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"Cognitive dissonance" is a psychological term that describes the discomfort people feel when their beliefs or behaviors are inconsistent. In the book "Influence: The Psychology of Persuasion," Cialdini explains that this discomfort can influence decision-making by motivating individuals to resolve the inconsistency, often by changing their beliefs or behaviors to align with each other. This concept is important because it helps us understand how people can be persuaded to make certain choices or decisions based on their desire to reduce this discomfort.
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What process describes the use of social influence to cause other people to change their attitude and behavior?
When a persons behaviour and attitude is determined by social influence, the processes of conformity and compliance have taken place. The branch of psychology known as "social psychology" looks further into this and presents many interesting theories.
What is the significance of "cognitive dissonance" in the field of psychology, as discussed in the book "Influence: The Psychology of Persuasion" by Robert Cialdini (1984)?
Cognitive dissonance is a psychological concept that explains the discomfort people feel when their beliefs or behaviors are inconsistent. In "Influence: The Psychology of Persuasion," Robert Cialdini discusses how this discomfort can be used to influence people's decisions and behaviors. By creating a sense of inconsistency, persuaders can push individuals to change their attitudes or actions to reduce this discomfort. This understanding of cognitive dissonance is significant in psychology as it sheds light on how people can be influenced and persuaded to act in certain ways.
What does salience mean in psychology and how does it impact cognitive processes?
In psychology, salience refers to the prominence or importance of a stimulus in a person's perception or attention. It impacts cognitive processes by influencing what information is noticed and remembered, as well as how decisions are made based on the perceived significance of different stimuli.
What has the author Omry Smith written?
Omry Smith has written: 'Reason Not' -- subject(s): Knowledge, Emotions in literature, Rhetoric and psychology, Persuasion (Psychology) in literature, Criticism and interpretation, Psychology
What is reversephycology?
reverse psychology is a persuasion technique involving the advocacy of a belief or behavior that is opposite to the one desired, with the expectation that this approach will encourage the subject of the persuasion to do what is desired: the opposite of what is suggested.
What is the significance of salience in psychology and how does it impact cognitive processes?
Salience in psychology refers to the importance or prominence of a stimulus. It impacts cognitive processes by influencing what information is attended to and remembered. Highly salient stimuli are more likely to capture attention and be processed deeply, affecting decision-making and memory.
What has the author Mike Schultz written?
Mike Schultz has written: 'Rainmaking conversations' -- subject(s): Persuasion (Psychology), Selling, Influence (Psychology), Psychological aspects
What has the author Margaret Thaler Singer written?
Margaret Thaler Singer has written: 'Cults in our midst' -- subject(s): Brainwashing, Controversial literature, Cults, Persuasion (Psychology), Psychology, Psychology, Religious, Religion, Scientology, Religious Psychology
Did the Derren Brown Stuck to your chair seat really work?
Yes, through the power of psychology and persuasion.
What has the author Bob Woolf written?
Bob Woolf has written: 'Behind closed doors' -- subject(s): Professional sports, Sports 'Friendly Persuasion' -- subject(s): Negotiation, Persuasion (Psychology)
Significance of psychology to business students?
Because of Lions.
What has the author Stephen Kozicki written?
Stephen Kozicki has written: 'Creative negotiating' -- subject(s): Negotiation, Persuasion (Psychology)
