Chapter 6

Question 1

Impact Bias

Answer 1

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

Question 2

Postdecision Dissonance

Answer 2

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

Question 3

Lowballing

Answer 3

an unscrupulous strategy whereby 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; frequently, the customer will agree to make the purchase at the inflated price

Question 4

Justification of effort

Answer 4

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

Question 5

External Justification

Answer 5

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 e.g. avoid hurting someone so you lie)

Question 6

Internal Justification

Answer 6

the reduction of dissonance by changing something about oneself (when you can’t find external justification for your behavior)

Question 7

Counterattitudinal Advocacy

Answer 7

stating an opinion or attitude that runs counter to one’s private belief or attitude – when we do this without being motivated by something outside of ourselves, what we believe beings to look more and more like the lie we told (e.g. students who had been paid only $1 for lying said the task was more enjoyable)

Question 8

Hypocrisy Induction

Answer 8

have people make statements that run counter to their behaviors and then remind them of the inconsistency between what they advocated and their behavior

Question 9

Insufficient Punishment

Answer 9

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

Question 10

Self-persuasion

Answer 10

long-lasting form of attude change that results from attempts at self-justification (e.g. children who were tempted to cheat but resisted came to believe that cheating is bad, but because they justify their actions)

Question 11

The Ben Franklin Effect

Answer 11

We like someone more after doing a favor for them (bc we have less external justification)