Cognitive Dissonance and Self-Esteem

These flashcards cover key concepts related to cognitive dissonance and self-esteem from the lecture.

Cognitive Dissonance

Discomfort experienced when two cognitions conflict or when behavior threatens self-esteem.

Self-Affirmation Theory

A theory suggesting that individuals can reduce threats to self-esteem by affirming themselves in unrelated areas.

Justification of Effort

The tendency to increase liking for something that one has worked hard to attain.

External Justification

A reason for dissonant behavior that lies outside the individual, often involving rewards or punishments.

Internal Justification

The reduction of dissonance by changing an attitude or behavior within the individual.

Postdecision Dissonance

Dissonance experienced after making a decision, often resolved by enhancing the attractiveness of the chosen alternative.

Self-Evaluation Maintenance Theory

The theory that dissonance arises when someone close outperforms us in an area central to our self-esteem.

Counterattitudinal Behavior

Acting in ways that oppose one's private beliefs.

The Ben Franklin Effect

The phenomenon where doing a favor for someone increases one's liking for that person.

Lowballing

A sales tactic where an initial low offer is made and then the price is increased after commitment.