Self-persuasion (cognitive dissonace)

Question 1

Cognitive Dissonance Theory (abbreviated version)

Answer 1

awareness of inconsistency between two or more cognitions -> arousal of psychological discomfort (dissonance) -> motivation to reduce dissonance -> cognitive effort to reduce inconsistency between those cognitions -> potential for cognitive change

E.g. Mark and Eric example

Question 2

Cognitive Dissonance Theory (implications for self-persuasion)

Answer 2

counter-attitudinal behaviour -> awareness of inconsistency between attitude and behaviour -> arousal of psychological discomfort (dissonance) -> motivation to reduce dissonance -> cognitive effort to reduce inconsistency between attitude and behaviour -> reinterpret behaviour OR add additional cognitions (e.g. justify) OR change attitude

Question 3

Effect of severity of initiation on liking for a group

Answer 3

• if someone has to suffer more to get into a group, they will have more enduring attitudes toward the group
• “that discussion was so boring” and “I suffered public humiliation for nothing” = they don’t align with each other so created dissonance
• people are inclined to change their behaviour due to dissonance that they want to get rid of for a desired state of consistency

Question 4

Post-decision dissonance

Answer 4

choose between equally attractive options -> cognitive dissonance -> dissonance-reduction process -> attitude toward chosen thing goes up AND attitude toward rejected thing goes down

E.g. Mark and Mike example

Question 5

Insufficient justification effect

Answer 5

Not enough justification for action –> change behaviour

Lying about boring experiment
- Get paid a LOT of money to lie: No attitude change because monetary justification takes care of dissonance
- DON’T get paid that much money to lie: Attitude change because not enough money to justify lying so they convince themselves that the study was actually fun so they don’t feel like a liar and the lie doesn’t seem like a lie anymore

Question 6

Some Moderating Variables

Answer 6

• alcohol (disrupt people’s awareness of inconsistencies between attitude and behaviour)
• self-concept (if violating their morals -> arouse dissonance) (if makes people feel bad about themselves -> change attitude because want to be consistent)
• cultural background (may be more comfortable with self-inconsistency) (behaviour may be sometimes governed by situational effects)

Question 7

The Placebo Effect

Answer 7

choose between equally effective medications -> post-decision dissonance -> positive attitude about efficacy of chosen medication -> actual efficacy of chosen medication

• if people had a choice on which medication to use, they experience less pain (amplified placebo effect)