cognitive dissonance
Definition
State of psychological tension arising from incompatibility among a person's attitudes, behavior, beliefs, and/or knowledge, or when a choice has to be made between equally attractive or repulsive alternatives. One example is 'buyer's remorse,' a feeling of guilt associated with doubts about the advisability of a purchase decision that one experiences after making an expensive purchase. Marketers try to manage these doubts with supportive information such as testimonials, money-back guaranties, and after-sales service. Opposite of cognitive consonance.
email to a friend
print this definition
cite this definition
link to this page
cognitive dissonance is in the Advertising, Marketing, & Sales, HR, Teams, & Training and Information & Knowledge Management subjects.
cognitive dissonance appears in the definitions of the following terms: impulse buying, buyer's remorse, cognitive consonance and reinforcement
This content can be found on the following page:
http://www.businessdictionary.com/definition/cognitive-dissonance.html