12.3.1 What is Cognitive Dissonance?

Social psychologists have documented that feeling good about ourselves and maintaining positive self-esteem is a powerful motivator of human behavior (Tavris & Aronson, 2008). In the United States, members of the predominant culture typically think very highly of themselves and view themselves as good people who are above average on many desirable traits (Ehrlinger, Gilovich, & Ross, 2005). Often, our behavior, attitudes, and beliefs are affected when we experience a threat to our self-esteem or positive self-image. Psychologist Leon Festinger (1957) defined cognitive dissonance as psychological discomfort arising from holding two or more inconsistent attitudes, behaviors, or cognitions (thoughts, beliefs, or opinions). Festinger’s theory of cognitive dissonance states that when we experience a conflict in our behaviors, attitudes, or beliefs that runs counter to our positive self-perceptions, we experience psychological discomfort (dissonance). For example, if you believe smoking is bad for your health but you continue to smoke, you experience conflict between your belief and behavior (Figure 12.11).

A diagram shows the process of cognitive dissonance. Two disparate statements (“I am a smoker” and “Smoking is bad for your health”) are joined as an example of cognitive dissonance. A flow diagram joins them in a process labeled, “Remove dissonance tension,” with two resulting flows. The first flow path shows the warning on a pack of cigarettes with a checkmark imposed over the image that is labeled, “Smoking is bad for your health.” The path then shows a photograph of an arm with a nicotine patch that is labeled, “I quit smoking.” The second flow path shows the warning on a pack of cigarettes with an X imposed over the image and is labeled, “Research is inconclusive,” then shows a photograph of a person smoking labeled, “I am still a smoker.”
Figure 12.11 Cognitive dissonance is aroused by inconsistent beliefs and behaviors. Believing cigarettes are bad for your health, but smoking cigarettes anyway, can cause cognitive dissonance. To reduce cognitive dissonance, individuals can change their behavior, as in quitting smoking, or change their belief, such as discounting the evidence that smoking is harmful. (credit “cigarettes”: modification of work by CDC/Debora Cartagena; “patch”: modification of "RegBarc"/Wikimedia Commons; “smoking”: modification of work by Tim Parkinson)

Later research documented that only conflicting cognitions that threaten individuals’ positive self-image cause dissonance (Greenwald & Ronis, 1978). Additional research found that dissonance is not only psychologically uncomfortable but also can cause physiological arousal (Croyle & Cooper, 1983) and activate regions of the brain important in emotions and cognitive functioning (van Veen, Krug, Schooler, & Carter, 2009). When we experience cognitive dissonance, we are motivated to decrease it because it is psychologically, physically, and mentally uncomfortable. We can reduce cognitive dissonance by bringing our cognitions, attitudes, and behaviors in line—that is, making them harmonious. This can be done in different ways, such as:

  • changing our discrepant behavior (e.g., stop smoking),
  • changing our cognitions through rationalization or denial (e.g., telling ourselves that health risks can be reduced by smoking filtered cigarettes),
  • adding a new cognition (e.g., “Smoking suppresses my appetite so I don’t become overweight, which is good for my health.”).

A classic example of cognitive dissonance is Joaquin, a 20-year-old who enlists in the military. During boot camp he is awakened at 5:00 a.m., is chronically sleep deprived, yelled at, covered in sand flea bites, physically bruised and battered, and mentally exhausted (Figure 12.12). It gets worse. Recruits that make it to week 11 of boot camp have to do 54 hours of continuous training.

A photograph shows a person doing pushups while a military leader stands over the person; other people are doing jumping jacks in the background.
Figure 12.12 A person who has chosen a difficult path must deal with cognitive dissonance in addition to many other discomforts. (credit: Tyler J. Bolken)

Not surprisingly, Joaquin is miserable. No one likes to be miserable. In this type of situation, people can change their beliefs, their attitudes, or their behaviors. The last option, a change of behaviors, is not available to Joaquin. He has signed on to the military for four years, and he cannot legally leave.

If Joaquin keeps thinking about how miserable he is, it is going to be a very long four years. He will be in a constant state of cognitive dissonance. As an alternative to this misery, Joaquin can change his beliefs or attitudes. He can tell himself, “I am becoming stronger, healthier, and sharper. I am learning discipline and how to defend myself and my country. What I am doing is really important.” If this is his belief, he will realize that he is becoming stronger through his challenges. He then will feel better and not experience cognitive dissonance, which is an uncomfortable state.

The Effect of Initiation

The military example demonstrates the observation that a difficult initiation into a group influences us to like the group more. Another social psychology concept, justification of effort, suggests that we value goals and achievements that we put a lot of effort into. According to this theory, if something is difficult for us to achieve, we believe it is more worthwhile. For example, if you move to an apartment and spend hours assembling a dresser you bought from Ikea, you will value that more than a fancier dresser someone else bought you. We do not want to have wasted time and effort to join a group that we eventually leave. A classic experiment by Aronson and Mills (1959) demonstrated this justification of effort effect. College students volunteered to join a campus group that would meet regularly to discuss the psychology of sex. Participants were randomly assigned to one of three conditions: no initiation, an easy initiation, and a difficult initiation into the group. After participating in the first discussion, which was deliberately made very boring, participants rated how much they liked the group. Participants who underwent a difficult initiation process to join the group rated the group more favorably than did participants with an easy initiation or no initiation (Figure 12.13).

A bar graph has an x-axis labeled, “Difficulty of initiation” and a y-axis labeled, “Relative magnitude of liking a group.” The liking of the group is low to moderate for the groups whose difficulty of initiation was “none” or “easy,” but high for the group whose difficulty of initiation was “difficult.”
Figure 12.13 Justification of effort has a distinct effect on a person liking a group. Students in the difficult initiation condition liked the group more than students in other conditions due to the justification of effort.

Similar effects can be seen in a more recent study of how student effort affects course evaluations. Heckert, Latier, Ringwald-Burton, and Drazen (2006) surveyed 463 undergraduates enrolled in courses at a midwestern university about the amount of effort that their courses required of them. In addition, the students were also asked to evaluate various aspects of the course. Given what you’ve just read, it will come as no surprise that those courses that were associated with the highest level of effort were evaluated as being more valuable than those that did not. Furthermore, students indicated that they learned more in courses that required more effort, regardless of the grades that they received in those courses (Heckert et al., 2006).

Besides the classic military example and group initiation, can you think of other examples of cognitive dissonance? Here is one: Maria and Marco live in Fairfield County, Connecticut, which is one of the wealthiest areas in the United States and has a very high cost of living. Maria telecommutes from home and Marco does not work outside of the home. They rent a very small house for more than $3000 a month. Marco shops at consignment stores for clothes and economizes when possible. They complain that they never have any money and that they cannot buy anything new. When asked why they do not move to a less expensive location, since Maria telecommutes, they respond that Fairfield County is beautiful, they love the beaches, and they feel comfortable there. How does the theory of cognitive dissonance apply to Maria and Marco’s choices?

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The content of this course has been taken from the free Psychology textbook by Openstax