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AWA Chp 6

AWA Chp 6 Need to Justify Our Actions

QuestionAnswer
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
Created by: meganschaeffer
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