Social Psychology Ch. 6

Front 1

Cognitive Dissonance

Back 1

Feeling of discomfort caused by performing an action that is discrepant from one's customary, typically positive self-conception.

Front 2

Postdecision Dissonance

Back 2

Dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluating the rejected alternatives.

Front 3

Lowballing

Back 3

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.

Front 4

Justification of Effort

Back 4

The tendency for individuals to increase their liking for something they have worked hard to attain.

Front 5

External Justification

Back 5

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).

Front 6

Internal Justification

Back 6

The reduction of dissonance by changing something about oneself (e.g. one’s attitude or behavior).

Front 7

Counterattitudinal Advocacy

Back 7

Stating an opinion or attitude that runs counter to one’s private belief or attitude.

Front 8

Insufficient punishment

Back 8

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.

Front 9

Self-persuasion

Back 9

A long lasting form of attitude change that results from attempts at self-justification.

Front 10

Self-discrepancy Theory

Back 10

The idea that people become distressed when their sense of their actual self differs from their ideal self.