Deck 13: Cognitive Dissonance Theory

Question 1

Which of the following is not an example of when a person may feel dissonance?

A) When making a decision that rules out a desirable alternative
B) When holding two clearly incongruent thoughts
C) When expending effort to participate in what turns out to be a less than ideal activity
D) When finding sufficient psychological justification for an attitude or behavior he or she adopts.

Answer 1

D

Question 2

Which of the following is not one of the four major perspectives on cognitive dissonance?

A) Unpleasant Consequences + Responsibility = Dissonance
B) Dissonance occurs when you are concerned that you look bad in front of others
C) Dissonance involves a threat to self-esteem
D) All of the above are major perspectives on cognitive dissonance

Answer 2

D

Question 3

Which of the following is an effective tactic for persuaders to use dissonance theory to change attitudes?

A) Have individuals make private commitments
B) Recognize and avoid confronting people with their own hypocrisy
C) Encourage people to publicly advocate a position with which they disagree
D) All of the above

Answer 3

C

Question 4

One of the ways that cultural differences can affect how dissonance is processed is that individuals from Western societies more commonly have a

A) greater need to reduce dissonance when a decision involves others
B) Greater need to reduce dissonance when a decision involves themselves
C) greater need to rationalize dissonance when the decision involves others
D) greater need to rationalize dissonance when the decision involves themselves

Question 5

We have discussed cognitive dissonance as an especially powerful force when it comes to persuasion that ends up being relevant in a number of different contexts and approaches to persuasion. Write an essay in which you define cognitive dissonance and describe its role in many of the specific persuasive principles and techniques we have examined this semester so far.

Question 6

Consider the Festinger and Carlsmith (1959) induced compliance study. Discuss why the $1 condition created more dissonance than the $20 condition. Do you think no money would have been even more likely to create a situation of induced compliance? Why or why not?

Question 7

Why is the power of self-persuasion important in relation to dissonance theory? How can persuaders capitalize on self-persuasion?

Question 8

The text provides suggestions for persuaders on how to use dissonance theory to change attitudes. Several of these suggestions involve a public statement or a confrontation, both of which are present in most reality television shows. When have you seen examples of dissonance theory at work in reality television? How does the power of self-persuasion play a role?