PSYC 231 Lecture Notes - Lecture 14: Cognitive Dissonance
22 Jun 2018
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2. Cognitive Dissonance Theory
Explains many facets of human behavior
o When attitudes will predict changes in behavior
o When behavior will predict changes in attitudes
The tension that arises when one is simultaneously aware of two
conflicting cognitions
o Feels uncomfortable (like the sound of two dissonant music notes
together)
o We are motivated to change something in order to make that
feeling go away
o Can use any method (easiest available)
o Often easier to change attitudes and cognition THAN behavior
Change = (Cognition > Behavior)
3. Self-perception theory
Read on text!!!
EXTERNAL JUSTIFICATIONS
o Explanation for counter attitudinal behavior that lies outside the individual
Large reward
Document Summary
Explains many facets of human behavior: when attitudes will predict changes in behavior, when behavior will predict changes in attitudes. Change = (cognition > behavior: self-perception theory. External justifications: explanation for counter attitudinal behavior that lies outside the individual. Threat of severe punishment: dissonance reduction most likely with minimal external justification. Forced compliance paradigm: get people to do so(cid:373)ethi(cid:374)g they do(cid:374)"t wa(cid:374)t to do. Offer very little incentive (no external incentive = creates dissonance/ leads to enthusiastic attitude change) Study how individuals go through extensive voluntary changes to reduce dissonance: result. They will change their attitude in order to justify the unrewarding action: ex. No need to create further justification for lying. Dissonance due to insufficient external justification for lying. Created internal justification by changing attitude toward task. Decided boring task really was fun in order to justify their actions. Foot-in-door phenomenom: similar^^, sales tactic to slowly introduced increased tasks to an individual.
