LP 12C Cognitive Dissonance 1 Cognitive Dissonance Cognitive dissonance: An uncomfortable mental state due to a contradiction between two attitudes or between an attitude and behavior (page 521). Belief behavior Smoking is bad for you I smoke Once we are aware of these conflicts (whether conscious or not), we are motivated to reduce this tension.
LP 12C Cognitive Dissonance 2 Reducing Dissonance When behavior and attitudes are inconsistent, psychology tension arises. We are motivated to reduce this tension. Belief behavior Smoking is bad for you I smoke Generally, when we notice a discrepancy, we are motivated to reduce it by changing the behavior stop smoking changing your attitude smoking isn t that bad Changing your attitude through a distortion of reality tends to be easier than changing what you did (your behavior).
LP 12C Cognitive Dissonance 3 We can also reduce the dissonance by rationalizing or trivializing the discrepancy (page 530). Distorting reality, allows you to maintain your maintain your belief the research is biased. If the research is biased, then smoking may not be that bad for you. A distortion of reality allows you to maintain your maintain your belief and keeps you from changing your world view. A distortion would be a major deviation from a reasonable interpretation.
LP 12C Cognitive Dissonance 4 Cognitive dissonance Before: After: Belief Belief I have liberal beliefs (tends to be inconsistent with many Republican political platforms) Maybe the conservatives have a point = behavior behavior I joined the Young Republicans I joined the Young Republicans The inconsistency produces psychological tension The belief and behaviors are consistent and less psychological tension
LP 12C Cognitive Dissonance 5 Cognitive dissonance Cognitive dissonance affects our attitudes and behavior in several ways and explains the following:. Warning: this could be counter intuitive (1) Insufficient justifications (2) Postdecisional dissonance (3) Justifying efforts Insufficient justifications: When have little justifications for a behavior that is inconsistent with our attitude, we change the attitude. Postdecisional dissonance: After making a choice under uncertainty, we become more confident in our choice to reduce the anxiety of that choice. Justifying Efforts: When engaging in behavior that is very rigorous and demanding (in many examples, illegal) with few tangible benefits (which produces anxiety), we tend to like that behavior or group even more.
LP 12C Cognitive Dissonance 6 Insufficient justifications Insufficient justifications: When have little justifications for a behavior that is inconsistent with our attitude, we change the attitude. When people are paid very little ($1) for lying about a boring spool turning task, they are more likely to believe that the boring spool turning task was interesting than those who are paid a lot ($20) for lying about a boring spool turning task. Activity Attitude Behavior Justification Is there dissonance? Boring Lying is spool wrong turning task Boring spool turning task Lying is wrong Lie to someone that it is interesting Lie to someone that it is interesting Outcome $1 to lie Yes Changes attitude that the task wasn t that boring $20 to lie Yes, but I lied due to being paid a lot of money Changes attitude that the task wasn t that boring
LP 12C Cognitive Dissonance 7 Postdecisional Dissonance (1) Postdecisional dissonance: After making a choice under uncertainty, we become more confident in our choice to reduce the anxiety of that choice. In some cases we look for reasons to bolster our decision Consider the following problem: Imagine that you serve on the jury of an only-child sole-custody case following a relatively messy divorce. The facts of the case are complicated by ambiguous economic, social and emotional considerations, and you decide to base your decision entirely on the following few observations: Parent A Average Income Average health Average working hours Reasonable rapport with the child Relatively stable social life Parent B Above-average income Minor health problems Lots of work-related travel Very close relationship with the child Extremely active social life To which parent would you award sole custody of the child? 55% of the participants would award custody to parent B
LP 12C Cognitive Dissonance 8 However, when asked To which parent would you deny sole custody of the child? 64% of the participants would deny custody to parent B. When asked which parent should you award custody, people looked for reasons to justify awarding custody and focused on the positive attributes of Parent B. When asked which parent should you reject custody, people looked for reasons to justify rejected custody and focused on the negative attributes of Parent B.
LP 12C Cognitive Dissonance 9 Justifying Efforts Justifying Efforts: When engaging in behavior that is very rigorous and demanding (in many examples, illegal) with few tangible benefits (which produces anxiety), we tend to like that behavior or group even more. Examples: Many hazing rituals are humiliating, degrading and embarrassing. We come to like the groups or activity that is associated with these activities. Belief Behavior Dissonance? Dissonance reduction I m a smart and I did something I m Yes I did something reasonable person uncomfortable with uncomfortable, so what I did it for was worth it
LP 12C Cognitive Dissonance 10 Important: Cognitive dissonance theory says nothing about the truth or falsity of the distortions we use to reduce anxiety. Cognitive dissonance theory only that we feel compelled to reduce the anxiety.
LP 12C Cognitive Dissonance 11 Cognitive Dissonance In the book Influence: Science and Practice, by Robert Cialdini (1985) describes a good example of cognitive dissonance that helps students realize that cognitive dissonance influences their lives. The story is about a young woman who is involved in an unsatisfying relationship. Her boyfriend doesn t treat her well; he drinks too much, and he is unwilling to hold a steady job. Finally, she manages to break off the relationship with this man, and shortly thereafter, she meets a new fellow and falls deeply in love. This second relationship flourishes nicely and culminates in wedding plans; the date is set, the hall reserved, the invitations sent, and everything looks like it is turning up daisies for her until she receives a phone call from a repenting first boyfriend. At first the woman is unwilling to talk with him; after all, she is engaged to another man. But gradually her resolve weakens and she listens as he pleads for a second chance and promises her that he will change. To everyone s disappointment, she finally breaks off the engagement and goes back to her first boyfriend. At first, things go well for the woman, but as all of the students anticipate, it is not long before the boyfriend reverts back to drinking and treating her badly. What surprises students, however, is that the woman does not seem at all disappointed; indeed, she now seems happier, more committed, and more in love with him than ever before.
LP 12C Cognitive Dissonance 12 Cognitive Dissonance Cognitive dissonance may explain the woman s odd reaction. We base our beliefs and feelings on our behavior. Hence, in this case, the woman concluded she loved the man precisely because she had given up so much for him. 1. Identify some inconsistencies that create psychological tension (cognitive dissonance) I m in a bad relationship I went back to my bad relationship when I was in a good relation Unhealthy relationships are bad for you I m a smart and sensible person (people don t choose bad relationships) 2. What are some ways to resolve these inconsistencies? 3. What beliefs about the self might make cognitive dissonance more likely?
LP 12C Cognitive Dissonance 13 Reducing Dissonance We have many attitudes and behaviors that are inconsistent with each other. It is difficult to notice these inconsistencies when they occur far apart in time. We may not recognize these discrepancies until someone points them out, or we reflect upon our own behavior. However, we might not WANT to recognize these inconsistencies because it would produce psychological tension to acknowledge we have these inconsistencies. These inconsistencies can threaten our self-concept.
LP 12C Cognitive Dissonance 14 Examples of inconsistencies: We want a smaller government We want lower taxes We believe education is important We want government out of our lives We want safer working conditions with a livable wage We want presidential debates that cover issues and have substance We know alcohol is dangerous We want people to tell the truth We want people to tell the truth Eating healthy is important Sleep is important We want a democracy with deliberation of the issues We want the government to provide more services We want the government to provide more services We don t fund it We want the government to regulate businesses (eg. Firestone, EPA, OSHA), etc. We want cheaper food, clothes, etc and/or buy sweatshop labor products We don t watch them because they aren t exciting or entertaining Many people use/abuse alcohol We shun those who tell the truth (eg. Jeffrey Wygand) We lie We eat at McDonalds We get less sleep than we should We want things to happen fast
LP 12C Cognitive Dissonance 15 Talking on the cell phone when driving is dangerous We talk on the cell phone while driving
LP 12C Cognitive Dissonance 16 Homework on Cognitive Dissonance (a) Identify a belief and behavior that produces cognitive dissonance (b) Explain why this inconsistency would produce cognitive dissonance (c) Describe how one could reduce this dissonance by: Changing your behavior Changing your attitude (belief) Distorting reality (d) Explain why recognizing cognitive dissonance is important.