Search results
Results from the WOW.Com Content Network
The phenomenon of buyer's remorse has been generally associated with the psychological theory of cognitive dissonance, a state of psychological discomfort when at least two elements of cognition are in opposition, and which motivates the person to appease it by changing how they think about the situation.
In The Theory of Cognitive Dissonance: A Current Perspective [96] (Aronson, Berkowitz, 1969), Elliot Aronson linked cognitive dissonance to the self-concept: That mental stress arises when the conflicts among cognitions threatens the person's positive self-image. This reinterpretation of the original Festinger and Carlsmith study, using the ...
The consumer is seen to maximize its utility. See consumer theory. Game theory can also be used in some circumstances. Psychological models – psychological and cognitive processes such as motivation and need recognition. They are qualitative rather than quantitative and build on sociological factors like cultural influences and family influences.
Cognitive dissonance happens when your values and beliefs are challenged by social pressure, learning new information, having to make a quick decision, or behaving in a way that doesn’t align ...
The theory of cognitive dissonance proposes that people have a motivational drive to reduce dissonance. Choice-supportive bias is potentially related to the aspect of cognitive dissonance explored by Jack Brehm (1956) as postdecisional dissonance. Within the context of cognitive dissonance, choice-supportive bias would be seen as reducing the ...
Cognitive dissonance, a theory originally developed by Festinger (1957), is the idea that people experience a sense of guilt or uneasiness when two linked cognitions are inconsistent, such as when there are two conflicting attitudes about a topic, or inconsistencies between one's attitude and behavior on a certain topic.
An explanation for the effect is provided by cognitive dissonance theory. If a person is already enjoying the prospect of an excellent deal and the future benefits of the item or idea, then backing out would create cognitive dissonance, which is prevented by playing down the negative effect of the "extra" costs.
Cognitive dissonance is powerful when it relates to competition and self-concept. The most famous example of how cognitive dissonance can be used for persuasion comes from Festinger and Carlsmith's 1959 experiment in which participants were asked to complete a very dull task for an hour.