Mary dislikes having to convince prospective customers to buy products that she believes are inferior to others in the market. However, she has sales targets for all products, superior or otherwise, that she must meet in order to receive her commission. Although Mary tries to meet the target sales for all products, she is torn between her beliefs and the actions she must take. This inconsistency or incompatibility is known as ________.
A) negative feedback
B) difficult objectives
C) cognitive dissonance
D) management by objectives

Question

Quizplus · Accepted Answer

Cognitive dissonance refers to the mental discomfort experienced by a person who holds two or more contradictory beliefs or values or is confronted by new information that conflicts with their beliefs or values. In this scenario, Mary is experiencing cognitive dissonance as she does not believe in the products she is selling but still has to meet her sales targets.

Mary Dislikes Having to Convince Prospective Customers to Buy Products