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11 Cards in this Set
- Front
- Back
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cognitive dissonance
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A drive or feeling of discomfort, originally defined as being caused by holding two or more INCONSISTENT cognitions
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impact bias
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The tendency to OVERESTIMATE the intensity and duration of our EMOTIONAL REACTIONS to FUTURE negative events
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postdecision dissonance
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Dissonance aroused AFTER making a decision, typically reduced by ENHANCING the attractiveness of the CHOSEN ALTERNATIVE and devaluating the rejected alternatives
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lowballing
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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
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justification of effort
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The tendency for individuals to INCREASE THEIR LIKING for something they have WORKED HARD to attain
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external justification
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The desire to engage in an activity because of EXTERNAL REWARDS OR PRESSURES, not because we enjoy the task or find it interesting
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internal justification
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The reduction of dissonance by CHANGING SOMETHING ABOUT ONESELF (e.g., one's attitude or behavior)
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counterattitudinal advocacy
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STATING AN OPINION or attitude that RUNS COUNTER to one's PRIVATE BELIEF or attitude
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hypocrisy induction
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The arousal of dissonance by having indv MAKE STATEMENTS that RUN COUNTER to their behaviors and then reminding them of the INCONSISTENCY bet. what they ADVOCATED & their BEHAVIOR.
- the purpose is to lead indv to more RESPONSIBLE BEHAVIOR |
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insufficient punishment
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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
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self-persuasion
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A long-lasting form of attitude change that results from attempts at SELF-JUSTIFICATION
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