What is cognitive dissonance in persuasion?
Cognitive dissonance is an aversive motivational state that occurs when an individual entertains two or more contradictory attitudes, values, beliefs, or behaviors simultaneously. For example, maybe you know you should be working on your speech, but you really want to go to a movie with a friend.
How do you persuade someone with cognitive dissonance?
You need to make cognitive dissonance work in your favour, not against you. Here’s the key: need to make people experience that dissonance by showing them where they are and where they want to go. In other words, you need to paint a picture of the problem they have and how you can solve it.
What is the relationship between cognitive dissonance and persuasion?
In the previous section we discussed that the motivation to reduce cognitive dissonance leads us to change our attitudes, behaviors, and/or cognitions to make them consonant. Persuasion is the process of changing our attitude toward something based on some kind of communication.
What are 7 signs of cognitive dissonance?
Sign#1: Squeamishness (Feeling Uncomfortable)
What are examples of cognitive dissonance?
Here’s a look at some common examples of cognitive dissonance and how you might come to terms with them.
- Picking up after your dog. Let’s say you have a dog that you take for daily walks around your neighborhood.
- Getting enough exercise.
- Moving for love.
- Being productive at work.
- Eating meat.
What are the weaknesses of cognitive dissonance theory?
Dissonance theory does not take into account such possible individual differences (actually, this limitation applies to all consistency theories). Another limitation common to all consistency theories is that Dissonance Theory does not consider the nature of the persuasive message.
What is an example of cognitive dissonance?
Cognitive dissonance causes feelings of unease and tension, and people attempt to relieve this discomfort in different ways. Examples include “explaining things away” or rejecting new information that conflicts with their existing beliefs.
What are three ways to reduce cognitive dissonance?
Dissonance can be reduced in one of three ways: a) changing existing beliefs, b) adding new beliefs, or c) reducing the importance of the beliefs.
What triggers cognitive dissonance?
The value of the beliefs: Beliefs that people hold in high regard tend to cause greater dissonance. The size of the disparity: A substantial disparity between conflicting and harmonious beliefs will result in more dissonance.
What are the effects of cognitive dissonance?
Cognitive dissonance can make people feel uneasy and uncomfortable, particularly if the disparity between their beliefs and behaviors involves something that is central to their sense of self. For example, behaving in ways that are not aligned with your personal values may result in intense feelings of discomfort.