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Chapter Six
| Question | Answer |
|---|---|
| Cognitive Dissonance | A drive or feeling of discomfort, originally defined as being caused by holding two or more inconsistent cognitions and subsequently defined as being caused by performing an action that is discrepant from one's customary, typically positiv self-conception |
| impact bias | The tendency to overestimate the intensity and duration of our emotional reactions to future negative events |
| Post-decision Dissonance | Dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluating the rejected alternatives |
| lowballing | unscrupulous strategy whereby a salesperson induces a customer to agree to buy a product at a very low cost, subsequently claims it was an error, and then raises the prices; frequently the customer will agree to make the purchase at the inflated price |
| justification of effort | the tendency for individuals to increase their liking for something they have worked hard to attain |
| external justification | a reason or an explanation for dissonant personal behavior that resides outside the individual |
| internal justification | the reduction of dissonance by changing something about oneself |
| Counter attitudinal advocacy | Stating an opinion or attitude that runs counter to one's private belief or attitude |
| hypocrisy induction | the arousal of dissonance by having individuals make statements that run counter to their behavior and then reminding them of the inconsistency between what they advocated and their behavior. The purpose is to lead individuals to more responsible 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 |
| self-persuation | a long-lasting form of attitude change that results from attempts at self-justification |
| An individual who strongly opposes helmet laws is excited to find a study which shows that neck injuries are a more common outcome of motorcycle accidents when helmets are worn than when helmets are not worn. This individual is reducing dissonance by: | adding cognitions that justify the behavior. |
| If a pp in Brehms study claimed tht an iron &an electric can opener were =lly desirable appliances she was asked to choose 1of these as gift. Later she was asked to rerate the2appliances. If she chose the can opener, her 2nd rating of the appliances were | higher for the can opener and lower for the iron. |
| salesperson offers policy to customers at a very low rate. Just before the sale he claims to have realized an error in his calculations. The actual cost of the policy is substantially greater than he originally estimated. What is the name this strategy | lowballing |
| Mills (1958) had children compete on a difficult exam under conditions that made cheating easy and presumably undetectable. The children’s attitudes toward cheating were measured the next day and revealed that | children who cheated became more lenient toward cheating while those who resisted cheating adopted a harsher attitude toward cheating. |
| In the Festinger and Carlsmith (1959) experiment, participants who were paid $20.00 to lie felt less dissonance than subjects paid $1.00 because receiving $20.00: | was sufficient external justification for lying. |
| Dehumanizing the victim increases: | the likelihood that cruel treatment will continue or even escalate. |
| We can find the effects of dissonance in almost every part of the world | but it does not always take the same form. |
| According to the text, if we spent all our time and energy defending our egos | we would never learn from our mistakes. |
| Experiments by Egan and colleagues (2007) did not support the notion that cognitive dissonance developed evolutionarily | false |
| In order to learn from our mistakes, we must be able to | tolerate dissonance long enough to examine the situation objectively. |
| In general, the most rational way to reduce dissonance that follows foolish or immoral behavior is to | justify the behavior by modifying dissonant cognitions. |
| Imagine that you’ve agreed to buy a notoriously unreliable but attractive sports car, instead of a less attractive but dependable station wagon. Which of the following will reduce dissonance in this situation? | imagining how good you’ll look in the sports car |
| When a counterattitudinal advocacy is accomplished with a minimum of external justification, | private attitudes change in the direction of public statement |
| Aronson and Carlsmith told children that they were not allowed to play with a highly desirable toy and measured the children’s liking for the toy after this rule was obeyed in the experimenter’s absence. They found that children’s liking for the toy: | decreased when the rule was accompanied by a mild threat. |
| Dissonance theory predicts that if we do a favor for someone we dislike, we will | come to like that person |
| Aronson et al. (1991) found that students who composed arguments in favor of the use of condoms, recited them on videotape, and were made aware of their own failure to use condoms were: | more likely to buy condoms than the students in the other conditions. |
| In a study by Hing and colleagues (2002), hypocrisy was induced among students to reduce prejudicial behaviors towards | Asians |
| Ross is afraid that he might lose Rachel. Ross believes that if this happens he will be devastated and severely depressed. However, when he and Rachel do break up he handles it much better than he thought he would. This illustrates | impact bias |
| Neuroscientists have recently shown that cognitive dissonance and its reduction are reflected in the way the brain processes information. | true |
| People may say that they like a boring task on which they spent a lot of time and expense due to: | justification of efforts |
| The success of the lowballing technique is due to: | commitment already made to the purchase; illusion of irrevocability; dissonance reduction techniques |
| In a study by Gilbert and Ebert (2002) on the Harvard campus, students were asked to rate and then choose between two photographs. Which of the following is true about this study’s findings? | Students who had to make their final choice on the first day liked their photographs best. |
| According to the text, how can leaders avoid falling into the self-justification trap? | Leaders can bring in skilled advisors from outside the inner circle. |
| Large rewards and severe punishments are examples of ____ justification for behavior and result in ____ attitude change. | external; little |
| Which of the following concepts explains why the members of Heaven’s Gate did not change their beliefs even in the face of strong evidence that they were wrong? | cognitive dissonance |
| Charles loves to go drag racing. One day, he comes across an article indicating how dangerous the sport can be. He starts to feel tense. How might Charles get rid of this uneasy feeling, according to cognitive dissonance theory? | decide that he does not want to drag race in the future; convince himself that the source of the article is not credible; selectively expose himself to information that says that drag racing can be safe |
| Ann Marie supports drilling in the Alaskan wilderness. Shawn wants to convince her that drilling there should be banned. According to cognitive dissonance theory, what could Shawn do to change her attitude? | offer her a small, but adequate, reward to openly endorse a ban on drilling |
| Cognitive dissonance is: | the discomfort caused by engaging in a behavior that is discrepant from one’s conception of oneself as a decent and sensible person. |
| Aronson and Mill’s (1959) study of participants’ initiation before joining a discussion group about sex showed that: | a severe initiation led students to like the group more. |
| Knox and Inkster’s (1968) study of individuals placing bets on horses showed that: | bettors became more confident in their horses’ odds of winning after placing their bets. |
| Which of the following people was the first to investigate the precise workings of cognitive dissonance? | Leon Fresinger |
| Given that people have successfully reduced dissonance in the past, why is it that they are not aware that they will do so in the future? | The process of reducing dissonance is largely unconscious. |
| The reasoning areas of the brain are very active when a person is confronted with dissonant information. | false |
| When consonance is restored, the emotion circuits of the brain light up happily. | True |
| In a study in which Harvard students were asked to rate and then choose between two photographs, students were also asked whether keeping their options open would make them more or less happy with their decision. The researchers found that the students | inaccurately predicted that keeping their options open would make them happier with their decision. |
| All other things being equal, which of the following people is most likely to believe that their job is great? | Andrea, who had to fill out an application on-line, send in a resume, go through three interviews and make a presentation to her department in order to get her job. |
| To reduce her cognitive dissonance, Lori changes her attitude. Lori has engaged in | internal justification |
| In a study by Nel et al. (1969) students who believed that marijuana was harmful were induced to compose and recite a videotaped speech favoring its use and legalization. The researchers found that | the smaller the incentive, the greater the softening of the attitude toward the use and legalization of marijuana. |
| If your child is bullying her little sister and you want her to stop, research indicates you should | threaten her with mild punishment |
| Self-persuasion is a form of attitude change that does not last long. | false |
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aelayan21