Cognitive Dissonance Theory

Cognitive Dissonance Theory - Distort the Information...

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March 19, 2008 Cognitive Dissonance Theory Compliance Gaining Theories: 1. "Door-in-the-Face" - expecting rejection, but succeeding in the end 2. "Foot-in-the-Door" - ask for less this time, but more the next time Cognitive Dissonance Theory - persuade the brain, and the body will follow Cognitive Dissonance - a way of thinking that is inconsistent with one's beliefs and values - "uncomfortable thinking" Three Assumptions: 1. Cognitive Consistency 2. Cognitive Inconsistency -> Psychological Discomfort 3. Psychological Discomfort motivates people to reduce it Levels of Dissonance: - Importance - Level (Dissonance Ratio) - Rationale (the magnitude of dissonance one feels) Reducing Dissonance: - Justify It - Reduce Importance
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Unformatted text preview: - Distort the Information Avoiding Dissonance:- Selective Exposure (seeking consistent information not already present)- Selective Attention (looking only at consistent information once it's there)- Selective Interpretation (interpreting ambiguous information so it becomes consistent)- Selective Retention (remembering/learning consistent information) Theory of Reasoned Action We can predict people's behavior by their intentions Determining Intentions- In order to determine someone's intentions, we must know two things: 1. Attitudes 2. Subjective Norms Other factors that influence the attitude-behavior relationship: 1. Personal Experience 2. Ego Involvement...
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