chapter 5 Flashcards
(15 cards)
self perception
when we use our own behavior as a guide to knowing thoughts and feelings
aronson+ carlsmith 1963
children who were threatened with more severe punishment if they played with toys had a higher opinion of the toys
overjustification
people may enjoy a bahavior less if they believe they did it for external factors
lepper
manipulated external justification for children playing with markers. children who expected a reward for playing with markers used them less (overjustification)
how do we reduce cognitive dissonence
decreasing dissonent thoughts and behaviors, increasing constanant thoughts and behaviors
festinger+ consmith
people who lied for $1 felt more dissonence than those who lied for $20 and they changed their beliefs to feel better about lying
Aronson+ Mills
tested female college students who had to fo through embarrassing procedure in order to join a discussion group liked the discussion group better because they felt like they had to justify what they just went though by enjoying the group
post decisional dissonance
the feeling of regret that may occur after we make an important decision
Brenm 1956
participants rated the item they chose higher when asked a second time to justify choosing it
foot in the door
ask target to accept a minor request then a larger request
computer discussion group
agreeing to complete a shorter survey makes an individual more likely to complete a longer survey
lowball
offering an unreasonably low price to reduce the liklihood of backing out
Geugen
asked people to watch a dog and then after they said yes specifies for 30 mins and most people felt too uncomfortable to rescend their agreement
bait and switch
advertize product at a low price but claim it is sold out when customer arrives to buy the product
person perception
used to interpret behaviors, our assumption is that behavior is caused by personality but it is often caused by the situation
