Question 1

Lisa is a car salesperson.She has just gotten you to agree to a deal on a new car and to write out a check for the down payment.She takes this to her manager and comes back awhile later saying that,because of taxes and fees,the price of the car will actually come out to $600 over what you agreed upon.According to the research on lowballing,which of the following is most likely to occur?

Accepted Answer

The principle of lowballing suggests that once you commit to a decision, the sense of irrevocability makes it hard to back out, even if the situation changes. Lisa has already gotten the customer to agree to a deal and write out a check, which makes them feel committed to buying the car. The fact that the price has increased by $600 due to taxes and fees is unlikely to cause the customer to back out, as they might feel that they have already invested time and effort in the transaction. Therefore, the most likely choice is C, which suggests that the customer would buy the car anyway because of the illusion of irrevocability.

Question 2

Of the four people presented below,which one would feel the least regret about altering her appearance,based on information in your text about cognitive dissonance?

Accepted Answer

The answer of Of the four people presented below,which one...

Question 3

People who had already placed their two-dollar bets were more confident than people who were waiting in line to place their bets (Knox & Inkster,1968).These findings suggest that decisions that are ____ generate more cognitive dissonance than decisions that are not.

Accepted Answer

The findings suggest that decisions that are irrevocable, or cannot be changed, generate more cognitive dissonance than decisions that are not. Placing a bet that has already been made is irrevocable, while waiting in line to place a bet allows for the possibility of changing one's mind.

Question 4

Why do people often experience post-decision dissonance?

Accepted Answer

Almost every alternative in decision-making has its pros and cons. After making a choice, individuals often experience discomfort (dissonance) because they are aware of the downsides of the chosen alternative and the upsides of the rejected ones. This awareness can lead to second-guessing and regret, which are central to the experience of postdecision dissonance.

Question 5

Mariah has had a hard semester,and her grades have suffered.She really needs a good grade in psychology to get off academic probation and stay in school.On the next psychology exam,Mariah is sorely tempted to cheat,but she decides not to.Which of the following pairs of cognitions best reflects the source of any dissonance Mariah might experience while deciding not to cheat?

Accepted Answer

Mariah's dissonance arises from the conflict between the high stakes of her situation ("My school life could be over") and her decision to forgo an opportunity that could potentially alleviate her predicament ("I just gave up a chance to help myself").

Question 6

In which case is lowballing least likely to work?

Accepted Answer

The answer of In which case is lowballing least likely...

Question 7

After reducing post-decision dissonance,people are more likely to rate the chosen and unchosen alternatives as

Accepted Answer

After reducing postdecision dissonance, people tend to view their chosen alternative as much more desirable than the unchosen one, making them appear more dissimilar. This is a way to justify their decision and feel better about the choice they made.

Question 8

Carla has just written out a check for $13,999 to pay for her new car.Although the salesperson had initially accepted her check,she is now told that there was a mistake and that the final total should really be $14,250.Carla writes another check for $251 to cover the difference so that she can drive out with her new car.Carla has just fallen prey to a questionable sales practice called

Accepted Answer

The answer of Carla has just written out a check...

Question 9

Researchers (Knox & Inkster,1968)visited a race track and interviewed people betting on the horses,both before and after they had placed their bets.They found that ____ were more confident in their betting decisions because ____.

Accepted Answer

The researchers found that people who had already placed their bets were more confident in their betting decisions because they couldn't change their minds. This suggests that once someone has made a decision and taken action, they may feel more committed to that decision, regardless of its potential outcomes.

Question 10

After filing your ballot for an election,you are more convinced than you were before filing the ballot that you voted for the best candidate.This example illustrates the idea that when decisions are ____,individuals engage in a greater amount of dissonance reduction.

Accepted Answer

When a decision is irrevocable (meaning it cannot be changed), individuals tend to engage in more dissonance reduction in order to justify and feel confident about their decision. In this case, the decision to vote for a particular candidate is irrevocable once the ballot has been filed, so the individual may experience dissonance and engage in more justification or convincing themselves that they made the right choice.

Question 11

In a study by Gilbert and Ebert (2002),students shot a roll of film and printed two photographs.Some were told that they could exchange the one they chose to keep within five days,but others were told that their choice was final.Which group of students liked their photograph best?

Accepted Answer

The group of students who were not given an exchange period liked their photograph best. This is because knowing that the decision was irrevocable made them more careful and thoughtful in their selection, leading to a greater sense of satisfaction with their final choice. This finding is supported by the concept of "post-decision dissonance," which suggests that people are motivated to justify their decisions and reduce any doubts or dissonance they may feel about their choices.

Question 12

Imagine that before a test,the professor told Jake that if he is caught cheating,he will be expelled.Imagine that the professor told Amanda that,if caught cheating,her only punishment will be to write a short paper about why cheating is wrong.If both students don't cheat,what would dissonance theory predict?

Accepted Answer

Dissonance theory predicts that individuals will experience cognitive dissonance when their beliefs or attitudes are inconsistent with their actions. In this scenario, Amanda and Jake's belief or attitude towards cheating is the same before the test, but their potential punishment for cheating is different. Amanda's mild punishment would reduce the dissonance she would feel if she were to cheat, whereas Jake's severe punishment would increase the dissonance he would feel if he were to cheat. As a result, Amanda would feel more honest than Jake does, as she has less dissonance to resolve.

Question 13

People generally ____ think they will like to be able to easily change a decision they've made; however,the research on cognitive dissonance suggests that people actually are ____ with their choice when a decision is more permanent.

Accepted Answer

The answer of People generally ____ think they will like...

Question 14

When unscrupulous salespeople use lowballing as a means of selling cars,they take advantage of buyers' illusions that their decision to buy a particular car was

Accepted Answer

The answer of When unscrupulous salespeople use lowballing as a...

Question 15

The Pattersons bought their TV from a store with a thirty-day return policy,and the Stevensons bought the same TV from a different store with a policy that "All Sales Are Final!" Based on what the text reports about cognitive dissonance,which family is more likely to be satisfied with their TV?

Accepted Answer

The answer of The Pattersons bought their TV from a...

Question 16

All things being equal,it would generate the most dissonance to decide which of two

Accepted Answer

Choosing a spouse is a highly personal and emotional decision, and considering factors such as compatibility, values, and mutual attraction can generate significant dissonance if one has to choose between multiple individuals.

Question 17

Anita spent two months trying to decide whether to buy an IBM computer or a Macintosh. She finally decided on a Mac.Now,Anita most likely

Accepted Answer

Anita has made a decision after a two-month-long deliberation, which suggests that she has weighed the pros and cons of each option carefully. Therefore, it is likely that she is confident in her choice and feels that the Mac is the better option for her needs.

Question 18

The authors of your text report that lowballing works as a persuasion technique for three reasons.Which of the following is NOT one of those reasons?

Accepted Answer

Lowballing works primarily because of psychological commitment and rationalization about the deal's value, not because of personal liking for the salesperson.

Question 19

The term ____ refers to a practice whereby a salesperson initially accepts a customer's offer,but then claims an error and quotes the customer a higher price.

Accepted Answer

Lowballing is a technique where an initially lower price is offered to entice a customer, but then the price is increased citing some error or additional factors.

Question 20

In general,the more ____ a decision between alternatives,the ____ post-decision dissonance.

Accepted Answer

Permanent decisions tend to lead to greater post-decision dissonance because they are harder to reverse, leading to more internal conflict and a need to justify the decision.

Quiz 6: The Need to Justify Our Actions: the Costs and Benefits of Dissonance Reduction

Of the four people presented below,which one would feel the least regret about altering her appearance,based on information in your text about cognitive dissonance?

People who had already placed their two-dollar bets were more confident than people who were waiting in line to place their bets (Knox & Inkster,1968) .These findings suggest that decisions that are ____ generate more cognitive dissonance than decisions that are not.

Why do people often experience post-decision dissonance?

In which case is lowballing least likely to work?

After reducing post-decision dissonance,people are more likely to rate the chosen and unchosen alternatives as

Researchers (Knox & Inkster,1968) visited a race track and interviewed people betting on the horses,both before and after they had placed their bets.They found that were more confident in their betting decisions because .

After filing your ballot for an election,you are more convinced than you were before filing the ballot that you voted for the best candidate.This example illustrates the idea that when decisions are ____,individuals engage in a greater amount of dissonance reduction.

In a study by Gilbert and Ebert (2002) ,students shot a roll of film and printed two photographs.Some were told that they could exchange the one they chose to keep within five days,but others were told that their choice was final.Which group of students liked their photograph best?

People generally think they will like to be able to easily change a decision they've made; however,the research on cognitive dissonance suggests that people actually are with their choice when a decision is more permanent.

When unscrupulous salespeople use lowballing as a means of selling cars,they take advantage of buyers' illusions that their decision to buy a particular car was

The Pattersons bought their TV from a store with a thirty-day return policy,and the Stevensons bought the same TV from a different store with a policy that "All Sales Are Final!" Based on what the text reports about cognitive dissonance,which family is more likely to be satisfied with their TV?

All things being equal,it would generate the most dissonance to decide which of two

Anita spent two months trying to decide whether to buy an IBM computer or a Macintosh. She finally decided on a Mac.Now,Anita most likely

The authors of your text report that lowballing works as a persuasion technique for three reasons.Which of the following is NOT one of those reasons?

The term ____ refers to a practice whereby a salesperson initially accepts a customer's offer,but then claims an error and quotes the customer a higher price.

In general,the more a decision between alternatives,the post-decision dissonance.

Quiz 6: The Need to Justify Our Actions: the Costs and Benefits of Dissonance Reduction

Of the four people presented below,which one would feel the least regret about altering her appearance,based on information in your text about cognitive dissonance?

People who had already placed their two-dollar bets were more confident than people who were waiting in line to place their bets (Knox & Inkster,1968) .These findings suggest that decisions that are ____ generate more cognitive dissonance than decisions that are not.

Why do people often experience post-decision dissonance?

In which case is lowballing least likely to work?

After reducing post-decision dissonance,people are more likely to rate the chosen and unchosen alternatives as

Researchers (Knox & Inkster,1968) visited a race track and interviewed people betting on the horses,both before and after they had placed their bets.They found that ____ were more confident in their betting decisions because ____.

After filing your ballot for an election,you are more convinced than you were before filing the ballot that you voted for the best candidate.This example illustrates the idea that when decisions are ____,individuals engage in a greater amount of dissonance reduction.

In a study by Gilbert and Ebert (2002) ,students shot a roll of film and printed two photographs.Some were told that they could exchange the one they chose to keep within five days,but others were told that their choice was final.Which group of students liked their photograph best?

People generally ____ think they will like to be able to easily change a decision they've made; however,the research on cognitive dissonance suggests that people actually are ____ with their choice when a decision is more permanent.

When unscrupulous salespeople use lowballing as a means of selling cars,they take advantage of buyers' illusions that their decision to buy a particular car was

The Pattersons bought their TV from a store with a thirty-day return policy,and the Stevensons bought the same TV from a different store with a policy that "All Sales Are Final!" Based on what the text reports about cognitive dissonance,which family is more likely to be satisfied with their TV?

All things being equal,it would generate the most dissonance to decide which of two

Anita spent two months trying to decide whether to buy an IBM computer or a Macintosh. She finally decided on a Mac.Now,Anita most likely

The authors of your text report that lowballing works as a persuasion technique for three reasons.Which of the following is NOT one of those reasons?

The term ____ refers to a practice whereby a salesperson initially accepts a customer's offer,but then claims an error and quotes the customer a higher price.

In general,the more ____ a decision between alternatives,the ____ post-decision dissonance.

Researchers (Knox & Inkster,1968) visited a race track and interviewed people betting on the horses,both before and after they had placed their bets.They found that were more confident in their betting decisions because .

People generally think they will like to be able to easily change a decision they've made; however,the research on cognitive dissonance suggests that people actually are with their choice when a decision is more permanent.

In general,the more a decision between alternatives,the post-decision dissonance.