cognitive dissonance theory coma101 report sayago

8/8/2019 Cognitive Dissonance Theory Coma101 Report Sayago

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PRESENTAION ON COGNITIVEPRESENTAION ON COGNITIVE

DISSONANCE ANDDISSONANCE ANDPERSONALITY TRAITSPERSONALITY TRAITS

PRESENTED TO:PRESENTED TO:Prof. SoumenProf. SoumenMukherjeeMukherjee

PRESENTED BY:PRESENTED BY:

GROUPGROUP--44

(Roll No. BM(Roll No. BM--0927809278

to 09288)to 09288)


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Cognitive DissonanceCognitive Dissonance A state of internal tension that results from anA state of internal tension that results from an

inconsistency between any knowledge , belief,inconsistency between any knowledge , belief,opinion, attitude or feeling about theopinion, attitude or feeling about theenvironment, oneself of ones behavior. It isenvironment, oneself of ones behavior. It ispsychologically uncomfortable.psychologically uncomfortable.

CognitiveCognitive-- being reduced to factualbeing reduced to factualknowledge; act or process of knowingknowledge; act or process of knowingincluding both awareness and judgment.including both awareness and judgment.

DissonanceDissonance-- lack of agreement, inconsistencylack of agreement, inconsistencybetween ones actions and ones beliefbetween ones actions and ones belief


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Ways to ReduceWays to Reduce

Cognitive DissonanceCognitive Dissonance

AvoidanceAvoidance

DenialDenial

ChangeChange


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Example of the ProcessExample of the Process SFC Jones is unhappy that women areSFC Jones is unhappy that women are

now assigned to his unit because henow assigned to his unit because he

feels that females cannot handlefeels that females cannot handlestressful emergency situations. Thenstressful emergency situations. Thenduring a situation one female functionsduring a situation one female functionswell during an emergency.well during an emergency.

SFC Jones experiences cognitiveSFC Jones experiences cognitivedissonance.dissonance.


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Example of the ProcessExample of the ProcessAvoidanceAvoidance-- SFC Jones delegatesSFC Jones delegates

responsibilities so he doesnt have toresponsibilities so he doesnt have tocome in contact with females, or askscome in contact with females, or asksfor a transfer.for a transfer.

DenialDenial-- SFC Jones passes this off as anSFC Jones passes this off as an

exception to the ruleexception to the rule

ChangeChange-- SFC Jones thought femalesSFC Jones thought femalescould not perform under stress, but hecould not perform under stress, but hewas wrong.was wrong.


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BETARI Box Model

MY ATTITUDE

AFFECTS

MY BEHAVIOR

AFFECTS

YOUR ATTITUDE

AFFECTS

YOUR BEHAVIOR

AFFECTS


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COGNITIVE DISSONANCECOGNITIVE DISSONANCE

THEORYTHEORYOf Leon FestingerOf Leon Festinger


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ItIt isis thethe distressingdistressing mentalmental statestate thatthat peoplepeople feelfeel whenwhen theythey findfindthemselvesthemselves doingdoing thingsthings thatthat dontdont fitfit withwith whatwhat theythey know,know, oror

havinghaving opinionsopinions thatthat dodo notnot fitfit withwith otherother opinionsopinions theythey holdhold..

ItIt isis anan aversiveaversive drivedrive thatthat goadsgoads usus toto bebe consistentconsistent..

TheThe tensiontension ofof dissonancedissonance motivatesmotivates usus toto changechange eithereither ourourbehaviorbehavior oror ourour beliefbelief inin anan efforteffort toto avoidavoid thatthat distressingdistressing feelingfeeling..

TheThe moremore importantimportant thethe issueissue isis toto usus andand thethe greatergreater thethe

discrepancydiscrepancy isis betweenbetween ourour behaviorbehavior andand ourour belief,belief, thethe higherhigher isis thethemagnitudemagnitude ofof dissonancedissonance wewe willwill feelfeel..

TheThe focusfocus ofof FestingersFestingers theorytheory isis onon thethe attitudeattitude changechange thatthat occursoccursafterafter dissonancedissonance..


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HYPOTHESIS 1: SELECTIVE EXPOSURE PREVENTSHYPOTHESIS 1: SELECTIVE EXPOSURE PREVENTSDISSONANCEDISSONANCE

We usually choose to be with people who are like us.We usually choose to be with people who are like us.

stick with our own kind stick with our own kind

LikeLike--minded people buffer us from ideas that could cause discomforts.minded people buffer us from ideas that could cause discomforts.

the process of making friends is a way to guarantee that well receive positivethe process of making friends is a way to guarantee that well receive positivefeedback.feedback.

Selective exposure works only when we anticipate hearing ideas that run counterSelective exposure works only when we anticipate hearing ideas that run counterto our beliefs. Our mental guard is down when our purpose of being with others isto our beliefs. Our mental guard is down when our purpose of being with others isenjoyment or pleasure.enjoyment or pleasure.

THREE HYPTHESES: WAYS TO REDUCE DISSONANCEBETWEEN ATTITUDES AND ACTIONS


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HYPOTHESIS 2: POSTDECISION DISSONANCE CREATESHYPOTHESIS 2: POSTDECISION DISSONANCE CREATESA NEED FOR REASSURANCEA NEED FOR REASSURANCE

Three conditions:Three conditions:1. the more important the issue1. the more important the issue

2. the longer an individual delays in choosing between two equally attractive2. the longer an individual delays in choosing between two equally attractiveopinionsopinions

3. the greater the difficulty involved in reversing the decision once its been3. the greater the difficulty involved in reversing the decision once its been

made.made.

To the extent that these conditions are present, the more the person will agonizeTo the extent that these conditions are present, the more the person will agonizeover whether he or she made the right decisionover whether he or she made the right decision

Second thoughts that plague us after a tough decision motivate us to seekSecond thoughts that plague us after a tough decision motivate us to seekreassuring information and social support for our decision.reassuring information and social support for our decision.


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HYPOTHESIS 3: MINIMAL JUSTIFICATION FOR ACTIONHYPOTHESIS 3: MINIMAL JUSTIFICATION FOR ACTIONINDUCES A SHIFT IN ATTITUDEINDUCES A SHIFT IN ATTITUDE

Behavior Attitude instead of Attitude Behavior Behavior Attitude instead of Attitude Behavior

Feeling of group accountability or pressure for conformityFeeling of group accountability or pressure for conformity


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THREE STATETHREE STATE--OFOF--THETHE--ART REVISIONS: THE CAUSE ANDART REVISIONS: THE CAUSE ANDEFFECT OF DISSONANCEEFFECT OF DISSONANCE

1. SELF1. SELF--CONSISTENCY : THE RATIONALIZING ANIMALCONSISTENCY : THE RATIONALIZING ANIMAL

Elliot AronsonElliot Aronson social psychologistsocial psychologist

if dissonance exists, it is because the individuals behavior is consistent with if dissonance exists, it is because the individuals behavior is consistent withhis selfhis self--concept.concept.

The higher their selfThe higher their self--esteem, the more dissonance they would feel.esteem, the more dissonance they would feel.

The amount of dissonance a person can experience is directly proportional to theThe amount of dissonance a person can experience is directly proportional to theeffort he or she has invested in the behavior.effort he or she has invested in the behavior.

Attitudes follow behavior when the investment of effort is high.Attitudes follow behavior when the investment of effort is high.


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2. PERSONAL RESPONSIBILTY FOR BAD OUTCOMES2. PERSONAL RESPONSIBILTY FOR BAD OUTCOMES

psychologist Joel Cooper psychologist Joel Cooper

Its the knowledge that ones actions have unnecessarily hurt another person thatIts the knowledge that ones actions have unnecessarily hurt another person thatgenerates dissonance.generates dissonance.

Dissonance is a state of arousal caused by behaving in such a way as to feelDissonance is a state of arousal caused by behaving in such a way as to feel

personally responsible for bringing about an aversive event.personally responsible for bringing about an aversive event.

Note that the acceptance of personal responsibility requires that the person knowNote that the acceptance of personal responsibility requires that the person knowahead of time that his or her action will have negative consequencesahead of time that his or her action will have negative consequences

When dissonance is aroused, it can have a powerful effectWhen dissonance is aroused, it can have a powerful effect


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2. SELF2. SELF--AFFIRMATION TO DISSIPATE DISSONANCEAFFIRMATION TO DISSIPATE DISSONANCE

Psychologist Claude SteelePsychologist Claude Steele

Steele doesnt assume that dissonance always drives people to justifySteele doesnt assume that dissonance always drives people to justifytheir actions by changing their attitudes.their actions by changing their attitudes.

High self esteem is a resource for dissonance reductionHigh self esteem is a resource for dissonance reduction


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PERSUASION THROUGH DISSONANCEPERSUASION THROUGH DISSONANCE

A massive rewardA massive reward--punishment strategy may gain behavioralpunishment strategy may gain behavioralcompliance, but the hard sell seldom wins the heart or mind of the personcompliance, but the hard sell seldom wins the heart or mind of the personwho is bribed or pressured.who is bribed or pressured.

To be an effective agent of change, you should offer just enoughTo be an effective agent of change, you should offer just enoughencouragement (minimal justification)encouragement (minimal justification)


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The Fox and The GrapesThe Fox and The Grapes by AESOPby AESOP

The fox decides thatThe fox decides that

the grapes he is unablethe grapes he is unable

to reach are probably notto reach are probably not

ripe enough to eatripe enough to eatanywayanywayillustrates anillustrates an

example of cognitiveexample of cognitive

dissonance.dissonance.

Desiring something,Desiring something,

then criticizing itthen criticizing itbecause it provesbecause it proves

unattainable, results intounattainable, results into

cognitive dissonance.cognitive dissonance.


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PERSONALITY TRAITSPERSONALITY TRAITS


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MEANING OF PERSONALITY

Personality Traits:

Personality can be defined as:

The sum total of ways in which an individual

interacts with people and reacts to situations.

The traits exhibited by a person during these

interactions.


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This refers to the extent to which a person is

comfortable with other people.

People who have a high degree of extraversion are

sociable, talkative and friendly.

Five important traits:

1. Extraversion


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2.Agreeableness

This refers to the extent to which a person

subjugates his interests for the sake of the group.

People who are very agreeable give importance to

maintaining harmony and do not insist that others

agree with what they say or follow their

suggestions.


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3.Conscientiousness

This trait refers to the extent to which a person is

responsible and achievement oriented.

They are responsible, dependable, persistent and

highly achievement-oriented.


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4. Emotional stability

This trait determines an individuals ability to

withstand stress. Individuals who have positive emotional stability

feel emotionally secure and tend to be calm.

People who have negative stability are emotionally

insecure and experience feelings of anxiety,nervousness and depression.


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5.Openness to experience

This personality traits refers to an individuals range

of interests and indicates how innovative or how rigid

he is in his beliefs. An individual with a high level of openness tends to

be creative and has a wide range of interests.

Individuals who have a low level of openness, in

contrast, have a narrow range of interests, rigidmindsets and tend to be less curious and less willing

to accept new ideas.

cognitive dissonance theory coma101 report sayago

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