PSY 005 Lecture Notes - Lecture 25: Hard Sell, Psy

• School: College of The Sequoias
• Department: Psychology (PSY)
• Course: PSY 005
• Professor: Fulmer

Document Summary

Proposed that people will not feel upset about behaving in a counterattitudinal way unless something negative happens. Negative consequences are not necessary for dissonance to occur. Hypocrisy paradigm: arouses dissonance by having people publicly promote a social desirable behaviour and then be made aware that they have not always exhibited the behaviour themselves in the past. Experiment: predicted that dissonance aroused by hypocrisy would motivate individuals to change their behaviour to be more consistent with that they publicly promoted. The feeling of hypocrisy created by the combination of delivering the speech and being reminded of past failures was necessary to arouse dissonance; the dissonance then motivated people to make their sexual behaviour safer in the future. Hypocrisy paradigm shown to be capable of reducing racial discrimination. Preference for consistency (pfc): a disposition that represents the extent to which people desire predictability and consistency within their own responses and within others" responses. Dissonance theory supported only for high-pfc individuals.