Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
10 Cards in this Set
- Front
- Back
Cognitive Dissonance
|
Feeling of discomfort caused by performing an action that is discrepant from one's customary, typically positive self-conception.
|
|
Postdecision Dissonance
|
Dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluating the rejected alternatives.
|
|
Lowballing
|
An unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a low cost, and claims in was an error, then raises the price.
|
|
Justification of Effort
|
The tendency for individuals to increase their liking for something they have worked hard to attain.
|
|
External Justification
|
A reason or an explanation for dissonant personal behavior that resides outside the individual (e.g. in order to receive a large reward or to avoid a severe punishment).
|
|
Internal Justification
|
The reduction of dissonance by changing something about oneself (e.g. one’s attitude or behavior).
|
|
Counterattitudinal Advocacy
|
Stating an opinion or attitude that runs counter to one’s private belief or attitude.
|
|
Insufficient punishment
|
The dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity or object, usually resulting in individual’s devaluing the forbidden activity or object.
|
|
Self-persuasion
|
A long lasting form of attitude change that results from attempts at self-justification.
|
|
Self-discrepancy Theory
|
The idea that people become distressed when their sense of their actual self differs from their ideal self.
|