

Every time we make a decision, we experience

dissonance

Answer 12

– Chosen alternative has some negative aspects

– Rejected alternative has some positive aspects

Question 13

Postdecision Dissonance

Answer 13

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

Question 14

More important decisions =

Greater permanence =

Answer 14

More dissonance

Question 15

When decisions are permanent (irrevocable)

Answer 15

– Dissonance increases

– Motivation to reduce dissonance increases

Question 16

Lowballing

Answer 16

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

Question 17

Three Reasons Lowballing Works

Answer 17

1. Sense of commitment
2. Sense of commitment triggers the anticipation of
   an exciting event
3. Price only slightly higher than other prices
   elsewhere

Question 18

Implications for self-esteem

Answer 18

Moral dilemmas

Question 19

Dissonance reduction

Answer 19

People may behave either more ethically or less

ethically in the future

Question 20

Mills (1958) Measured 6th graders’ attitudes about
cheating
Gave opportunity to cheat in a game
– Easy to cheat
– Cheating almost necessary to win
– Believed cheating could not be detected

Answer 20

• Cheaters
– Became more lenient toward cheating
• Noncheaters
– Became less lenient toward cheating

Question 21

Process of dissonance reduction

Answer 21

Culturally universal

Question 22

Content of dissonance reduction

Answer 22

Cultural differences

 What thoughts are added, changed differ by culture

Question 23

Justification of Effort

Answer 23

The tendency for individuals to increase their liking for

something they have worked hard to attain.

Question 24

External Justification

Answer 24

A reason or an explanation for dissonant personal
behavior that resides outside the individual (e.g., to
receive a large reward or avoid a severe punishment)

Question 25

Internal Justification

Answer 25

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

Question 26

Counterattitudinal Advocacy

Answer 26

Stating an opinion or attitude that runs counter to

one’s private belief or attitude

Question 27

Insufficient Punishment

Answer 27

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 28

When external justification for resisting an object

or activity is insufficient

Answer 28

– Dissonance is aroused

– Reduce dissonance by Self-persuasion

Question 29

Self-Persuasion

Answer 29

A long-lasting form of attitude change that results from

attempts at self-justification

Question 30

Induce hypocrisy

Answer 30

Make person aware of conflict between
 Attitudes
 Behavior

Question 31

Hypocrisy creates

Answer 31

dissonance

Question 32

The Hypocrisy Paradigm

Answer 32

Induce hypocrisy

Question 33

Dissonance theory predicts

Answer 33

that when we
dislike someone, if we do them a favor, we
will like them more

Question 34

when Behavior is dissonant with attitude

Answer 34

Change attitude about person to resolve dissonance

Question 35

Cruel behavior is dissonant with view of self as a

decent human being

Answer 35

Resolve dissonance by changing thoughts about victim

Question 36

Understanding cognitive dissonance allows

Answer 36

one to understand some extreme behaviors

Question 37

Dissonance-reducing behavior maintains

Answer 37

self-esteem But must also learn from mistakes and

incorrect beliefs

Question 38

Overcoming Dissonance

Answer 38

• Acknowledging mistakes and taking responsibility
is easier said than done
• Process of self-justification is unconscious, but
once we know we can justify our actions, we can
monitor our thinking and behavior

Question 39

Self-Justification

Answer 39

– Justification of Effort

 Insufficient and sufficient external justification