Cognitive Dissonance (Ch.6)

Question 1

Cognitive Dissonance

Answer 1

discomfort caused by dissonance between one’s beliefs and actions

Question 2

Dissonance

Answer 2

discrepancy between one’s beliefs and behaviors

Question 3

Dissonance Reduction

Answer 3

exertion of mental effort in order to maintain positive self-image

Question 4

Dissonance Reduction Method A

Answer 4

a change in behavior to match beliefs

Question 5

Dissonance Reduction Method B

Answer 5

justify behavior by changing beliefs to match actions

Question 6

Cognitions

Answer 6

beliefs

Question 7

Behaviors

Answer 7

actions

Question 8

Dissonance Reduction Method C

Answer 8

create brand new belief that validates behavior

Question 9

Self-Affirmation

Answer 9

a type of new cognition, changes focus to a positive quality rather than negative

Question 10

Impact Bias

Answer 10

overestimation of one’s reaction/result of not accounting for dissonance reduction

Question 11

Decision-Making

Answer 11

common source of dissonance, choices present a threat to self-image as a good decision maker

Question 12

Postdecision Dissonance

Answer 12

the retroactive thought that the wrong choice was made, creating dissonance surrounding self-image as a good decision maker

Question 13

Decision Dissonance Reduction

Answer 13

begins after a given decision is made final, justifying the option selected

Question 14

Repeating Poor Choice

Answer 14

dissonance reduction can contribute to repeating bad decisions, as justification used for the bad choice will already exist

Question 15

Justification of Effort

Answer 15

tend to increase our favor for things which were more difficult to obtain than others

Question 16

External Justification

Answer 16

when satisfactory external rewards/benefits for a certain action are presented, dissonance is less likely, as justification for behavior is already available

Question 17

Lack of External Justification

Answer 17

not having enough external justification for behavior creates a need for internal justification/dissonance reduction

Question 17

Internal Justification

Answer 17

the internalized use of dissonance reduction methods, major impact on beliefs and behaviors

Question 18

Counterattitudinal Advocacy

Answer 18

publicly supporting something counter to one’s beliefs, sometimes causing cognitive dissonance

Question 19

Effective Punishment

Answer 19

some studies show mild punishment as more effective, creating need for greater internal justification of bad behavior

Question 20

Self-Persuasion

Answer 20

result of creating internal justifications, much more impactful than temporary external justifications/deterrents

Question 21

Hipocracy Induction

Answer 21

making ppl see hipocracy between their words and actions, creates need for dissonance reduction

Question 22

Justifying Good Deeds

Answer 22

justify doing a favor for someone by establishing belief that we like them

Question 23

Justifying Harmful Acts

Answer 23

justify harmful acts towards others by establishing belief that we dislike them

Question 24

Learning from Mistakes

Answer 24

dissonance reduction is counter productive when applied to justify bad behavior, creating negative beliefs.

Question 25

Lowballing

Answer 25

sales strategy in which the seller agrees to a certain price with the buyer, then raising it after the buyer agrees

Question 26

Why Lowballing Works

Answer 26

after agreeing to buy something, the seller has already begun justifying the purchase, making them less inclined to back out

Question 27

Leon Festinger

Answer 27

founder of cognitive dissonance theory, conducted studies showing people’s discomfort when holding conflicting beliefs, leading them to adjust their attitudes or beliefs

Question 28

Elliot Aronson

Answer 28

extended Festinger’s theory, showing that cognitive dissonance is most intense when the person’s self-concept or esteem is threatened, highlighting dissonance in identity

Question 29

Merrill Carlsmith & Festinger

Answer 29

conducted the $1/$20 experiment on insufficient justification, where participants who were paid less to lie (insufficient justification) felt more dissonance and changed their attitudes more significantly

Question 30

Illusion of Irrevocability

Answer 30

getting the benefits of dissonance reduction without behavior being permanent ex. lowballing

Question 31

Cialdini (1966)

Answer 31

low-ball experiment, offer attractive proposition to gain compliance, then revealing costs/downsides after subject agreed to the request, 53% of low-balled subjects agreed vs 24% in control group

Question 32

Decision Permanence

Answer 32

irrevocable/permanent decisions present strong motivation to reduce dissonance; rule out change of behavior as method of dissonance reduction

Question 33

Dissonance Reduction Method D

Answer 33

trivialize the dissonance
(very ineffective)

Question 34

Trivializing Dissonance

Answer 34

act of convincing self the congnitive dissonance being experienced is insignificant, largely ineffective dissonance reducer