chapter 6

balance theory

"POX" theory P=person O= another person X= object the three elements form a triangle, each element linked by either a positive or negative evaluation. balance requires all +, or 2 - and 1+. unbalance requires all-, or 2 + and 1- not good for determining how unbalanced a theory is, but is a simplistic approach to relationships. Assumes evaluations are either positive or negative. does not consider how important a relationship or an object is, good start

dissonance coping tactics

1. denial- choose to disbelieve or reject info that would cause dissonance 2. bolstering- adding consonant elements to reduce the dissonant to constant ratio 3. transcendence- a superior value transcends the lesser inconsistent value 4. differentiation- split the attitude object into acceptable or unacceptable parts. can have a combo of these 4

cognitive dissonance

an aversive motivational state, is unpleasant and people are motivated to eliminate it

hypocrisy

audience has positive attitude toward topic but does not behave in accordance with attitude. must make an attitude of interest salient. and most point out past failures. more interested in encouraging behavior change rather than attitude change.

necessary conditions for dissonance

aversive consequences- must be possible outcomes that the recievers would want to avoid. freedom of choice- dissonance is not aroused if the receiver feels forced into a behavior insufficient external justification- must look internally for explanation of a dissonant behavior.

cognitive dissonance theory

built on the knowledge generated by balance theory and congruity theory but modified. Started with cognitions which are bits of info that people have. there are one of the three relationships. results when there is an inconsistency between beliefs/attitudes and behaviors.

consonance relationships

cognitions are consistent "buying a power cord" and "we need a power cord:

dissonant relationships

cognitions are inconsistent

irrelevant relationships

cognitions are unrelated.

effort justification

cognitive dissonance is aroused when we experience great discomfort to obtain a desired outcome. results from inconsistency in performing a behavior that we find unpleasant. we increase the desirability of the outcome and become committed to the group to reduce dissonance.

magnitude of dissonance

not all dissonance results in change. Greater dissonance- greater motivation to change. results from 3 factors: 1. importance of cognitions 2. ratio of dissonant to constant cognitions. 3. degree of cognition overlap apply by making the issue important to the recievers reduce dissonance by offering recommendations to reduce it

cognitive dissonance contexts

four contexts where cognitive dissonance is most likely to occur. 1. induced compliance 2. hypocrisy 3. decision making 4. effort justification

decision making

involves dissonance because cost-benefit analysis are done in our minds. there are 4 stages. 1. conflict- multiple decisions 2. decision- make a decision 3. cognitive dissonance- did I make the best choice? 4. dissonance reduction- how do you make yourself feel better?

dissociative association

negative relationships, most strongly held attitude will move the least, least strongly held attitude will move the most.

induced compliance

people engage in counter-attitudinal behavior. (people engaging in a behavior that goes against their attitudes.) cognitive dissonance occurs because justification for behavior is necessary. persuasion occurs when the person feels like they must adopt the attitudes to justify the behavior.

consistency theories

posit that people want their beliefs and attitudes to be consistent with their behavior

associated assertion

positive relationships.

congruity theory

views attitudes on continuum rather than strictly positive or negative. 1. attitudes tend toward max simplicity, implies attitudes fall toward end of continuum (easier to hold these attitudes then neutral ones). 2. when two attitudes are linked by an assertion and differ in evaluation, pressure exists for a shift toward an equilibrium (both the evaluation of the object and the person can change, the change can be in small shifts.)

how to apply cognitive dissonance

you must not force recievers to do a behavior, need to feel like they have a choice