changingminds.org

How we change what others think, feel, believe and do

 

Disciplines

 

Techniques

 

Principles

 

Explanations

 

Theories

 

 

Home

 

Blog!

 

Quotes

 

Guest articles

 

Analysis

 

Books

 

Help us

 

Links

 

 

Please help
and share:

 

Post-Decision Dissonance

 

Explanations > Theories > Post-Decision Dissonance

Description | Research | Example | So What? | See also | References 

 

Description

After we have made a decision, we will feel dissonance regarding the possibility of it being wrong. We will often change our perceptions to reduce this dissonance and make the decision seem more attractive.

This is the basis of the foot-in-the-door technique where people who are asked to make a small commitment (such as signing a petition) will later change their views to align with the action and consequently be more amenable to a more significant request. It is also the basis of brainwashing.

Research

Brehm (1956) asked shoppers to rate the attractiveness of household appliances. They were then allowed to choose, as a gift, between two appliances they had rated equally attractive. Twenty minutes later, they were asked to re-evaluate the appliances. Guess what? They now rated their gift somewhat more highly.

Knox and Inkster (1968) found that after placing a $2 bet, race-goers increased their estimation as to the likelihood of their horse winning the race.

Example

How often have you bought something then worried about whether you have got a bargain or otherwise. Seeing the item for more money in another shop is always comforting (and the reverse, of course, is also true).

So what?

Using it

When you want people to do something of which they do not approve, start small. Get them to do something similar in a very small way, downplaying it. Then let them know of what they have really done.

Defending

Beware of people asking you for small favors in areas where you do not particularly agree. Stick to your principles, no matter how small the request.

See also

Cognitive Dissonance, Confirmation Bias

References

Brehm (1956), Knox and Inkster (1968)

|awa|sp|

More Kindle books:

And the big
paperback book


Add/share/save:


 

 


Save the rain


 

 


SalesProCentral

 

Contact Caveat About Students Webmasters Awards Guestbook Feedback Sitemap Changes

 

 

Quick links

Disciplines

* Argument

Brand management

* Change Management

Coaching
+
Communication

Counseling

Game Design

+ Human Resources

+ Job-finding

* Leadership

Marketing

Politics

+ Propaganda

+ Rhetoric

* Negotiation

* Psychoanalysis

* Sales

Sociology

+ Storytelling

+ Teaching

Warfare

Workplace design

 

Techniques

+ Assertiveness

* Body language

* Change techniques

* Closing techniques

+ Conversation

Confidence tricks

* Conversion

* Creative techniques

* General techniques

+ Happiness

+ Hypnotism

+ Interrogation

* Language

+ Listening

* Negotiation tactics

* Objection handling

+ Propaganda

* Problem-solving

* Public speaking

+ Questioning

Using repetition

* Resisting persuasion

+ Self-development

Sequential requests

Stress Management

* Tipping

Using humor

* Willpower

Principles

+ Principles

Explanations

* Behaviors

+ Beliefs

Brain stuff

Conditioning

+ Coping Mechanisms

+ Critical Theory

+ Culture

Decisions

* Emotions

Evolution

Gender

+ Games

Groups

+ Identity

+ Learning

Meaning

Memory

Motivation

+ Models

* Needs

+ Personality

+ Power

* Preferences

+ Research

Relationships

+ SIFT Model

+ Social Research

Stress

+ Trust

+ Values

Theories

* Alphabetic list

* Theory types

 


  Changing Minds 2002-2013

  Massive Content -- Maximum Speed

TOP