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11 Cards in this Set

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cognitive dissonance
A drive or feeling of discomfort, originally defined as being caused by holding two or more INCONSISTENT cognitions
impact bias
The tendency to OVERESTIMATE the intensity and duration of our EMOTIONAL REACTIONS to FUTURE negative events
postdecision dissonance
Dissonance aroused AFTER making a decision, typically reduced by ENHANCING the attractiveness of the CHOSEN ALTERNATIVE and devaluating the rejected alternatives
lowballing
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
justification of effort
The tendency for individuals to INCREASE THEIR LIKING for something they have WORKED HARD to attain
external justification
The desire to engage in an activity because of EXTERNAL REWARDS OR PRESSURES, not because we enjoy the task or find it interesting
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
hypocrisy induction
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
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 form of attitude change that results from attempts at SELF-JUSTIFICATION