PSCH 312 Lecture Notes - Lecture 3: Affective Forecasting, Cognitive Dissonance, Self-Perception Theory
Document Summary
Dissonance reduction is largely a process that occurs automatically outside of awareness. Liking for owned object increases and liking for un-owned object decreases. Liking for selected object increases and liking for un-selected object decreases. Dissonance serves as a psychological immune system to keep you feeling good about the choices you make and events that happen to you. Self-perception theory= when our attitudes and feelings are uncertain or ambiguous, we infer these states by observing our own behavior. Self- perception theory: accounts for responses when people"s attitudes are vague or uncertain. Cognitive dissonance theory: accounts for responses when people have well- defined attitudes. 3 reasons why low-balling (often) works: agreeing to a price creates the illusion of irrevocability. This contract feels binding and you are a person who follows through with what you say you will do: the feeling of commitment triggers an anticipated emotion.
