Ch. 17 Cognitive Dissonance Theory

Compliance

public conformity to another's expectation without necessarily having a private conviction that matches the behavior

H1: Selective exposure prevents dissonance H2: Post-decision dissonance creates a need for reassurance H3: Minimal justification for action induces a shift in attitude

3 mental mechanism hypotheses people use to ensure their actions and attitudes are in harmony

Leon Festinger

Author of CDT

Dissonance

Behavior and Belief Discord Humans have a basic need to avoid __________________ The tension leads to change in behavior or belief The greater the discrepancy, the bigger the _________________ we feel (same word)

When we realize that our beliefs and behaviors are inconsistent, we become uncomfortable. We remove discomfort by dismissal or change of attitude/behavior.

CDT Theory on a Cracker

objective socio-psychological

CDT is an ___________________ theory and is part of the __________-____________________ tradition

Not falsifiable No reliable way to detect degree of dissonance a person experiences Self-perception theory is much simpler

Critiques

Work to develop a friendly relationship Don't promise lavish benefits; Offer just enough encouragement Get them count the cost

Theory Into Practice: Persuasion Through Dissonance

Encouragement social

____________________ and ___________ support necessary to tamp down the doubts and fears that follow the tough decision (post-decision dissonance)

Minimal justification hypothesis

claim that best way to stimulate an attitude change in others is to offer just enough incentive to elicit counter attitudinal behavior

Self-perception theory

claim that we determine our attitudes the same way that outside observers do

Post-decision dissonance

strong doubts experienced after making an important, close-call decision that is difficult to reverse

Selective exposure

tendency to avoid information that would create cognitive dissonance because it is incompatible with current beliefs. Avoidance mechanism does not kick in if we don't regard the dissonant info as a threat

Festinger & Carlsmith's famous experiment (1959)

After an hour of repetitive and tiring task, participants were asked to tell a potential subject how much fun the experiment was

Personal Responsibility for Bad Outcomes

State-of-the-Art Revision (The New Look) Joel Cooper argues it's the knowledge that one's actions have unnecessarily hurt another person that generates dissonance

Self-Consistency: The Rationalizing Animal

State-of-the-Art Revision Elliot Aronson argued dissonance is caused by psychological rather than logical inconsistency. self-esteem maintenance. The amount of dissonance a person can experience is directly proportional to the effort he or she has invested in the behavior

Self-Affirmation to Dissipate Dissonance

State-of-the-Art Revision Some people can call up a host of positive thoughts about themselves that blot out a concern for restoring consistency (Claude Steele)

Self-Consistency Personal Responsibility for Bad Outcomes Self-Affirmation to Dissipate Dissonance

Three State-of-the-Art Revisions

Cognitive dissonance

distressing mental state caused by inconsistency between a person's two beliefs or a belief and an action

Counter attitudinal advocacy

publicly urging others to believe or do something that it opposed to what the advocate actually believes = lying