Cognitive dissonance and "eyes of others": The effect of social influence on personal dissonance

2007 ◽  
Author(s):  
Toshie Imada ◽  
Shinobu Kitayama
2015 ◽  
Vol 42 (3) ◽  
pp. 445-475 ◽  
Author(s):  
Laura A. Book ◽  
Sarah Tanford ◽  
Rhonda Montgomery ◽  
Curtis Love

Price is a major influence on travel purchases; however, traveler reviews have also become a prevalent source of influence. Theories of social influence and cognitive dissonance provide insight into consumer decisions. This research investigated the effect of social influence in the form of traveler reviews and price on consumer decisions and postdecision dissonance. Student subjects evaluated two resorts for a Spring Break vacation in Cancun using a 2 (valence: positive or negative) × 2 (unanimity: unanimous or nonunanimous) × 3 (price: same, slightly lower, much lower) experimental design. The results reveal that social influence had a strong effect on both resort evaluations and postdecision dissonance. Nonunanimous reviews reduced the prevailing valence of reviews, but increased dissonance. The lack of results for price suggests that price may not be the predominant influence on decisions, as previously thought. This research provides new insight into the effect of traveler reviews on decisions by evaluating the unanimity of social influence, the effect of price differences, and the extent to which consumers engage in postdecision dissonance reduction.


2020 ◽  
Author(s):  
Gordon Sammut ◽  
Martin W. Bauer
Keyword(s):  

2009 ◽  
Vol 40 (2) ◽  
pp. 55-65 ◽  
Author(s):  
Thomas F. Pettigrew

This paper reviews the evidence for a secondary transfer effect of intergroup contact. Following a contact’s typical primary reduction in prejudice toward the outgroup involved in the contact, this effect involves a further, secondary reduction in prejudice toward noninvolved outgroups. Employing longitudinal German probability samples, we found that significant secondary transfer effects of intergroup contact exist, but they were limited to specific outgroups that are similar to the contacted outgroup in perceived stereotypes, status or stigma. Since the contact-prejudice link is bidirectional, the effect is inflated when prior prejudice reducing contact is not controlled. The strongest evidence derives from experimental research. Both cognitive (dissonance) and affective (evaluative conditioning) explanations for the effect are offered.


1976 ◽  
Vol 21 (3) ◽  
pp. 164-166 ◽  
Author(s):  
ROBERT A. WICKLUND
Keyword(s):  

1989 ◽  
Vol 34 (5) ◽  
pp. 450-451
Author(s):  
William P. Smith

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