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Ch 6: Dissonance

TermDefinition
the discomfort people feel when two cognitions (beliefs, attitudes) conflict, or when they behave in ways that are inconsistent with their conception of themselves cognitive dissonance
dissonance aroused after making a decision typically reduced by enhancing the attractiveness of the chosen alternative & devaluing the rejected alternative postdecisional dissonance
the tendency for individuals to increase their liking for something they have worked hard to attain justification of effort
acting in a way that runs opposite to one’s private beliefs counterattitudinal behavior
explaining a counterattitudinal behavior as due to something about the situation/environment external justification
the reduction of of dissonance by changing something about oneself internal justification
that if you ask someone to help you out in some way, and they indeed do, they will then be more likely to do you another favor ben franklin effect
the dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity, usually resulting individuals devaluing the forbidden activity insufficient punishment
the arousal of dissonance by having individuals make statements that opposite to their behaviors & reminding them of the inconsistency between what they advocated & their behavior; purpose is to lead people to more responsible behavior hypocrisy induction
the idea that people can reduce threats to their self-esteem by affirming themselves in areas unrelated to the source of the threat self-affirmation theory
the idea that people experience dissonance when someone close to them outperforms them in an area that is central their self-esteem self-evaluation maintenance theory
the combination of excessive self love & lack of empathy towards others narcissism
the theory that self-esteem serves as a buffer, protecting people from terrifying thoughts about their own mortality terror management theory
Created by: nsibley
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