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Social Psychology Chapter 6 Test Bank
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Social Psychology Chapter 6 Test Bank
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SocialPsychology
Chapter
6
cognitive
dissonance
-
ANSA
drive
or
feeling
of
discomfort
originally
defined
as
being
caused
by
holding
two
or
more
inconsistent
cognitions
and
subsequently
defined
as
being
caused
by
performing
an
action
that
is
discrepant
from
one's
customary,
typically
positive
self-conception.
impact
bias
-
ANSThe
tendency
to
overestimate
the
intensity
and
duration
of
our
emotional
reactions
to
future
or
negative
events.
post
decision
dissonance
-
ANSDissonance
aroused
after
making
a
decision,
typically
reduced
by
enhancing
the
attractiveness
of
the
chosen
alternative
and
devaluing
the
rejected
alternatives.
lowballing
-
ANSAn
unscrupulous
strategy
whereby
a
sales
person
induces
a
customer
to
agree
to
purchase
a
product
at
a
very
low
cost,
subsequently
claims
it
was
an
error,
and
then
raises
the
price;
frequently,
the
customer
will
agree
to
make
the
purchase
at
the
inflated
price.
justification
of
effort
-
ANSThe
tendency
for
individuals
to
increase
their
liking
for
something
they
worked
hard
to
attain.
external
justification
-
ANSA
reason
or
an
explanation
for
dissonant
personal
behavior
that
resides
outside
the
individual
(e.g.,
in
order
to
receive
a
large
reward
or
avoid
a
severe
punishment).
internal
justification
-
ANSThe
reduction
of
dissonance
by
changing
something
about
oneself
(e.g.,
one's
attitude
or
behavior).
counterattitudinal
advocacy
-
ANSStating
an
opinion
or
attitude
that
runs
counter
to
one's
private
belief
or
attitude.
hypocrisy
induction
-
ANSThe
arousal
of
dissonance
by
having
individuals
make
statements
that
run
counter
to
their
behaviors
and
then
reminding
them
of
the
inconsistency
between
what
they
advocated
and
their
behavior.
The
purpose
is
to
lead
individuals
to
more
responsible
behavior.
insufficient
punishment
-
ANSThe
dissonance
aroused
when
individuals
lack
sufficient
external
justification
for
having
resisted
a
desired
activity
or
object,
usually
resulting
in
individuals'
devaluing
the
forbidden
activity
or
object.
self-persuasion
-
ANSA
long-lasting
form
of
attitude
change
that
results
from
attempts
at
self-justification.
low
ball
-
ANSMarketing
technique
that
relies
on
post-decision
dissonance insufficient
justification
-
ANSDoing
something
counter-attitudinal
or
attitude-discrepant
with
little
pressure
effort
justification
-
ANSSource
of
dissonance
resulting
from
Going
through
an
unpleasant
procedure
to
attain
something
of
value
low
balling
-
ANSMarketing
technique
based
on
inducing
a
person
to
agree
upon
on
a
good
deal;
then,
after
they've
committed
to
the
deal,
an
"error"
is
found,
and
the
dealer
raises
the
price.
self
affirmation
-
ANSTheory
that
is
an
addition
to
dissonance
theory,
which
says
that
dissonance
is
brought
about
by
threats
to
your
self-concept,
self-worth,
and
that
people
cope
with
these
threats
by
reaffirming
other
aspects
of
themselves,
even
if
unrelated
to
the
threat.
Self
affirmation
-
ANSTerm
for
any
experience
that
has
the
effect
of
restoring
the
integrity
of
the
self.
focusing
on
an
important
personal
value
-
ANSTwo
examples
of
experiences
that
result
in
self
affirmation:
1)
__________
2)
receiving
positive
feedback
in
a
valued
domain.
receiving
positive
feedback
-
ANSTwo
examples
of
experiences
that
result
in
self
affirmation:
1)
focusing
on
an
important
personal
value
2)
__________
.
self
affirmation
-
ANSIf
people
experience
______
following
an
attitude-discrepant
behavior,
they
often
do
NOT
exhibit
the
typical
attitude
change
that
follows
from
cognitive
dissonance.
cognitive
dissonance
-
ANSAttitude
discrepant
behavior,
often
leads
to
_______
self
verification
-
ANSWhich
theory
says
that
people
have
a
need
to
seek
confirmation
of
their
self-concept,
even
if
it
is
negative.
self
verification
-
ANSWhich
theory
says
that
we
have
a
desire
to
have
others
see
us
as
we
truly
see
ourselves.
praise
-
ANSChoose
the
correct
option:
Self
verification
theory
says
that
if
you
believe
you
are
a
poor
student,
having
a
teacher
constantly
[praise/criticize]
you
might
lead
to
discomfort
and
embarrassment.
actual
self,
ideal
self,
ought
self
-
ANSWhat
are
the
three
"selves"
of
self-discrepancy
theory?
attitude,
morals
-
ANSHow
we
resolve
moral
dilemmas
will
often
change
our
______
toward
the
dilemma,
change
our
______
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