Justification Flashcards
What is the most powerful motivator for cognitive dissonance?
The need to display a Positive Self-Image
What is cognitive dissonance?
The discomfort when we behave in ways counter to our perception of self
I’m hungry and I want fries… but I shouldn’t eat it; the opposing behavior and thinking is what?
cognitive dissonance
What are the 3 ways we can reduce dissonance?
- We can Change behavior to bring it in line with the dissonance cognition (buy salad instead of fries)
- OR Justify behavior by changing one of the dissonant cognitions
Change one of them - OR Justify behavior by adding new cognitions
By adding new cognition that’s in line with the behavior (or supports it
+This can lead to self-affirmation and bolster our self-esteem
What is Self-Affirmation?
Talking about something else we’re good at that’s completely unrelated.
Ex: “I smoke, but who gives a shit… I’m still a good person!”
Someone with high self-esteem would experience the most or least dissonance?
Most; they will be more likely to change their behaviors to be in line with their values.
Why do we rationalize rather than be rational?
The need to keep our self-esteems high makes us rationalize (make excuses)
What part of the brain shuts down when we experience dissonance?
Reasoning areas shut down; emotion circuits light up once it’s in line with our views.
What is post-decision dissonance?
Enhancing positive qualities of what we buy or do and reject and devalue what we didn’t choose.
Ex: “this Subaru I bought is the best, and I’m glad I didn’t buy that Ford! My car’s the safest!!!”
This helps us Commit
How is the illusion of irrevocability and lowballing related to decision-making process at a car dealership?
- People who believe they can’t change their minds are more likely to be happy with their choices.
- Salesperson induces customer to agree to buy something at a low cost, then raises the price… making people think they can’t reverse the nonbinding contract.
What is Tyranny of choices?
The paradox of choices.
Too many choices = not feeling good about our decision
What kind of dissonance does children of immigrant parents usually experience?
Having to choose whether to be like their parents of their peers; negative social and academic outcomes
What does, “my friends were smoking too” and “everyone else did it” do for us?
It reduces our discomfort due to external justification
Define Counter-attitudinal advocacy
Publicly stating an opinion or attitude that runs counter to one’s private belief or attitude for little compensation.
Smaller compensations work better for long-term internal justification.
Why does the Ben Franklin effect work?
It’s a justification for kindness; We help someone we don’t like because we’re good people, and to boost our self-esteem
