2.28.08 - 2/28/08 Cognitive Dissonance tension that arises...

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2/28/08 Cognitive Dissonance – tension that arises when one is aware of inconsistencies in cognitions and behavior (e.g. when cognitions don’t match behavior) - This tension (dissonance) motivates changing one’s attitudes such that they are in line with behavior o It’s hard to take back behavior - either change behavior because smoking is unhealthy, and quit – or smoking results are inconclusive, and continue to smoke When is Attitude Change likely? - then there is insufficient justification for the behavior o Behavior cannot be explained by external motivation - Festinger and Carlsmith (1959) o Pp’s turn knobs for an hour o Paid $1 or $20 to lie and tell next person that study is interesting o Control group – no lie told o Measured pp’s own attitude toward knob turning o RESULTS When told not to lie, pp’s admit how boring experiment is Paid $20 – Experiment is boring, but was changed a bit – could explain behavior in terms of external reward and not fact that it
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2.28.08 - 2/28/08 Cognitive Dissonance tension that arises...

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