click below
click below
Normal Size Small Size show me how
AWA Chp 6
AWA Chp 6 Need to Justify Our Actions
Question | Answer |
---|---|
Cognitive Dissonance | The feeling of discomfort caused by performing an action that runs counter to one's customary (typically positive) conception of oneself |
Self-Affirmation Theory | The idea that people will reduce the impact of the dissonance arousing threat by focusing on something not related to the threat--> "I know smoking is bad for me, but I'm really good at math" (assuring herself that she is good at something) |
Impact Bias | People tend to overestimate the intensity of their emotional reactions to a future negative event |
Postdecision Dissonance | Dissonance aroused after making a decision, typically reduced by the chosen alternatives and devaluating rejected alternatives |
Lowballing | Strategy by which a salesperson introduces a low cost, then raises it because of an "error"-- people will frequently buy it and technique will work |
Justification of Effort | The tendency for individuals to increase their liking for something they have worked hard to attain |
External Justification | A reason or explanation for dissonant personal behavior that is outside the individual --> Jen thinks her friend's dress is ugly and tells her friend that she likes it because she doesn't want to upset her friend." |
Internal Justification | The reduction of dissonance by changing something about oneself --> "change your attitude and you'll be justified; saying is believing" |
Counterattitudinal Advocacy | Stating something that runs opposite to what you really feel |
Self-Persuasion | A long lasting form of attitude change that results from attempts at self-justification |
The Ben Franklin Effect | We probably like someone more after we do something nice for them |