If a salesperson is required to sell a defective TV set but believes this act to be unethical, he or she would:
A)not engage in the act
B)experience the discomfort of cognitive dissonance
C)need to be at Kohlberg's 5th level of cognitive development in order to resolve the conflict between attitudes and behavior
D)reexamine his or her behavioral intention

Question

Quizplus · Accepted Answer

The salesperson would experience cognitive dissonance, which is the discomfort experienced when holding two or more conflicting cognitions (e.g., beliefs, attitudes). Selling a defective TV set while believing it to be unethical creates a conflict between the salesperson's behavior and personal ethical beliefs, leading to cognitive dissonance.

If a Salesperson Is Required to Sell a Defective TV