Justification Flashcards
Cognitive dissonance
The discomfort that people feel when two cognitions (beliefs, attitudes) conflict, or when they behave in ways that are inconsistent with their conception of themselves.
What are one of the most powerful determinants of human behavior
our need to preserve a stable, positive self-image. Most people believe they are above average-more ethical and competent, better drivers, better leaders, better judges of character.
How can we reduce dissonance?
- by changing our behavior to bring it in line with the dissonant cognition
- by attempting to justify our behavior through changing one of the dissonant cognition
- by attempting to justify our behavior by adding new cognition.
Self-affirmation
In the context of dissonance theory, a way of reducing dissonance by reminding oneself of one of more of ones positive attributes.
Impact Bias
the tendency to overestimate the intensity and duration of ones emotional reactions to future events.
dissonance explains why so much human thinking is not rational, but rationalizing
we want to be accurate with our views or make the wisest decisions. once we are committed to our views and beliefs, must of us distort new info in a way that confirms them.
Is dissonance a conscious or unconscious process?
Unconscious
Post-decision dissonance
Dissonance aroused after making a decision, typically reduces by enhancing the attractiveness of the chosen alternative and devaluing the rejected alternatives
The permanence of the decision
The more important the decision, the greater the dissonance.
When it comes to decisions and dissonance what makes people happier
the finality of a decision (no going back)
Lowballing
an unscrupulous strategy whereby a salesperson introduces a customer to agree to purchase a products at a low cost, subsequently claims it was an error, then raises the price, frequently customers will agree to make the purchase at the inflated price.
Justification of effort
The tendency for individuals to increase their liking for something they have worked hard to attain
External justification
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)
Internal justification
The reduction of dissonance by changing something about oneself (e.g. one’s attitude or behavior)
Counterattitudinal Advocacy
Stating an opinion or attitude that runs counter to one’s private belief or attitude.
The smaller the external incentive
the greater the attitude change
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.
Self-persuasion
A long-lasting for of attitude change that results from attempts at self-justification.
Hypocrisy Induction
The arousal of dissonance by having individuals make statements that run counter to their behaviors and then reminding them of the inconsistency between what they advocated and their behavior. The purpose is to lead individuals to more responsible behavior.
Justifying good deeds and harmful acts
application of cognitive dissonance theory is to get someone to like you by having them do you a favor. this works because the person needs to internally justify the fact that they did something nice for you. this also works in reverse. if you harm another to reduce the threat to your self image you justify what you did by denigrating your victim by saying they deserved it.
When is dissonance reduction counterproductive?
When it solidifies negative values and behaviors, this applies to everyone from members of small cults to national leaders.
