chapter 6 Flashcards

1
Q

Heaven’s Gate Cult

A

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

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2
Q

As humans, we strive to maintain

A

a favorable view

of ourselves

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3
Q

When confronted with unfavorable view of self

A

Experience discomfort

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4
Q

Cognitive Dissonance

A

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

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5
Q

Three Ways to Reduce Dissonance

A
  1. Change behavior
  2. Justify behavior by changing one of the
    dissonant cognitions
  3. Justify behavior by adding new cognitions
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6
Q

Self-Affirmation

A
  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
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7
Q

Impact Bias

A

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

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8
Q

When we think about the future

A

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.

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9
Q

Why does impact bias occur?

A

because Process of reducing dissonance is largely unconscious

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10
Q

Dissonance most painful when

A

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

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11
Q

Temporary blows to self-esteem can lead to

A
greater behaviors consistent with low opinion of
the self (e.g., cheat)
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12
Q

Every time we make a decision, we experience

dissonance

A

– Chosen alternative has some negative aspects

– Rejected alternative has some positive aspects

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13
Q

Postdecision Dissonance

A

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

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14
Q

More important decisions =

Greater permanence =

A

More dissonance

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15
Q

When decisions are permanent (irrevocable)

A

– Dissonance increases

– Motivation to reduce dissonance increases

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16
Q

Lowballing

A

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

17
Q

Three Reasons Lowballing Works

A
  1. Sense of commitment
  2. Sense of commitment triggers the anticipation of
    an exciting event
  3. Price only slightly higher than other prices
    elsewhere
18
Q

Implications for self-esteem

A

Moral dilemmas

19
Q

Dissonance reduction

A

People may behave either more ethically or less

ethically in the future

20
Q

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

A

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

21
Q

Process of dissonance reduction

A

Culturally universal

22
Q

Content of dissonance reduction

A

Cultural differences

 What thoughts are added, changed differ by culture

23
Q

Justification of Effort

A

The tendency for individuals to increase their liking for

something they have worked hard to attain.

24
Q

External Justification

A

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)

25
Internal Justification
``` The reduction of dissonance by changing something about oneself (e.g., one’s attitude or behavior) ```
26
Counterattitudinal Advocacy
Stating an opinion or attitude that runs counter to | one’s private belief or attitude
27
Insufficient Punishment
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
28
When external justification for resisting an object | or activity is insufficient
– Dissonance is aroused | – Reduce dissonance by Self-persuasion
29
Self-Persuasion
A long-lasting form of attitude change that results from | attempts at self-justification
30
Induce hypocrisy
Make person aware of conflict between  Attitudes  Behavior
31
Hypocrisy creates
dissonance
32
The Hypocrisy Paradigm
Induce hypocrisy
33
Dissonance theory predicts
that when we dislike someone, if we do them a favor, we will like them more
34
when Behavior is dissonant with attitude
Change attitude about person to resolve dissonance
35
Cruel behavior is dissonant with view of self as a | decent human being
Resolve dissonance by changing thoughts about victim
36
Understanding cognitive dissonance allows
one to understand some extreme behaviors
37
Dissonance-reducing behavior maintains
self-esteem But must also learn from mistakes and | incorrect beliefs
38
Overcoming Dissonance
• 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
39
Self-Justification
– Justification of Effort |  Insufficient and sufficient external justification