Social Psychology Chapter 7: Cognitive Dissonance

Cultural Differences (Dissonance)

The content of dissonance reduction, what thoughts are added and changed is dependent on the culture.

3 Ways to Reduce Dissonance

1). Change behavior 2). Justify behavior by changing one variable 3). Justifying behavior by adding new cognition's.

Internal Justification

A reason for dissonance by changing something about one's self. (attitude/behavior)

Dehumanizing the enemy

Cruel behavior caused dissonance in soldiers causing them to see the enemy as less than human (lot of propaganda helped).

Post-decision Dissonance

Dissonance after one choice, reduced by an increasing the attractiveness of the choice itself.

Decisions

Dissonance always occurs in decision making. Every chosen alternative can have negative aspects and each rejected alternative can have positive aspects.

Hypocrisy Induction

Dissonance called by making people state things that counter their behaviors and then calling them out on their inconsistencies. (It's supposed to lead people to make more responsible decisions).

Insufficient Punishment

Dissonance found in lenient punishment leading one to persuade themselves that they are a better person and they devalue what they originally wanted.

Aronson and Carlsmith (1963)

Experiment having to do with the attractiveness of toy to children, but they were forbidden to play with the toy for the threat of punishment. Those who didn't ended up playing with the the toy devaluing the toy to reduce dissonance (lesser punishment). Severe group was still attracted to the toy.

Punishment and Self-Persuasion

If the threat of a punishment is severe then there is a sufficient ext. justification for refraining leading them to do it again. If the punishment is less severe there is insufficient ext. justification, leading them to do it less.

More on Decisons

Important decisions cause more dissonance as does performing at a greater capacity. Permanence of decision can be hard to regret. Decisions to behave immorally cause moral dilemmas implicated for self-esteem.

Davis and Jones (1960)

Participants told a young confederate man that they didn't like him and ended up convincing themselves they really didn't like him.

Self-Persuasion

Long-lasting form of attitude change that results from attempts at self-justification.

Mill's experiment (1958)

Measured 6th grader's aptitude for cheating by giving them the opportunity to cheat in a game, easy to cheat and cheat to win. The cheaters became lenient toward cheating, while the non-cheaters became less lenient toward cheating.

Festinger and Carlsmith Experiment (1959)

Participants took part in a boring task and were asked to tell others that it was interesting. Certain groups got paid $1 while others got paid $20. DV: enjoyment of task. The $1 participants found it more enjoyable because they went through dissonance, leading to an insufficient external justification, making them believe they actually liked the task.

Dissonance Reduction

People may be more or less ethical in the future like cheating. Also dissonance can change behavior and make it more ethical depending on what is chosen.

Dissonant Information

Reasoning circuits shut down and when dissonance is reduced, emotions are activated.

Justification of Effort

The tendency for individuals to increase their liking for something if they have worked hard to achieve it.

Impact Bias

The tendency to overestimate the intensity and duration of one's emotional reactions to future negative events.

Politics and self-justification

War in Iraq, belief in weaponry. Since there were no weapons, something had to be justified. Instead of admitting to it they stayed and fought because they added the cognition that Saddam was a cruel dictator who must've been taken down.

Lowballing

A practice where a salesperson states they can get a low price for a client, says theres and error, and ends up making the client purchase it for a higher price then it truely is for their own gain.

External Justification

A reason for dissonant personal behavior that resides outside the individual (like a reward).

Dissonance theory

A theory predicting that when we dislike someone and do them a favor, we'll end up liking them. BEN FRANKLIN.

Self-Affirmation

A way of reducing dissonanceby reminding someone of their own positive attributes. (In context of Dissonance Theory).

Dissonance and Self-Concept

Dissonance hurts when it revolves around the self, especially for people with high self-esteem. People are less likely to cheat when a non-cheating self-concept is involved. Pros: Temporary blows to self-esteem can lead to greater behavior. Cons: Creates low opinions of self.

Distorting likes and dislikes

Plays down negative and positive decisions.

Counterattitudinal Advocacy

Stating an opinion or attitude that counters one's personal beliefs.

Cognitive Dissonance

The discomfort that people feel when two beliefs/ attitudes conflict with one another. When behaviors are inconsistent from values.

Cultural Universal (Dissonance)

The process of dissonance reduction.