메뉴 건너뛰기




Volumn 24, Issue , 2011, Pages 378-386

The theory of cognitive dissonance: A marketing and management perspective

Author keywords

Management science; Marketing science; Theory of cognitive dissonance

Indexed keywords


EID: 81055139627     PISSN: 18770428     EISSN: None     Source Type: Conference Proceeding    
DOI: 10.1016/j.sbspro.2011.09.120     Document Type: Conference Paper
Times cited : (36)

References (45)
  • 2
    • 0002678711 scopus 로고
    • Dissonance theory: Progress and problems
    • Abelson R, Aronson E, McGuire W, Newcomb T, Rosenberg M, and Tannenbaum P, editors Rand McNally, Chicago
    • Aronson E. Dissonance theory: progress and problems. In Abelson R, Aronson E, McGuire W, Newcomb T, Rosenberg M, and Tannenbaum P, editors. Theory of cognitive consistency: A sourcebook, Rand McNally, Chicago; 1968, p. 5-27.
    • (1968) Theory of Cognitive Consistency: A Sourcebook , pp. 5-27
    • Aronson, E.1
  • 4
    • 77957077319 scopus 로고
    • The psychology of self-affirmation: Sustaining the integrity of the self
    • Steele C. The psychology of self-affirmation: Sustaining the integrity of the self. Advances in Experimental Social Psychology 1988;21:261-346.
    • (1988) Advances in Experimental Social Psychology , vol.21 , pp. 261-346
    • Steele, C.1
  • 8
    • 0031693458 scopus 로고    scopus 로고
    • Cognitive dissonance 2: A theoretical grounding of motivational interviewing
    • Draycott S, Dabbs A. Cognitive dissonance 2: A theoretical grounding of motivational interviewing. The British Journal of Clinical Psychology 1998;37:355-64. (Pubitemid 28454302)
    • (1998) British Journal of Clinical Psychology , vol.37 , Issue.3 , pp. 355-364
    • Draycott, S.1    Dabbs, A.2
  • 9
    • 3242679985 scopus 로고    scopus 로고
    • On the propositional nature of cognitive consistency: Dissonance changes explicit, but not implicit attitudes
    • DOI 10.1016/j.jesp.2003.10.005, PII S0022103103001665
    • Gawronski B, Strack F. On the propositional nature of cognitive consistency: Dissonance changes explicit and implicit attitudes. Journal of Experimental Social Psychology 2004;40:535-42. (Pubitemid 38956052)
    • (2004) Journal of Experimental Social Psychology , vol.40 , Issue.4 , pp. 535-542
    • Gawronski, B.1    Strack, F.2
  • 10
    • 0030636727 scopus 로고    scopus 로고
    • Cognitive reactions to smoking relapse: The reciprocal relation between dissonance and self-esteem
    • Gibbons FX, Eggleston TJ, Benthin AC. Cognitive reactions to smoking relapse: The reciprocal relation between dissonance and self-esteem. Journal of Personality and Social Psychology 1997;72:184-95. (Pubitemid 127454506)
    • (1997) Journal of Personality and Social Psychology , vol.72 , Issue.1 , pp. 184-195
    • Gibbons, F.X.1    Eggleston, T.J.2    Benthin, A.C.3
  • 11
    • 12344283713 scopus 로고    scopus 로고
    • Cognitive dissonance in groups: The consequences of disagreement
    • DOI 10.1037/0022-3514.88.1.22
    • Matz DC, Wood W. Cognitive dissonance in groups: The consequences of disagreement. Journal of Personality and Social Psychology 2005;88:22-37. (Pubitemid 40140095)
    • (2005) Journal of Personality and Social Psychology , vol.88 , Issue.1 , pp. 22-37
    • Matz, D.C.1    Wood, W.2
  • 12
    • 0141535085 scopus 로고    scopus 로고
    • I'm a hypocrite, but so is everyone else: Group support and the reduction of cognitive dissonance
    • DOI 10.1037/1089-2699.7.3.214
    • McKimmie BM, Terry DJ, Hogg MA, Manstead ASR., Spears R, Doosje B. I'm a Hhypocrite, but so is everyone else: Group support and the reduction of cognitive dissonance. Group Dynamics: Theory, Research, and Practice 2003;7:214-24. (Pubitemid 37210025)
    • (2003) Group Dynamics , vol.7 , Issue.3 , pp. 214-224
    • McKimmie, B.M.1    Terry, D.J.2    Hogg, M.A.3    Manstead, A.S.R.4    Spears, R.5    Doosje, B.6
  • 13
    • 0005944520 scopus 로고
    • Motivational interviewing: Increasing readiness for change
    • Washton A, editor New York: Guilford Press
    • Rollnick S, Morgan M. Motivational interviewing: Increasing readiness for change. In: Washton A, editor. Psychotherapy and substance abuse: A practitioner's handbook, New York: Guilford Press; 1985, p. 179-91.
    • (1985) Psychotherapy and Substance Abuse: A Practitioner's Handbook , pp. 179-191
    • Rollnick, S.1    Morgan, M.2
  • 14
    • 0030305442 scopus 로고    scopus 로고
    • The organizational transformation process: The micropolitics of dissonance reduction and the alignment of logics of action
    • Bacharach SB, Bamberger PS, William J. The Organizational transformation process: The micropolitics of dissonance reduction and the alignment of logics of action. Administrative Science Quarterly 1996;41:477-506.
    • (1996) Administrative Science Quarterly , vol.41 , pp. 477-506
    • Bacharach, S.B.1    Bamberger, P.S.2    William, J.3
  • 15
    • 84986093715 scopus 로고    scopus 로고
    • No such thing as a 'one best way' to manage organizational change
    • Burnes B. No such thing as a 'one best way' to manage organizational change. Management Decision 1996;34:11-8.
    • (1996) Management Decision , vol.34 , pp. 11-18
    • Burnes, B.1
  • 17
    • 79960743872 scopus 로고
    • Cognitive dissonance and entrepreneurial behavior
    • Comegys C. Cognitive dissonance and entrepreneurial behavior. Journal of Small Business Management 1976;14:1-6.
    • (1976) Journal of Small Business Management , vol.14 , pp. 1-6
    • Comegys, C.1
  • 19
    • 0000284920 scopus 로고
    • Potential predictors of whistle-blowing: A prosocial behavior perspective
    • Dozier JB, Miceli MP. Potential predictors of whistle-blowing: A prosocial behavior perspective. Academy of Management Review 1985;10, 823-36.
    • (1985) Academy of Management Review , vol.10 , pp. 823-836
    • Dozier, J.B.1    Miceli, M.P.2
  • 20
    • 67349164216 scopus 로고    scopus 로고
    • The impact of personal gains on cognitive dissonance for business ethics judgments
    • Lii P. The impact of personal gains on cognitive dissonance for business ethics judgments. Teaching Business Ethics 2001;5:21-33.
    • (2001) Teaching Business Ethics , vol.5 , pp. 21-33
    • Lii, P.1
  • 22
    • 0002626458 scopus 로고
    • Are automobile purchasers dissonant consumers?
    • Engel JF. Are automobile purchasers dissonant consumers? Journal of Marketing 1963;27:55-8.
    • (1963) Journal of Marketing , vol.27 , pp. 55-58
    • Engel, J.F.1
  • 23
    • 84993082556 scopus 로고    scopus 로고
    • Cognitive dissonance and the stability of service quality perceptions
    • O'Neill M, Palmer A. Cognitive dissonance and the stability of service quality perceptions. Journal of Services Marketing 2004;18:433-49.
    • (2004) Journal of Services Marketing , vol.18 , pp. 433-449
    • O'Neill, M.1    Palmer, A.2
  • 25
    • 0000724797 scopus 로고
    • Cognitive dissonance and consumer behavior: A review of the evidence
    • Cummings WH, Venkatesan M. Cognitive dissonance and consumer behavior: A review of the evidence. Journal of Marketing Research 1976;13:303-308.
    • (1976) Journal of Marketing Research , vol.13 , pp. 303-308
    • Cummings, W.H.1    Venkatesan, M.2
  • 26
    • 0007076407 scopus 로고
    • Can cognitive dissonance theory explain consumer behavior?
    • Oshikawa S. Can cognitive dissonance theory explain consumer behavior? Journal of Marketing 1969;33:44-9.
    • (1969) Journal of Marketing , vol.33 , pp. 44-49
    • Oshikawa, S.1
  • 28
  • 31
    • 0031708733 scopus 로고    scopus 로고
    • Cognitive dissonance 1: An overview of the literature and its integration into theory and practice in clinical psychology
    • Draycott S, Dabbs A. Cognitive dissonance 1: An overview of the literature and its integration into theory and practice in clinical psychology. The British Journal of Clinical Psychology 1998;37:341-53. (Pubitemid 28454301)
    • (1998) British Journal of Clinical Psychology , vol.37 , Issue.3 , pp. 341-353
    • Draycott, S.1    Dabbs, A.2
  • 32
    • 0000826408 scopus 로고
    • Dissonance and self-perception: An integrative view of each theory's proper domain of application
    • Fazio R, Zanna MP, Cooper J. Dissonance and self-perception: An integrative view of each theory's proper domain of application. Journal of Experimental Psychology 1977;13:464-79.
    • (1977) Journal of Experimental Psychology , vol.13 , pp. 464-479
    • Fazio, R.1    Zanna, M.P.2    Cooper, J.3
  • 36
    • 85009561186 scopus 로고    scopus 로고
    • The relationship between ethical conflict, organizational commitment and turnover intentions in the salesforce
    • Schwepker CH. The relationship between ethical conflict, organizational commitment and turnover intentions in the salesforce. Journal of Personal Selling & Sales Management 1999;19:43-49.
    • (1999) Journal of Personal Selling & Sales Management , vol.19 , pp. 43-49
    • Schwepker, C.H.1
  • 38
    • 79960798184 scopus 로고
    • Social influences on performance evaluation: Implications for the development of performance standards
    • Halbesleben JRB, Buckley MR. Social influences on performance evaluation: Implications for the development of performance standards. Journal of Applied Management and Entrepreneurship 1962;14:74-92.
    • (1962) Journal of Applied Management and Entrepreneurship , vol.14 , pp. 74-92
    • Halbesleben, J.R.B.1    Buckley, M.R.2
  • 40
    • 57249105543 scopus 로고    scopus 로고
    • When learning is not enough: A process model of expatriate adjustment as cultural cognitive dissonance reduction
    • Maertz Jr CP, Hassan A, Magnusson P. When learning is not enough: A process model of expatriate adjustment as cultural cognitive dissonance reduction. Organizational Behavior and Human Decision Processes 2009;108:66-78.
    • (2009) Organizational Behavior and Human Decision Processes , vol.108 , pp. 66-78
    • Maertz Jr., C.P.1    Hassan, A.2    Magnusson, P.3
  • 41
    • 38949147933 scopus 로고
    • Cognitive dissonance and the classification of consumer goods
    • Kaish S. Cognitive dissonance and the classification of consumer goods. Journal of Marketing 1967;31:28-31.
    • (1967) Journal of Marketing , vol.31 , pp. 28-31
    • Kaish, S.1
  • 42
    • 0002542297 scopus 로고
    • Post-transaction communications and dissonance reduction
    • Hunt SD. Post-transaction communications and dissonance reduction. Journal of Marketing 1970;34:46-51.
    • (1970) Journal of Marketing , vol.34 , pp. 46-51
    • Hunt, S.D.1
  • 43
    • 0002431118 scopus 로고
    • An experimental study of cognitive dissonance, product involvement, expectations, performance and consumer judgment of product performance
    • Korgaonkar PK, Moschis, GP. An experimental study of cognitive dissonance, product involvement, expectations, performance and consumer judgment of product performance. Journal of Advertising 1982;11:32-44.
    • (1982) Journal of Advertising , vol.11 , pp. 32-44
    • Korgaonkar, P.K.1    Moschis, G.P.2
  • 45
    • 4644234910 scopus 로고
    • A theory of social comparison processes
    • Festinger LA. A theory of social comparison processes. Human Relations 1954;7;117-40.
    • (1954) Human Relations , vol.7 , pp. 117-140
    • Festinger, L.A.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.