If the consumer decides that the product or service is not to their liking‚ it can create cognitive dissonance. Cognitive dissonance is a psychological concept related to self-doubt when making decisions. In marketing‚ it is often referred to as buyer ’s remorse‚ and relates to the uncertainty customers feel after making a tough purchasing decision (Kokmueller‚ n.d). When a purchase creates cognitive dissonance‚ consumers tend to react by seeking positive reinforcement for the purchase decision‚ avoiding
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involves the feelings and emotions about the attitude object. Behavioural which is how the attitude influences how we act or behave and Cognitive this involves the person’s belief and attitudes around the attitude object. There has been much research into attitudes‚ in an attempt to discover how people form attitudes and how they in turn impact upon behaviour. The cognitive approach focuses the internal mental processes used. It uses an analogy of the mind as a computer to
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Cognitions are thoughts. Dissonance means clashing. The influential thoughts of cognitive dissonance states that contradicting or clashing thoughts cause discomfort. That is‚ we have a need for consistency in our thought‚ perceptions‚ and images of ourselves (Cooper‚ Mirablie‚ & Scher‚ 2005; Festinger‚ 1957). Inconsistency‚ then‚ can motivate people to make their thoughts or attitudes agree with their actions (Oskampe & Schultz‚ 2005). The theory of cognitive dissonance in social psychology proposes
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Cognitive dissonance Cognitive dissonance is the term used in modern psychology to describe the state of people when holding two or more conflicting cognitions (e.g.‚ ideas‚ beliefs‚ values‚ emotional reactions) simultaneously. In a state of dissonance‚ people may sometimes feel surprise‚ dread‚ guilt‚ anger‚ or embarrassment.[1] The theory of cognitive dissonance in social psychology proposes that people have a motivational drive to reduce dissonance by altering existing cognitions‚ adding new
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1. Cognitive dissonance is a state where someone is being confronted by something that is against his beliefs (doing an action that he / she does not like‚ etc.)‚ and then he / she tries to balance the inconsistency that he experienced by changing his view on that inconsistency (to reduce the dissonance by justifying it). People want to be consistent in their attitudes and rationalizing irrational things that they did is what cognitive dissonance makes them do. For example‚ in Festinger’s experiments
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predict and explain behavior. ATTITUDES 3. Attitudes are evaluative statements concerning objects‚ people‚ or events. 4. When an employee says‚ “I make less money at this company than I could earn at another company‚” he or she is reflecting the cognitive component of an attitude. 5. The behavioral component of an attitude is made up of the beliefs‚ opinions‚ knowledge‚ or information held by a person. 6. The term attitude usually refers to the affective component. 7. The satisfaction-performance
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basketball). Balance theory: the theory that people try to maintain balance among their beliefs‚ cognitions‚ and sentiments. Cognitive dissonance theory: the theory that inconsistencies between a person’s thoughts‚ sentiments‚ and actions create an aversive emotional state (dissonance) that leads to efforts to restore consistency. Effort justification: the tendency to reduce dissonance by finding reasons for why we have devoted time‚ effort‚ or money to something that has turned out to be unpleasant or
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Tawney Knecht IB World Literature 27 October 2010 The Rationality of Murder The theory of cognitive dissonance is a prevalent driving force in human nature that people often fail to acknowledge. Cognitive dissonance suggests that when faced with conflict‚ people are capable of manipulating ideas in order to rationalize their actions. This concept is put to the ultimate test when the people from the unnamed town in Gabriel Garcia Marquez’s Chronicle of a Death Foretold and the boys from
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theory of cognitive dissonance posits that when an individual ’s cognitive elements are inconsistent with each other‚ a state of cognitive dissonance exists [15‚ 27]. Also‚ it is assumed that when such a condition is present an individual develops a need to restore equilibrium [15‚ 27]. Dissonance may be aroused from various sources: decision making‚ forced compliance‚ exposure to dissonant information‚ and disagreement with others [15]. When an individual is confronted with cognitive dissonance
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2 Components of Motivation At the end of this chapter‚ students should be able to: 1) Explain the biology components of motivation 2) Explain the learning components of motivation 3) Explain the cognitive components of motivation 4) Distinguish between the biological‚ learning‚ and cognitive components of motivation. BIOLOGICAL COMPONENT A) Origins of Human Brain Design • Based on the assumption that the human community today is the result of years of evolution‚ where we are
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