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10 Cards in this Set

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Cognitive Dissonance
Feeling of discomfort caused by performing an action that is discrepant from one's customary, typically positive self-conception.
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 low cost, and claims in was an error, then raises the 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. in order to receive a large reward or to 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.
Insufficient punishment
The dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity or object, usually resulting in individual’s devaluing the forbidden activity or object.
Self-persuasion
A long lasting form of attitude change that results from attempts at self-justification.
Self-discrepancy Theory
The idea that people become distressed when their sense of their actual self differs from their ideal self.