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22 Cards in this Set
- Front
- Back
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Heider’s balance theory (1946)
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We are happy in equilibrium
We act to restore balance in unequal systems (Change in cognitions, attitudes, or behaviors) |
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Cognitive dissonance
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Unpleasant state of arousal when we are unbalanced
Festinger: Holding two or more inconsistent cognitions Aronson: performing action discrepant from one’s customary, typically positive self-conception |
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Methods to reduce disonance
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(1) change the behavior
(2) change cognition (3) add new cognitions that justify the behavior |
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How we justify our actoins
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External justification, if insufficient justification, then also use internal justification
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External justification
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Reason/explanation that resides outside individual
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Internal justification
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Restore balance by changing something about oneself
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Rewards/Punishments and justification
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Small reward (lolipop) = internal justification
Large reward (money) = external justification Small punishment = internal justification Large punishment = external justification |
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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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One-time VS long-time compliance
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One time compliance = large reward / punishment
Long time compliance = small reward / punishment • Dissonance at work |
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Slippery slope
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If justified as good, you will do it all the time
If justified as bad, you will do it never |
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Post-decisional dissonance
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Value chosen alternative, devalue other alternatives
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Dissonance occurs when...
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1) Important decisions
2) Permanent decisions (more difficult it is to revoke a decision, the more dissonance (ex: non-returnable items)) 3) Equally attractive alternative 4) Less similar alternative |
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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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Sunk cost fallacy
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Idea that one has to justify prior investment in a plan of action by continuing/completing that action
unrefundable movie ticket |
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The importance of the audience
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self-presentation and self-affirmation
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Self presentation
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people like consistent people
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Self-affirmation
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Inconsistency feels foolish
restoring self-image Maintaining self-esteem is key |
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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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Lowballing
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Type of foot-in-door technique?
Salesperson makes customer purchase product for low prices, claims it was an error, makes customer agree to buy it at an inflated cost |
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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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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, in order to lead individuals to more responsible behavior
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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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