Start studying social psychology cognitive dissonance. This paper examines the origins of the theory and the controversies it engendered. Jul 01, 2015 featuring a clip from the popular television show, big bang theory, these students help us understand the nuts and bolts of cognitive dissonance theory. Cognitive dissonance is aroused by inconsistent beliefs and behaviors. A theory of cognitive dissonance 1957 pdf cooper cognitive dissonance. For example, maybe you know you should be working on your speech, but you really want to go to a movie. Cognitive dissonance is a theory of psychology that translates into thought conflict. In other words, you need to paint a picture of the problem they have and how you can solve it. It works for cognitive dissonance works well for westerners because thats a critical part of how we see ourselves but doesnt apply well to other cultures. Hence, in smokers case, knowing cigarettes will cause harm on their health yet they are smoking, will induce the psychological discomfort. Cognitive dissonance in ads, pr, and more everyday health.
You will need to make people experience that dissonance by showing them where they are and where they want to go. Public speaking, persuasion through cognitive dissonance. These cognitions are simple knowledge bits that can pertain to a wide variety of thoughts that range from values, thoughts and emotions. Festingers 1957 cognitive dissonance theory suggests that we have an inner drive to hold all.
Abstract cognitive dissonance occurs when ones belief is contradicting with the behavior, according to festingers cognitive dissonance theory. Most of them can generally be arranged into four groups. What is cognitive dissonance, know its theory and examples. Argumentation and persuasion in the cognitive coherence theory philippe pasquiera. Sage reference a cognitive dissonance theory perspective.
In persuasion, it considers the cognitive and affective mechanisms underlying attitude change, especially dualmode processing models, recipi. If beliefs are moved, then the dissonance appears during decisionmaking, forcing us to take actions we would not have taken before. Cognitive dissonance theory has been known to play out in several ways. Keechs followers actively enlisted new believers to obtain social support and thereby add consonant. Cognitive dissonance occurs when you are presented with information that is inconsistent with your attitudes, values or beliefs. Persuasion can attempt to influence a persons beliefs, attitudes, intentions, motivations, or behaviors. Festinger argues that there are three possible relationships among cognitions thoughts, ideas. How cognitive dissonance helps with your persuasion skills.
In his 1972 social psychology textbook, the social animal, he stated aronsons first law. Cognitive dissonance theory, courtesy of big bang youtube. Public relations experts also use cognitive dissonance theory as they try to sway the way people think or behave, usually by presenting information to. One source of dissociations is the variety of motivations that can underlie attitudes. Professors can adapt the order of chapters to meet the needs of their course structure. Cognitive dissonance is defined as a state of mind where our belief does not match with our behaviour.
In 1957, leon festinger proposed another theory for understanding how persuasion functions. When an individual holds two or more elements of knowledge that are relevant to each other. Persuasion and cognitive dissonance outline example. A theory of cognitive dissonance stanford university press. Its not that any 2 conflicting cognitions cause dissonance. A cognitive dissonance theory perspective on persuasion. Social judgment theory consider your personal and professional network. Cognitive dissonance is an aversive motivational state that occurs when an individual entertains two or more contradictory attitudes, values, beliefs, or behaviors simultaneously. Argumentation and persuasion in the cognitive coherence. The underlying theory was developed by l festinger in a theory of cognitive.
According to bem, participants in the festinger and carlsmith study could have been cool as cucumbers and still given the. According to festinger, cognitive dissonance occurs when peoples thoughts and feelings are inconsistent with their behavior, which results in an uncomfortable, disharmonious feeling. It suggests that inconsistencies among cognitions i. Psychologist leon festinger first described the theory of cognitive dissonance in 1957. Cooper, 1992, dissonance is aroused when a discrepant behavior represents a violation of.
This is one of the most researched persuasion theories. The theory of cognitive dissonance and its major experimental paradigms are described in this article. To reduce cognitive dissonance, individuals can change their behavior, as in quitting smoking, or change their belief, such as discounting the evidence that smoking. Cognitive dissonance was first introduced through social psychology, but still plays a fundamental role in public relations. Ancient greek fabulist aesop used a great example of cognitive dissonance in his fabel the fox and the grapes. Attitude change 549 research areas is that peoples responses to a particular attitude object can re. Persuasion and social influence psychological sciences. Cognitive dissonance theory has had a more illustrious career than its politicalscience and sociological equivalents.
We cant change the displayed behavior anymore, but we can change our beliefs and cognitions. According to cognitive dissonance theory, there is a tendency for individuals to seek consistency among their cognitions i. Cognitive dissonance 1 theory paper cognitive dissonance. The magnitude of dissonance between one cognitive element and the remainder of the persons cognitions depends on the number and importance of cognitions that are consonant and dissonant with the one in question. When there is an inconsistency between attitudes or behaviors dissonance, something must change to eliminate the dissonance. It can thus be concluded that the theory of cognitive dissonance is a nomothetic theory one that seeks universal and general laws. The cognitive dissonance theory and its function in public. Research and conceptual development on the theory of cognitive dissonance continues in full force more than 40 years after the theorys conception. Indeed, the concept of cognitive dissonance has entered popular speech, even political campaigns. Apply the concepts of selective exposure, postdecision dissonance, and minimal justification to manage dissonance effectively. Festinger took osgoods theory and concluded that the receiver s.
Integrating theory, research, and practice provides persuasion skills students seek integrated with persuasion theories instructors want to teach the two approaches that have often been at odds with one another persuasion. The psychological fields generated the concept and theory of cognitive dissonance e. Because cognitive dissonance is a relatively new theory, there are some that are skeptical of the idea. In short, to reduce the discomfort of the dissonance, each boy must either. When we do something that is not in line with our beliefs, we change our beliefs. In terms of psychology, its a mental discomfort associated with psychological stress experienced by a person, where the person holds on to more than one contradictory ideas, attitudes, or beliefs. Author jeffrey posted on 20180509 20180509 categories opinion tags brainwaves, cognitive dissonance, cognitive load, communication, confirmation bias, empathy, meditation, mind reading, random, reality, story, zenbuddhism 1 comment on mind reading isnt real. Cognitive dissonance has been one of the most enduring and successful theories in the history of social psychology. Cognitive coherence theory 18,19,16 has been put forward as a way to model the cognitive aspects of agent communication pragmatics section 2. Cognitive dissonance theory is an aversive motivational state that occurs when an individual entertains two or more contradictory attitudes, values, beliefs, or behaviors simultaneously. Dissonance free download as powerpoint presentation.
Cognitive dissonance was first investigated by leon festinger, arising out of a participant observation study of a cult which believed that the earth was going to be destroyed by a flood, and what happened to its members particularly the really committed ones who had given up their homes and jobs to work for the cult when the flood did not. Another argument that may support the use of the environmental frame for animal advocacy is related with behavioral and attitudinal change. Cognitive dissonance theory states that people are motivated to reduce. This is known as the principle of cognitive consistency. Cognitive dissonance theory is applicable in all situations which involves formation and. Attribution theory, cognitive dissonance theory, and. I then examine the evolution of dissonance as it emerged from a theory focused solely on.
But even before festinger was the greek fabulist aesop. Cognitive dissonance, the selfperception theory, and persuasion. According to harmonjones, cognitive inconsistency of sufficient magnitude will evoke an aversive emotional state dissonance that drives cognitive work aimed at reducing the cognitive inconsistency 2220, p. It is essentially attributional in nature, whereas cognitive dissonance theory explains findings in terms of a natural tendency to reduce inner conflict, tension, dissonance. According to dissonance theory, selfesteem is threatened by inconsistency. Cognitive learning, cognitive response to persuasion, and.
Social psychology cognitive dissonance flashcards quizlet. Attitudes and persuasion introduction to psychology. Explaining theories of persuasion sage publications. And we have a strong motivational drive to reduce this dissonance. Strengths and weaknesses of the dissonance theory glossary references selftest. It has implications for persuasion as well as the specific form of persuasion called induced compliance. Motives in persuasion also have been investigated in research on attitude functions and cognitive dissonance theory. The mental clash or tension resulting from the processes of acquiring knowledge or understanding through the senses is called cognitive dissonance. Dissonance theory an overview sciencedirect topics. Cognitive dissonance is a powerful argument structure to use in persuading an audience. Keywords tpb, elm, hsm, cognitive dissonance theory.
An introduction to cognitive dissonance theory 5 the reason it has been so generative is that the theory was stated in very general, highly abstract terms. So, weve now covered the basics of cognitive dissonance theory and selfperception theory, which sets you up for the most interesting part. A third theory of cognitive dissonance suggests that the self and selfesteem concerns are irrelevant to dissonance arousal and reduction. Cognitive dissonance refers to a situation involving conflicting attitudes, beliefs or behaviors. Believing cigarettes are bad for your health, but smoking cigarettes anyway, can cause cognitive dissonance. Keech, that the earth was going to be destroyed on december 21 and that only those people who were part of the cult would be rescued by aliens and saved from earths demise. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Research and conceptual development on the theory of cognitive dissonance continues in full force more than 40 years after the theory s conception. Cognitive dissonance is a psychology term youve almost certainly heard before, but its not new. Start studying persuasion and cognitive dissonance. Cognitive dissonance theory another form of consistency theory is cognitive dissonance theory, developed by leon festinger 1957.
You need to make cognitive dissonance work in your favour, not against you. Leon festinger was the first psychologist to study cognitive dissonance around the 1950s, and his works, such as books and experiments, helped to shed light on the ways in which humans act to decrease cognitive dissonance. Whittaker is professor of psychology at north dakota state uni versity, fargo. In business, persuasion is a process aimed at changing a persons or a groups attitude or behaviour toward some. Finally, the authors present results from experiments examining predictions derived from the actionbased model and neural processes involved in dissonance reduction. First, persuasion involves a goal and the intent to achieve that goal on the part of the message sender. The most famous example of how cognitive dissonance can be used for persuasion comes from festinger and carlsmiths 1959 experiment in which participants were asked to complete a very dull task for an hour. The theory of cognitive dissonance festinger, 1957. Understanding cognitive dissonance in smoking behaviour. Start studying cognitive dissonance and persuasion.
An example of this approach is cognitive dissonance theory festinger 1957. For example, maybe you know you should be working on your speech, but you really want to go to a movie with a friend. This approach is based on the hypotheticodeductive method, which involves the following processes. The theory of cognitive dissonance is a psychological model put for by leon festinger as an alterative to the behaviourist theory. Palacios rubios intro to colonial latam attribution theory, cognitive dissonance theory, and persuasion examples ap psychology dna damage and repair quiz cancer quiz amino acids quiz conformity, foot in the door, door in the face, and obedience examples ap. Festinger developed the theory to explain how members of a cult, the seekers, were persuaded by their leader, mrs. The theory of cognitive dissonance was molded by leon festinger at the beginning of the 1950s. Cognitive learning, cognitive response to persuasion, and attitude change1 anthony g. Festingers 1957 cognitive dissonance theory suggests that we have an inner drive to hold all our attitudes and behavior in harmony and avoid disharmony or dissonance. Festinger took osgoods theory and concluded that the receiver s view of the source is just one more kind of cognition. Persuasive communication is a unique compilation with a threepart focus. Cognitive dissonance communication oxford bibliographies. In fact, its been around since the 1950s, when a man named leon festinger theorized that people try to achieve a sort of internal consistency.
Cognitive dissonance and persuasion flashcards quizlet. When theres a mismatch between our beliefs and behavior we experience what leon festinger calls a cognitive dissonance. This paper discusses the aspects of the cognitive dissonance theory. It is likely easy for you to come up with at least one example of a person with whom you. Apr 04, 2018 the theory of cognitive dissonance is a psychological model put for by leon festinger as an alterative to the behaviourist theory. Cognitive dissonance theory an overview sciencedirect. Cognitive dissonance is a theory in social psychology. Cognitive dissonance is powerful when it relates to competition and selfconcept. Students can study current theory and research in persuasion while sharpening their research, writing, and speaking skills. Browse recent introduction to macroeconomics analysis of the laughter of dr. Pdf the article outlines a series of persuasion theories in social psychology. This produces a feeling of mental discomfort leading to an alteration in one of the attitudes, beliefs or behaviors to reduce the discomfort and restore balance.
This wellcited article showcases some of the unexpected findings predicted by cognitive dissonance. Persuasion and cognitive dissonance flashcards quizlet. Theories of persuasion proposed, and there is much controversy re garding the processes by which the cognitive and behavioral changes. Elliot aronson born january 9, 1932 is an american psychologist who has carried out experiments on the theory of cognitive dissonance, and invented the jigsaw classroom, a cooperative teaching technique which facilitates learning while reducing interethnic hostility and prejudice. The number of variations within this approach to selfevaluation regulation is also substantial.
Greenwald department of psychology ohio state university columbus, ohio it is a common assumption that the effectiveness of a persuasive communication is, at least in part, a function of the extent to which. As a consequence, it can be applied to a wide variety of psychological topics involving the interplay of cognition, motivation, and emotion. Major cognitive dissonance phenomena let us now turn to a brief discussion of major cognitive dissonance phenomena. Cognitive dissonance is strongly related to selfconsistency and is sometimes referred to as adaptive preference formation. An introduction to cognitive dissonance theory 7 in the first experiment designed to test these theoretical ideas, aronson and mills 1959 had women undergo a severe or mild initiation to become. Based on the theory of cognitive dissonance, festinger and carlsmith find that attitude change is greater when people are asked to say something against their beliefs for a small incentive compared to a large incentive. The core of our theoretical model is the unication of the dissonance theory from festinger 11 and the coherence theory from thagard 27. A cognitive dissonance approach harvard university. Third, the message recipient must have free will i. Identified by leon festinger, cognitive dissonance is the distressing mental state that people feel when they find themselves doing things that dont fit with what they know, or having opinions that do not fit with other opinions they hold. Theory of cognitive dissonance lecturer theory of cognitive dissonance introduction cognitive dissonance is a theory that has greatly changed the way in which psychologists analyze behavior as well as decision making. Cognitive dissonance appears in virtually all evaluations and decisions and is the central mechanism by which we experience new differences in the world. Cognitive dissonance and persuasion online behavior. It refers to the mental conflict that occurs when a persons behaviors and beliefs do not align.
Cognitive dissonance theory an overview sciencedirect topics. In simple the clash of mind when we have to choose from the choices is can be called cognitive dissonance. Cognitivedissonancetheory after50yearsofdevelopment. Festinger presented dissonance theory during the heyday of cognitive consistency theories,and he discussed dissonance as a cognitive consistency theory. Cognitive coherence theory 18,19,16 has been put forward as a way to model the. Argumentation and persuasion in the cognitive coherence theory. The group members sought to persuade others of their beliefs, which would add cognitions consonant with those beliefs. This causes an uncomfortable emotional feeling as you consider or hold two contradictory ideas. Festingers theory offers practical advice for those who wish to affect attitude change as a product of dissonance. Cognitive dissonance explains why people change their attitudes or behaviors when they are introduced to new and contradicting information.