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
