Cognitive Dissonance

Applications of the psychology of Cognitive

Dissonance to Management

Leon Festinger• He was a psychologist who studied cults. • He and some of his associates managed to

infiltrate a cult.• They found themselves involved in a bizarre

ritual

The Cult in Prophecy This cult prophesied that the world would be

destroyed by a huge flood, but they would all be saved by aliens in a flying saucer

Cult in Crisis• When the prophesy was not fulfilled, some

members of the cult left; however, others not only stayed, but became even more devout.

• This split showed that when people’s beliefs and expectations were contradicted they could react in very different ways.

Definition of Cognitive Dissonance

• At times, we are given information that contradicts our attitudes or beliefs.

• Sometimes, we can find ourselves acting in a manner that is contrary to our attitude/belief

• This is an uncomfortable state of affairs.• People will engage in thoughts and behaviours

that will reduce or alleviate this state.• There are different ways of doing this.

Attributes of a Good Manager

• One of the most important attributes of a good manager is good, flexible thinking skills.

• It is important to adapt to new developments in a rapidly changing business environment.

How We Make Decisions• Solutions are usually

through the path of least resistance.

• We tend to be ‘creatures of habit’ and this includes decision making and thinking.

• Sometimes, we need to venture off the ‘beaten path’ in the forest.

World View• Our worldview is the

set of theories we have about the world and how it works.

• We build this up over our lifetimes and reinforce it whenever it works for us

Cognitive Dissonance• We experience cognitive

dissonance when we find ourselves in a situation that contradicts our worldview.

• Our first reaction is to seek out information that supports the positions we are used to taking about things.

Breaking Out• Cognitive dissonance

can be used to interrupt your usual thinking processes.

• When you experience it, enquire about other information that is available - but not used.

Seek Other Perspectives• Ask yourself about other possible solutions• Try to brainstorm --- look hard at new data• Communicate with others in your group

Better, Innovative Solutions• Cognitive dissonance can be used as a powerful

tool to improve decision making• By looking past cognitive dissonance instead of

trying to simply get rid of it, we can broaden our views and see the world differently