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cognitive dissonance
(redirected from Dissonance theory)

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cognitive dissonance

State of psychological tension occurring when a choice has to be made between two equally attractive or equally unpleasant alternatives. The dissonance is greater the closer the alternatives are in attractiveness or unpleasantness.

Dissonance usually remains after the decision has been made and this motivates efforts to achieve a state of equilibrium, or consonance. The concept, first described by US psychologist Leon Festinger (1919- ), has been one of the most influential in social psychology and has led to much experimental research. Studies have focused on conditions that enhance or minimize dissonance and on how it can be resolved; for example, changes in the cognition or awareness of the decision situation, changes in attitude following compliance to a request to perform (typically, a role-playing task not normally voluntarily undertaken), and the effect of incentives on attitude changes following such tasks.



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? Mentioned in ? References in periodicals archive
 
Aronson, Elliot (1992), "The Return of the Repressed: Dissonance Theory Makes a Comeback," Psychological Inquiry, Vol.
A new forensic picture polygraph technique for terrorist and crime ... by Gold, Karen L. / Journal of Instructional Psychology
However, a review by Cummings and Venkatesan (1976) marked a reduction of interest in cognitive dissonance in marketing, despite their conclusion that 'the evidence in favour of dissonance theory in the consumer behaviour literature looks good' (p.
Are there cognitive dissonance segments? by Sweeney, Jillian C. / Australian Journal of Management
The application of cognitive dissonance theory suggests that participants who receive a monetary incentive in combination with a survey may experience dissonance if they do not complete the survey or at least give it serious consideration (Furse & Stewart).
Improving mail survey response rates through the use of a monetary ... by Wheelright, Lori A. / Journal of Mental Health Counseling
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