Cognitive Dissonance

Persuasion - Cognitive Dissonance Theory 1 For example, a person who is addicted to smoking cigarettes but also suspects it could be detrimental to his health suffers from cognitive dissonance.

Persuasion - Cognitive Dissonance Theory 1 The most famous example of how Cognitive Dissonance can be used for persuasion comes from Festinger and Carlsmith’s 1959 experiment in which participants were asked to complete a very dull task for an hour

Interpersonal communication - Cognitive dissonance theory 1 The theory of cognitive dissonance, part of the Cybernetic Tradition, explains how humans are consistency seekers and attempt to reduce their dissonance, or discomfort, in new situations.Festinger, L. (1957). A theory of cognitive dissonance. Stanford, CA: Stanford University Press. The theory was developed in the 1950s by Leon Festinger.Donsbach, Wolfgang (2008). Cognitive Dissonance Theory. The International Encyclopedia of Communication. Donsbach, Wolfgang (ed). Blackwell Publishing.

Interpersonal communication - Cognitive dissonance theory 1 For this reason, cognitive dissonance is considered a drive state that encourages motivation to achieve consonance and reduce dissonance.

Interpersonal communication - Cognitive dissonance theory 1 An example of cognitive dissonance would be if someone holds the belief that maintaining a healthy lifestyle is important, but they don’t regularly work out or eat healthy, they may experience dissonance between their beliefs and their actions

Choice-supportive bias - Relation to cognitive dissonance 1 The theory of cognitive dissonance proposes that people have a motivational drive to reduce Cognitive dissonance|dissonance. Choice-supportive bias is potentially related to the aspect of cognitive dissonance explored by Jack Brehm (1956) as postdecisional dissonance. Within the context of cognitive dissonance, choice-supportive bias would be seen as reducing the conflict between I prefer X and I have committed to Y.

Persuade - Cognitive Dissonance Theory 1 For example, a person who is addicted to smoking cigarettes but also suspects it could be detrimental to his health suffers from cognitive dissonance.

Persuade - Cognitive Dissonance Theory 1 The most famous example of how Cognitive Dissonance can be used for persuasion comes from Festinger and Carlsmith’s 1959 experiment in which participants were asked to complete a very dull task for an hour

Motivation - Cognitive dissonance theory 1 Suggested by Leon Festinger, cognitive dissonance occurs when an individual experiences some degree of discomfort resulting from an inconsistency between two cognitions: their views on the world around them, and their own personal feelings and actions

Motivation - Cognitive dissonance theory 1 While not a theory of motivation, per se, the theory of cognitive dissonance proposes that people have a drive theory|motivational drive to reduce dissonance

Cognitive dissonance 1 Cognitive dissonance

Cognitive dissonance 1 Leon Festinger's 'theory of cognitive dissonance' focuses on how humans strive for internal consistency. When inconsistency (dissonance) is experienced, individuals largely become psychologically distressed. His basic hypotheses are listed below:

Cognitive dissonance - Magnitude of dissonance 1 The pressure to reduce cognitive dissonance is a function of the magnitude of said dissonance.

Cognitive dissonance - Reducing cognitive dissonance 1 Cognitive dissonance theory is founded on the assumption that individuals seek consistency between their expectations and their reality. Because of this, people engage in a process called dissonance reduction to bring their cognitions and actions in line with one another. This creation of uniformity allows for a lessening of psychological tension and distress. According to Festinger, dissonance reduction can be achieved in three ways:

Cognitive dissonance - Theory and research 1 Most of the research on cognitive dissonance takes the form of one of four major paradigms. Important research generated by the theory has been concerned with the consequences of exposure to information inconsistent with a prior belief, what happens after individuals act in ways that are inconsistent with their prior attitudes, what happens after individuals make decisions, and the effects of effort expenditure.

Cognitive dissonance - Belief disconfirmation paradigm 1 If the dissonance is not reduced by changing one's belief, the dissonance can result in restoring consonance through misperception, rejection or refutation of the information, seeking support from others who share the beliefs, and attempting to persuade others.Harmon-Jones, Eddie, A Cognitive Dissonance Theory Perspective on Persuasion, in The Persuasion Handbook: Developments in Theory and Practice, James Price Dillard, Michael Pfau, eds

Cognitive dissonance - Belief disconfirmation paradigm 1 They faced acute cognitive dissonance: had they been the victim of a hoax? Had they donated their worldly possessions in vain? Most members chose to believe something less dissonant to resolve reality not meeting their expectations: they believed that the aliens had given Earth a second chance, and the group was now empowered to spread the word that earth- spoiling must stop

Cognitive dissonance - Induced-compliance paradigm 1 A 2012 study using a version of the forbidden toy paradigm showed that hearing music reduces the development of cognitive dissonance

Cognitive dissonance - Free-choice paradigm 1 This can be explained in terms of cognitive dissonance

Cognitive dissonance - The Fox and the Grapes 1 A classic illustration of cognitive dissonance is expressed in the fable The Fox and the Grapes by Aesop (ca

Cognitive dissonance - Other related phenomena 1 Cognitive dissonance has also been demonstrated to occur when people seek to:

Cognitive dissonance - Other related phenomena 1 There are other ways that cognitive dissonance is involved in shaping our views about people, as well as our own identities (as discussed more in the sections below)

Cognitive dissonance - Applications of research 1 In addition to explaining certain counter- intuitive human behaviour, the theory of cognitive dissonance has practical applications in several fields.

Cognitive dissonance - Education 1 Creating and resolving cognitive dissonance can have a powerful impact on students' motivation for learning.Aronson, E

Cognitive dissonance - Education 1 Psychologists have incorporated cognitive dissonance into models of basic processes of learning, notably constructivism (learning theory)|constructivist models

Cognitive dissonance - Education 1 Meta-analysis|Meta-analytic methods suggest that interventions that provoke cognitive dissonance to achieve directed conceptual change have been demonstrated across numerous studies to significantly increase learning in science and reading.

Cognitive dissonance - Therapy 1 Cognitive dissonance: 50 years of a classic theory

Cognitive dissonance - Therapy 1 [ 1031(85) Cognitive dissonance and psychotherapy: The role of effort justification in inducing weight loss.] Journal of Experimental Social Psychology, 21, 149 –160.

Cognitive dissonance - Promoting healthy and pro-social behavior 1 Other studies suggest that cognitive dissonance can also be used to encourage individuals to engage in prosocial behaviour under various contexts such as campaigning against littering,Fried, C

Cognitive dissonance - Marketing 1 Research and understanding of cognitive dissonance in consumers reveals potential for developing marketing practices.

Cognitive dissonance - Marketing 1 Cognitive dissonance is also useful to explain and manage post-purchase concerns. If a consumer feels that an alternate purchase would have been better it is likely he will not buy the product again. To counter this marketers have to convince the buyer constantly that the product satisfies their need and thereby help to reduce his cognitive dissonance and ensure repurchase of the same brand in the future.

Cognitive dissonance - Social engineering 1 Exploitation of weaknesses caused by inducing cognitive dissonance in targets is one of the techniques used by perpetrators.

Cognitive dissonance - Challenges and alternative theories 1 While cognitive dissonance theory has been utilized in experiments and is generally (although not entirely) accepted by those in the psychology field, there are alternative theories that account for human attitudes and behaviors.

Cognitive dissonance - Self-perception theory (Bem) 1 Daryl Bem was an early critic of cognitive dissonance theory

Cognitive dissonance - Self-perception theory (Bem) 1 [ ve%20Dissonance.pdf Self-perception: An alternative interpretation of cognitive dissonance phenomena.] Psychological Review, 74(3), 183–200.

Cognitive dissonance - Self-perception theory (Bem) 1 This provides support for cognitive dissonance theory and makes it unlikely that self-perception by itself can account for all the laboratory findings.

Cognitive dissonance - Self-perception theory (Bem) 1 Cognitive dissonance: Private ratiocination or public spectacle? American Psychologist, 26(8), 685–695

Cognitive dissonance - Averse consequences vs. inconsistency (Cooper Fazio) 1 [ /pubs/hj_etal96.pdf Evidence that the production of aversive consequences is not necessary to create cognitive dissonance.] Journal of Personality and Social Psychology, 70(1), 5–16.

Cognitive dissonance - Free-choice paradigm criticism (Chen et al.) 1 [ 8 Neural correlates of cognitive dissonance and choice-induced preference change.] Proceedings of the National Academy of Sciences, U.S.A., 107(51), Sharot, T., Velasquez, C

Cognitive dissonance - Neuroscience findings 1 [ _Neural_activity_predicts_attitude _change_in_cognitive_dissonance/file/3de ec51b8bf291652a.pdf Neural activity predicts attitude change in cognitive dissonance.] Nature Neuroscience, 12(11), 1469–

Cognitive dissonance - Neuroscience findings 1 [ gan%20Santos%20Bloom%20- %20origins%20cog%20diss%20- %20Psy%20Sci% pdf The origins of cognitive dissonance: Evidence from children and monkeys] Psychological Science, 18(11),

Cognitive dissonance - Modeling in neural networks 1 Neural network models of cognition have provided the necessary framework to integrate the empirical research done on cognitive dissonance and attitudes into one model of explanation of attitude formation and change.Read, S.J., Vanman, E.J., Miller L.C

Cognitive dissonance - Modeling in neural networks 1 Various neural network models have been developed to predict how cognitive dissonance will influence an individual's attitude and behavior. These include:

Leon Festinger - Cognitive dissonance 1 Festinger's seminal 1957 work integrated existing research literature on influence and social communication under his theory of cognitive dissonance.Festinger, 1957 The theory was motivated by a study of rumors immediately following a severe earthquake in India in

Leon Festinger - Cognitive dissonance 1 Carlsmith published their classic cognitive dissonance experiment in 1959.Festinger Carlsmith, 1959 In the experiment, subjects were asked to perform an hour of boring and monotonous tasks (i.e., repeatedly filling and emptying a tray with 12 spools and turning 48 square pegs in a board clockwise)

Human subject research - Cognitive Dissonance Cognitive Dissonance, Fifty Years of a Classic Theory, SAGE Publications In 1959, Festinger and Carlsmith devised a situation in which participants would undergo excessively tedious and monotonous tasks

Rationalization (making excuses) - Cognitive dissonance 1 A rather different, but perhaps complementary, approach to rationalization comes from cognitive dissonance. 'In Leon Festinger...argued that when people become aware that their attitudes, thoughts, and beliefs (cognitions) are inconsistent with one another, this realization brings with it an uncomfortable state of tension called cognitive dissonance '.E. R. Smith and D. M. Mackie, Social Psychology (Hove 2007) p

The Illuminatus! Trilogy - Cognitive dissonance 1 Those who experience cognitive dissonance become either very flexible and agnostic or very rigid and schizophrenic

Elliot Aronson - Cognitive dissonance 1 A theory of cognitive dissonance

Buyer's remorse - Cognitive dissonance 1 The phenomenon of buyer’s remorse has been generally associated with the psychological theory of cognitive dissonance, a state of psychological discomfort when at least two elements of cognition are in opposition, and which motivates the person to appease it by changing how they think about the situation

Buyer's remorse - Cognitive dissonance 1 Low rewards matched with these three conditions will most likely result in buyer’s remorse via cognitive dissonance

Buyer's remorse - Cognitive dissonance 1 In this extension of cognitive dissonance, the duality of satisfaction and intention are separate phenomena within buyer’s remorse.

Ben Franklin effect - Effect as an example of cognitive dissonance 1 This perception of Franklin has been cited as an example within cognitive dissonance theory, which says that people change their attitudes or behavior to resolve tensions, or dissonance, between their thoughts, attitudes, and actions

Self-justification - Cognitive dissonance: the engine that drives self-justification 1 The need to justify our actions and decisions, especially the ones inconsistent with our beliefs, comes from the unpleasant feeling called cognitive dissonance.Festinger, L. (1957). A theory of cognitive dissonance. Stanford, CA: Stanford University Press. Cognitive dissonance is a state of tension that occurs whenever a person holds two inconsistent cognitions. For example, smoking will shorten the life which I wish to live for as long as possible and yet I smoke three packs a day.

System justification - Cognitive dissonance theory 1 One of the most popular and well-known social psychological theories, cognitive dissonance|cognitive dissonance theory explains that people have a need to maintain cognitive consistency in order to retain a positive self-image. System justification theory builds off the cognitive dissonance framework, in that it posits people will justify a social system in order to retain a positive image of that social system, which in turn could actually cause more conflict and dissonance within some people.

Attitude change - Cognitive dissonance theory 1 Cooper Fazio's (1984) have also added that cognitive dissonance does not arise from any simple cognitive inconsistency, but rather results from freely chosen behavior that may bring about negative consequences.Cooper J, Fazio RH

Attitude change - Cognitive dissonance theory 1 Thus, attitude change is achieved when individuals experience feelings of uneasiness or guilt due to cognitive dissonance, and actively reduce the dissonance through changing their attitude, beliefs, or behavior relating in order to achieve consistency with the inconsistent cognitions.

Selective exposure theory - Cognitive dissonance theory 1 From a motivational account, the cognitive dissonance theory suggests that decision makers systematically prefer supporting information in order to reduce the aversive motivational state of dissonance

Selective exposure theory - Cognitive dissonance theory 1 2) When dissonance is present, in addition to trying to reduce it, the person will actively avoid situations and information which would likely increase the dissonance (Festinger, 1957).Festinger, L. (1957) A Theory of Cognitive Dissonance, p. 3

Selective exposure theory - Cognitive dissonance theory 1 Cognitive dissonance also occurs when people feel an attachment to and responsibility for a decision, position or behavior

Selective exposure theory - Cognitive dissonance theory 1 A Theory of Cognitive Dissonance p

Selective exposure theory - Cognitive dissonance theory 1 The reduction in cognitive dissonance following a decision can be achieved by selectively looking for decision-consonant information and avoiding contradictory information

Persuaded - Cognitive dissonance theory 1 For example, a person who is addicted to smoking cigarettes but also suspects it could be detrimental to his health suffers from cognitive dissonance.

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