Chapter 6 : Cognitive Dissonance

Cognitive Dissonance

The discomfort that people feel

when two cognitions (beliefs,

attitudes) conflict, or when they

behave in ways that threaten their

self-esteem

Postdecision Dissonance

Dissonance aroused after making

a decision, typically reduced by

enhancing the attractiveness of the

chosen alternative and devaluating

the rejected alternatives

Justification of Effort

The tendency for individuals to

increase their liking for something

they have worked hard to attain,

especially if they have freely cho-

sen to exert that effort

Counterattitudinal Behavior

Acting in a way that runs counter

to one’s private beliefs

External Justification

Explaining a counterattitudinal

behavior as due to something

about the situation or environment

(e.g., believing the behavior was

justified by a large reward)

Internal Justification

The reduction of dissonance by

changing something about oneself

(e.g., one’s attitude or behavior)

Insufficient Punishment

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

Hypocrisy Induction

The arousal of dissonance by

having individuals make state-

ments that run counter to their

behaviors and then reminding

them of the inconsistency between

what they advocated and their

behavior. The purpose is to lead

individuals to more responsible

behavior.

Self-Affirmation Theory

The idea that people can reduce

threats to their self-esteem by

affirming themselves in areas

unrelated to the source of the threat

Self-Evaluation Maintenance Theory

The idea that people experience dissonance when someone close to us outperforms us in an area that is central to our self-esteem. This dissonance can be reduced by becoming less close to the person, changing our behavior so that we now outperform them, or deciding that the area is not that important to us after all.

Narcissism

The combination of excessive self-love and a lack of empathy toward others.

Terror Management Theory

The theory that self-esteem serves as a buffer, protecting people from terrifying thoughts about their own mortality.