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cognitive dissonance
discomfort people feel when two cognitions (beliefs, attitudes) conflict, or when they behave in ways that threaten self esteem — doing something you know is wrong
justification of effort
tendency for individuals to increase their liking for something they have worked hard to attain, especially if they have freely chosen to exert that effort
counterattiudinal behavior
acting in a way that runs counter to one’s private beliefs
external justification
explaining a counterattitudinal behavior as something about the situation or environment (behavior justified by big reward)
internal justification
reduction in dissonance by changing something about oneself (ex. one’s attitude or behavior)
insufficient punishment
dissonance aroused when people lack sufficient external justification for having resisted a desired activity or object, usually resulting in individuals devaluing the forbidden activity or object
hypocrisy induction
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, leads people to more responsible behavior
self affirmation theory
people can reduce threats to self esteem by affirming themselves in areas unrelated to the source of the threat
self evaluation maintenance theory
people experience dissonance when someone close to us outperforms us in an area that is central to our self esteem. reduced by distancing ourselves from person, outperforming them, or deciding it’s not that important to us
narcissim
excessive self esteem and lack of empathy for others
terror management theory
self esteem serves as buffer, protecting people from terrifying thought about their own mortality
how to reduce dissonance?
change your behavior (least likely), change your cognitions, add new cognitions
classic findings festinger and carlsmith
either $200 or $10 to tell other participant that the study is interesting when it’s actually boring, wanted to see which group would believe it’s actually interesting, people with more money didn’t believe that it was interesting but people offered less money did
to feel dissonance, one must have…
threats to self esteem, choice or illusion of choice, low external justification (insufficient justification)
postdecision dissonance
dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluing the rejected alternatives
counterattitudinal behavior
acting in a way that runs counter to one’s private beliefs
hypocrisy induction
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, leads people to more responsible behavior
self affirmation theory
people can reduce threats to self esteem by affirming themselves in areas unrelated to the source of threat
self evaluation maintenance theory
people experience dissonance when someone close to us outperforms us in an area that is central to our self esteem, reduced by distancing ourselves from person, outperforming them, or deciding it’s not that important to us
narcissm
excessive self esteem and lack of empathy for others
terror management theory
self esteem serves as buffer, protecting people from terrifying though about their own mortality
choice justification
dissonance is an almost inevitable consequence of a decision
cultural world view
religion, political orientation, personal values — protects us from existential terror by offering: meaning, real immortality/afterlife, symbolic immortality
outgroup
a group you don’t belong to
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