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Chapter 6
The Need to Justify Our Actions
Total Assessment Guide (T.A.G.)
Question
Topic Fact Concept Application
Type
Multiple 1
Introduction Choice
Essay
The Theory of Multiple 2, 3, 8, 16, 18, 19, 6, 10, 22, 26, 32, 34, 4, 5, 7, 9, 11, 12, 13,
Cognitive Choice 21, 27, 28, 31, 33, 35, 39, 40, 42, 43, 45, 14, 15, 17, 20, 23, 24,
Dissonance 36, 46, 52, 57, 69, 47, 48, 49, 50, 53, 54, 25, 29, 30, 37, 38, 41,
70, 72, 73, 74, 76, 55, 60, 63, 67, 75, 81, 44, 51, 56, 58, 59, 61,
77, 78, 80, 84 82, 83, 85 62, 64, 65, 66, 68, 71,
79
Essay 183, 187, 189 184, 185, 186, 188
Self- Multiple 87, 88, 98, 99, 101, 86, 89, 91, 95, 96, 100, 90, 92, 93, 94, 97,
Justification in Choice 102, 105, 110, 113, 103, 107, 108, 109, 104, 106, 112, 120,
Everyday Life 115, 117, 118, 125, 111, 114, 116, 119, 124, 127, 128, 129,
131, 135, 138, 142, 121, 122, 123, 126, 130, 133, 134, 136,
146, 156, 157, 166, 132, 139, 140, 141, 137, 144, 148, 149,
168, 169, 177, 180 143, 145, 147, 150, 151, 152, 158, 159,
153, 154, 155, 160, 171, 181
161, 162, 163, 164,
165, 167, 170, 172,
173, 174, 175, 176,
178, 179, 182
Essay 192 190, 193, 195, 197 191, 194, 196
1
Copyright © 2016, 2013, 2010 Pearson Education, Inc. All rights reserved.
CHAPTER 6 THE NEED TO JUSTIFY OUR ACTIONS:
THE COSTS AND BENEFITS OF
DISSONANCE REDUCTION
________________________________________________________________________________
Multiple Choice
Choose the one alternative that best completes the statement or answers the question.
1. Members of the Heaven’s Gate cult, who “knew” there was a spaceship following the Hale-Bopp comet,
returned a perfectly good telescope they had purchased because they failed to see the spaceship they “knew”
was there. Such behaviors demonstrate that
a. cult leaders go to great lengths to brainwash their members.
b. people will often go to extreme lengths to justify their actions or beliefs.
c. pleasant, smart, reasonable people are seldom drawn to cults.
d. scientists, like many of us, are fascinated with the macabre, gruesome aspects of life.
Answer: B
Difficulty: 2
Page(s) in Text: 158
Topic: Introduction
Skill: CONCEPTUAL
2. According to the authors of your text, one of the most powerful determinants of human behavior stems from our
need to
a. acquire as much social power as possible.
b. forge strong connections with other people.
c. preserve and maintain a relatively favorable view of ourselves.
d. behave in rational, logical, reasonable ways.
Answer: C
Difficulty: 2
Topic: The Theory of Cognitive Dissonance
Skill: FACTUAL
LO 6.1 What is cognitive dissonance, and how do people avoid dissonance to maintain a positive self-image?
3. When people act contrary to their self-perceptions as reasonable and sensible people, they experience a feeling
known as ________.
a. defensive attribution
b. low self-esteem
c. affective ambivalence
d. cognitive dissonance
Answer: D
Difficulty: 1
Skill: FACTUAL
4. Hai has been taking expensive beta-carotene supplements for years because he believes they will reduce his risk
of cancer. Hai has just learned that a well-controlled study published in the prestigious New England Journal of
Medicine showed that beta-carotene supplements do not reduce cancer risk. Hai is probably experiencing
a. cognitive dissonance.
b. self-affirmation.
c. the rationalization trap.
d. self-discrepancy.
2
Answer: A
Difficulty: 2
Skill: APPLICATION
5. George thinks of himself as an honest person until his brother reminds him that he’s been known to keep extra
change given to him by a cashier and to stock his home office for a sideline business with supplies taken from
his job. George is now probably feeling a sense of discomfort known as
a. misattribution of arousal.
b. self-serving bias.
c. cognitive dissonance.
d. anxiety.
Answer: C
Difficulty: 2
Skill: APPLICATION
6. Cognitive dissonance always

a. leads to a change in behavior.
b. produces discomfort.
c. leads to the rationalization trap.
d. makes people produce new cognitions.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
7. Susan carefully rinses her mouth with an unpleasant-tasting mouthwash every day. One day, Susan reads an
article reporting credible dental research that suggests that mouthwash is completely ineffective and that
mouthwash may even be related to tooth decay. The discomfort that Susan experiences in response to this
article is called
a. insufficient justification.
b. cognitive dissonance.
c. self-discrepancy.
d. self-justification.
Answer: B
Difficulty: 2
Skill: APPLICATION
8. Of the following, how are individuals most likely to reduce cognitive dissonance?
a. By pretending they did not perform a particular behavior.
b. By reducing their total number of cognitions.
c. By adding new cognitions that are consistent with their behavior.
d. By decreasing their arousal.
Answer: C
Difficulty: 2
Skill: FACTUAL
3
9. “Live fast and die young, that’s what I always say,” Rosie pronounces, as she stuffs down three more Ding-
Dong snack cakes and opens another pint of high-fat ice cream. Rosie knows that her diet is unhealthy and
harmful, of course. To reduce her dissonance, Rosie is
a. changing her behavior to bring it in line with her cognitions.
b. changing a problem cognition to make it more consonant with her behavior.
c. adding a cognition that is consonant with her problem behavior.
d. engaging in self-affirmation to combat cognitive dissonance.
Answer: C
Difficulty: 3
Skill: APPLICATION
10. The most typical ways of reducing dissonance include all of the following EXCEPT
a. forgetting about our past statements that contradict our behavior.
b. changing our behavior to bring it into line with dissonant cognitions.
c. justifying our behavior by changing dissonant cognitions.
d. justifying our behavior by adding new cognitions.
Answer: A
Difficulty: 3
Skill: CONCEPTUAL
11. You’ve recently learned that eating avocados, which you love, is bad for your health. To reduce the dissonance
you experience after reading this news, you would most likely
a. question the validity of the research and the integrity of the scientists.
b. consume a larger quantity of avocados.
c. tell all of your friends about the findings.
d. reread the article more carefully.
Answer: A
Difficulty: 2
Skill: APPLICATION
12. A tobacco grower says, “I’m not the only one growing it. If I stop, someone else will be there.” Assuming that
the man was experiencing dissonance from the fact that he was making his living from a crop that is bad for
people’s health, he appears to be reducing this dissonance by
a. changing his behavior.
b. changing his cognitions.
c. adding new cognitions.
d. self-affirmation in an unrelated domain.
Answer: C
Difficulty: 3
Skill: APPLICATION
13. “There’s no way I’d give up drinking! I’d just be stressed out all the time,” says Lilly, as she sips her third
martini of the evening. Lilly’s comments about her drinking habit are an example of using ________ to reduce
cognitive dissonance.
a. minimized shift
b. justification
4
c. behavior change
d. cognitive change
Answer: B
Difficulty: 3
Skill: APPLICATION
14. Talia loves animals but still eats meat. When she experiences dissonance about the contradiction, she tells
herself that she also volunteers her time at an animal shelter. This manner of reducing dissonance involves
a. self-affirmation.
b. priming.
c. self-handicapping.
d. growth mindset.
Answer: A
Difficulty: 2
Skill: APPLICATION
15. Emile just ditched a friend at a party to spend time with a pretty woman. Emile feels uncomfortable but he tells
himself it’s because the woman is so hot and not because he treated his friend badly. The way he’s feeling is
dissonance, but he tells himself it’s sexual attraction. This describes which of the following?
a. self-affirmation
b. self-esteem
c. misattribution of arousal
d. priming
Answer: A
Difficulty: 2
Skill: APPLICATION
16. When people try to maintain their self-esteem and reduce cognitive dissonance, they may resort to maladaptive
thinking known as
a. heuristics.
b. schemas.
c. norms.
d. rationalizing.
Answer: D
Difficulty: 1
Skill: FACTUAL
17. Scott believes very strongly that saccharine is an unsafe sugar substitute that may even cause cancer. Even
though Scott is diabetic, and thus should be using sugar substitutes, he often opts for sugar-laden foods and
drinks to avoid saccharine. “I’ll just exercise more later; the sugar isn’t a big deal. I’m really being healthier by
avoiding saccharine,” he thinks to himself. Scott’s behavior and thoughts are examples of ________ in the face
of cognitive dissonance.
a. harmonizing
b. rationalizing
c. patronizing
d. denial
Answer: B
5
Difficulty: 2
Skill: APPLICATION
18. When people receive bad news—perhaps that they did not get a dream job they applied and interviewed for—
what tends to happen?
a. People usually feel worse than they expect they were going to.
b. People tend to feel about as bad as they thought they would.
c. People realize they really weren’t qualified for the job anyway.
d. People usually put a spin on the news that makes them feel better.
Answer: D
Difficulty: 2
Skill: FACTUAL
19. The authors of your text explain that people tend to overestimate how bad they will feel if a negative event were
to happen to them. This tendency is called
a. the rationalization trap.
b. cognitive dissonance.
c. self-affirmation.
d. the impact bias.
Answer: D
Difficulty: 1
Skill: FACTUAL
20. Rudy thinks that if he ever got kicked off the football team he would be depressed for months, and that his life
would lose all meaning. In actuality, his response would probably not be this severe or prolonged. What is Rudy
demonstrating?
a. the impact bias
b. self-affirmation
c. lowballing
d. effort justification
Answer: A
Difficulty: 2
Skill: APPLICATION
21. People tend to fall subject to the impact bias (and not understand that they will usually successfully reduce
cognitive dissonance) because reducing cognitive dissonance is
a. a painful process.
b. controlled and conscious.
c. largely unconscious.
d. quick and effortful.
Answer: C
Difficulty: 2
Skill: FACTUAL
6
22. Because dissonance reduction processes are mostly unconscious, people
a. tend to use them as coping strategies.
b. often will overestimate how badly negative feedback may affect them.
c. usually will put a lot of effort into reducing cognitive dissonance.
d. must change their behaviors, not their thoughts, to reduce feelings of dissonance.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
23. Jay just found out that he was not accepted into his dream college. Based on information from the authors of
your text about impact bias, which of the following best reflects how Jay will react?
a. He will become severely depressed.
b. He will not go to college at all unless he can get admitted into his dream school.
c. He will get over it rather quickly.
d. It actually will not bother him in the least.
Answer: C
Difficulty: 2
Skill: APPLICATION
24. Imagine you really enjoy lying out in the sun to get a deep, dark tan. If you heard arguments both for and
against tanning, you would probably remember ________ arguments for tanning, and ________ arguments
against tanning.
a. long; short
b. short; long
c. plausible; implausible
d. implausible; plausible
Answer: C
Difficulty: 2
Skill: APPLICATION
25. Who would be LEAST likely to remember sound and well-founded arguments against smoking?
a. a person who has finally quit smoking after repeated attempts
b. a person who keeps trying to quit smoking without success
c. a person who has no desire to quit smoking
d. a person who has never smoked
Answer: C
Difficulty: 2
Skill: APPLICATION
26. In a classic experiment, researchers (Aronson & Mettee, 1968) gave positive false feedback to some students,
negative false feedback to some students, and no feedback to others. They were interested in seeing whether a
boost to self-esteem would affect the likelihood of cheating. In this experiment, what is the independent
variable?
a. type of feedback
b. cheating
c. self-esteem
d. the students
7
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
negative false feedback to some students, and no feedback to others. They were interested in seeing how self-
esteem would affect the likelihood of cheating. What was the result of their experiment?
a. Students who had gotten the positive feedback were least likely to cheat.
b. Students who had gotten the negative feedback were least likely to cheat.
c. Students who had gotten no feedback were least likely to cheat.
d. Students who had gotten the negative and no feedback were least likely to cheat.
Answer: A
Difficulty: 2
Skill: FACTUAL
negative false feedback to some students, and no feedback to others. They were interested in seeing how self-
esteem would affect the likelihood of cheating. What was the result of their experiment?
a. Students who had gotten the positive feedback were most likely to cheat.
b. Students who had gotten the negative feedback were most likely to cheat.
c. Students who had gotten no feedback were least most to cheat.
d. Students who had gotten the negative and no feedback were most likely to cheat.
Answer: B
Difficulty: 2
Skill: FACTUAL
29. Misaki feels terrible after just failing an exam in Spanish class. Now, in chemistry class, her lab partner just left
the answers to the homework open on her desk while she steps into the hall to take a phone call. How is Misaki
likely to behave?
a. She’s likely to look at the answers and copy them down for herself.
b. She’s likely to look away from the answers and do her own work.
c. She’s likely to point out one of her partner’s math mistakes.
d. She’s likely to tell the instructor that the answers are available.
Answer: A
Difficulty: 2
Skill: APPLICATION
30. Social psychologists had African American students do carefully constructed self-affirming writing assignments
regarding their good qualities outside of school. If this approach was to work for you with a group of students
who were in danger of being academically dismissed, how would it affect them?
a. They would have higher self-esteem but no improvement to academic performance.
b. They would have higher self-esteem and improvement in their academic performance.
c. They would have lower self-esteem but no improvement to academic performance.
d. They would have lower self-esteem and improvement in their academic performance.
Answer: B
Difficulty: 2
8
Skill: APPLICATION
31. Social psychologists had African American students do carefully constructed self-affirming writing assignments
regarding their good qualities outside of school. This type of self-affirmation will not be effective in bolstering
self-esteem unless
a. it is overly inflated.
b. it is overly positive and untrue.
c. it is overly negative and untrue.
d. it is realistic.
Answer: D
Difficulty: 2
Skill: FACTUAL
32. All of the following processes EXCEPT ________ are motivated by the need to preserve or maintain self-
esteem.
a. changing one’s attitude in the direction of one’s behavior
b. distancing oneself from a close other who outdoes one in a domain one cares about
c. making upward social comparisons
d. blaming the victim
Answer: C
Difficulty: 3
Page(s) in Text: 162–163
Skill: CONCEPTUAL
33. According to the authors of your text, people experience dissonance

a. every time they make a decision.
b. when they know they did the wrong thing.
c. when their goals do not match what society expects of them.
d. when they make biased decisions.
Answer: A
Difficulty: 2
Skill: FACTUAL
34. According to the authors of your text, after carefully making a decision, what is likely to happen?
a. You will focus on the negative aspects of the choice you made.
b. You will experience dissonance for several days.
c. You will start to think more and more about the good qualities of your decision.
d. You will begin to regret all the time you put into making your decision.
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
35. According to the authors, every time we make a decision, we experience some amount of dissonance. Why?
a. After people invest effort, they are motivated to second-guess themselves.
b. The rejected alternative is seldom completely positive.
c. The chosen alternative is seldom completely positive.
9
d. People seldom seek out objective information before decision-making.
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
36. ________ refers to the dissonance aroused after we have chosen between two or more alternatives.
a. Justification of effort
b. Postdecision dissonance
c. Insufficient justification
d. Decisional regret
Answer: B
Difficulty: 1
Skill: FACTUAL
37. Chloe debated for a long time about whether to take a psychology or a sociology course, both of which looked
interesting. She finally chose the psychology course. Now, because she is experiencing ________, she raves
about the psychology course to her friends.
a. insufficient justification
b. postdecision dissonance
c. a justification of effort
d. a threat to self-evaluation maintenance
Answer: B
Difficulty: 2
Skill: APPLICATION
38. Ying just purchased a rather expensive wristwatch. She had debated for weeks about the merits of two different
styles before making her final decision. It’s now likely that Ying will
a. continue to check the newspaper to monitor sales for the watch she opted not to buy.
b. emphasize all of the positive aspects of the chosen watch.
c. wish that she purchased the other watch.
d. return the chosen watch and exchange it for the other watch.
Answer: B
Difficulty: 2
Skill: APPLICATION
39. Someone reminds you to be appropriately grateful for the gifts you receive. Were a dissonance theorist to
remind you to be thankful, he or she would be giving you advice on how to
a. avoid cognitive dissonance.
b. avoid things that might be costly.
c. prevent consonance in your cognitions.
d. prevent insufficient justification.
Answer: A
Difficulty: 3
Skill: CONCEPTUAL
10
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40. Recall that Brehm (1956) asked women to rate the desirability of a number of appliances and then allowed them
to choose one of those appliances as a gift. Twenty minutes later, all women re-rated the same appliances,
including the one they chose. Women tended to rate the alternatives they rejected lower than they had
originally, and to rate their chosen appliance more positively. These results suggest that people
a. seldom collect enough information before making decisions.
b. reduce dissonance by overestimating differences between chosen and unchosen alternatives.
c. are more likely to experience cognitive dissonance when decisions are irrevocable.
d. experience more dissonance when their decisions implicate their self-concepts as rational and reasonable.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
41. Recall that Brehm (1956) asked women to rate the desirability of a number of appliances, and then allowed
them to choose one of those appliances as a gift. Twenty minutes later, all women re-rated the same appliances,
including the one they chose. According to his findings, which of the following (fictitious) participants would
rate the toaster lower than she had originally?
a. June, who chose the waffle iron instead
b. Donna, who felt pressured to select the iron
c. Maude, who rated the toaster lowest at the outset
d. Edith, who loves toast and jelly, and chose the toaster
Answer: A
Difficulty: 3
Skill: APPLICATION
42. Maria is on a limited budget, and can only afford one album. She really likes two in particular: Frank Sinatra’s
Greatest Hits and the soundtrack from the musical Wicked. When she gets to listen to the Frank Sinatra album,
she cannot imagine why she ever considered the Wicked album. This is because
a. Maria has to justify buying an album, given her limited budget.
b. Frank Sinatra music reminds Maria of her childhood.
c. Maria was motivated to reduce her postdecision dissonance.
d. Maria wasn’t sure about the online store’s return policy.
Answer: C
Difficulty: 3
Skill: CONCEPTUAL
43. Why do people often experience postdecision dissonance?

a. They are motivated to believe in a just world.
b. Almost every alternative has both an upside and a downside, and people feel uncomfortable.
c. People fear that indecision will be evaluated negatively by others.
d. It’s easier to value an option we’ve chosen than to disparage an option we’ve rejected.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
44. Anita spent two months trying to decide whether to buy a PC or a Mac. She finally decided on a Mac. Now,
Anita most likely
11
a. wishes she’d bought the PC.
b. is certain she made the right decision.
c. still thinks PCs and Macs are equally good computers.
d. tries to convince all her friends to buy PCs.
Answer: B
Difficulty: 2
Skill: APPLICATION
45. After reducing postdecision dissonance, people are more likely to rate the chosen and unchosen alternatives as
a. being very similar, with about equal strengths and weaknesses.
b. having an equal number of strengths, but the chosen alternative as having fewer weaknesses.
c. being more dissimilar, such that the chosen alternative is much more desirable than the unchosen one.
d. being similar in terms of weaknesses, but the chosen alternative has more strengths.
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
46. In general, the more ________ a decision between alternatives, the ________ the postdecision dissonance.
a. permanent; greater
b. revocable; greater
c. trivial; greater
d. free; less
Answer: A
Difficulty: 2
Skill: FACTUAL
47. All things being equal, it would generate the most dissonance to decide which of two
a. classes to take.
b. computers to buy.
c. apartments to rent.
d. people to marry.
Answer: D
Difficulty: 3
Skill: CONCEPTUAL
48. Researchers (Knox & Inkster, 1968) visited a race track and interviewed people betting on the horses, both
before and after they had placed their bets. They found that people who ________ were more confident in their
betting decisions because ________.
a. had already placed their bets; their bets changed the odds
b. had already placed their bets; they couldn’t change their minds
c. had placed small, two-dollar bets; they stood to lose less
d. were waiting to place large bets; they reported more experience
Answer: B
Difficulty: 3
Skill: CONCEPTUAL
12
49. People who had already placed their two-dollar bets were more confident than people who were waiting in line
to place their bets (Knox & Inkster, 1968). These findings suggest that decisions that are _______ generate
more cognitive dissonance than decisions that are not.
a. important
b. coerced
c. irrevocable
d. trivial
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
50. After filing your ballot for an election, you are more convinced than you were before filing the ballot that you
voted for the best candidate. This example illustrates the idea that when decisions are _______, individuals
engage in a greater amount of dissonance reduction.
a. imminent
b. ambiguous
c. irrevocable
d. simple
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
51. The Pattersons bought their TV from a store with a thirty-day return policy, and the Stevensons bought the
same TV from a different store with a policy that “All Sales Are Final!” Based on what the text reports about
cognitive dissonance, which family is more likely to be satisfied with their TV?
a. the Pattersons
b. the Stevensons
c. they will be equally happy
d. the Pattersons, but only if they paid less than the Stevensons
Answer: B
Difficulty: 2
Skill: APPLICATION
52. According to research presented in the text, students shot a roll of film and printed two photographs. Some were
told that they could exchange the one they chose to keep within five days, but others were told that their choice
was final. Which group of students liked their photograph best?
a. Those who were given the exchange period, because in the U.S., students value choice.
b. Those who were not given an exchange period, because the decision was irrevocable.
c. They both liked their photos equally well.
d. Those who could exchange the photo, because they could copy the first, then get the second as well.
Answer: B
Difficulty: 2
Skill: FACTUAL
13
was final. What was the independent variable of this experiment?
a. condition: choice or no choice
b. condition: photograph 1 or photograph 2
c. how much they liked the photos
d. the five-day exchange period
Answer: A
Difficulty: 3
Skill: CONCEPTUAL
was final. What was the dependent variable of this experiment?
a. condition: choice or no choice
b. condition: photograph 1 or photograph 2
c. how much they liked the photos
d. the five day exchange period
Answer: C
Difficulty: 3
Skill: CONCEPTUAL
55. People generally ________ think they would like to be able to easily change a decision they’ve made; however,
the research on cognitive dissonance suggests that people actually are ________ with their choice when a
decision is more permanent.
a. do; happier
b. do; not as happy
c. do not; happier
d. do not; not as happy
Answer: A
Difficulty: 3
Skill: CONCEPTUAL
56. Of the four people presented below, which one would feel the LEAST regret about altering her appearance,
based on information in your text about cognitive dissonance?
a. Cheryl, who just got a tattoo
b. Lisa, who is wearing a new outfit
c. Misty, who just got her nails painted
d. Darlene, who is wearing a new shade of lipstick
Answer: A
Difficulty: 3
Skill: APPLICATION
57. The term ________ refers to a practice whereby a salesperson initially accepts a customer’s offer, but then
claims an error and quotes the customer a higher price.
a. horse-trading
b. bait-and-switch
c. lowballing
14
d. highrolling
Answer: C
Difficulty: 2
Skill: FACTUAL
58. Carla has just written out a check for $18,999 to pay for her new car. Although the salesperson had initially
accepted her check, she is now told that there was a mistake and that the final total should really be $19,250.
Carla writes another check to cover the difference so that she can drive out with her new car. Carla has just
fallen prey to a questionable sales practice called
a. “lowballing.”
b. “bait-and-switch.”
c. the “dissonance game.”
d. “keep ‘em guessing.”
Answer: A
Difficulty: 2
Skill: APPLICATION
59. Petar and Nikolas love the house that they just toured. It is a short sale for $180,000, which is a great price.
They are very excited and want to put in an offer. After they begin the paperwork, their realtor tells them that
the price does not include the fixtures or the appliances. Those will likely cost an extra $20,000. What tactic is
the realtor using?
a. lowballing
b. bait and switch
c. intrinsic motivation
d. priming
Answer: A
Difficulty: 2
Skill: APPLICATION
60. When unscrupulous salespeople use lowballing as a means of selling cars, they take advantage of buyers’
illusions that their decision to buy a particular car was
a. freely chosen.
b. irrevocable.
c. easy to make.
d. coerced.
Answer: B
Difficulty: 3
Skill: CONCEPTUAL
61. In which case is lowballing LEAST likely to work?

a. Jeremy is lowballed after he puts a down payment on a car he has been planning to buy for months.
b. Cassie is lowballed after she spends thirty minutes filling out contracts on her car purchase.
c. Tess is lowballed, and although before the lowball she could get the car she wanted for $50 less at the
dealer she chose, after the lowball she would save $800 if she backed out of her deal.
d. Philip is lowballed, and he’s in a hurry to close the deal because he’s trying to finish it on his lunch break.
Answer: C
Difficulty: 2
15
Exploring the Variety of Random
Documents with Different Content
I strode to the door. "Ginger, escort the professor to his ship."
It was a good thing we got rid of him then. Minutes later, our
instruments detected ships within a quarter of a million miles, and
the alert was sounded. Shortly afterwards, we made positive
identification: the Io gang!
Naomi and I quarreled for a second over strategy. Should we split
up, each leader piloting her own ship and responsible for half the
fleet? Or should the two of us occupy one ship? I insisted on the
latter, and when Naomi disagreed I knocked her unconscious with
the butt of my whip and dragged her into my own Spacer coupe.
Ordnance had worked fast. It was fully equipped for battle.
I ordered our entire fleet into attack formation. Together we zoomed
up to meet the oncoming enemy, ninety of our spaceships to a
hundred and ten of theirs.
I rocketed out in front of my fleet. The boys had begun firing. Their
missiles exploded in space like brilliant fireworks, multicolored bursts
on all sides of us. I signalled my girls to commence firing, launching
our first missile at point-blank thousand-mile range.
It scored a direct hit, exploding an Io ship to comet dust. I felt
serenely happy. I wanted to share my feeling of triumph with Naomi
who still lay unconscious on the cabin floor.
"Hey, girl, wake up! We're in combat!"
She stirred, started to regain her senses. Her eyes fluttered. Just as
they opened our ship exploded to oblivion.
This was familiar, this coming out of sleep with infinitely tender
caresses of light, in a vacuum tube the exact shape of your naked
body, a tube that dissolved at the exact instant of awakening into a
warm epidermal glow, while the bee-like humming faded into silence
and only the barest trace of hyacinth scent lingered in the nostrils. It
had happened before. How many times? Once? Twice? Three times?
All my limbs felt supremely relaxed as after sedation. All my
thoughts were clear and calm as a hidden spring on a wooded
hillside. Earth summer. Timeless.
Abruptly the marble slab felt cold against my back and the spell was
broken. I sat up too suddenly, for a monitor voice said, reassuringly:
"Have no fear, young lady. You have awakened in the Matrix Center
on Ganymede. There, you will recall, you at some time in the past
commissioned us to make a vibration pattern of your total physical,
mental and spiritual self.
"You did this," the recording continued, "against the possibility that,
at some future time, accident or the unavoidable hazards of honor
would result in your organically premature death. And this has come
to pass. But, by means of your matrix, you have escaped dissolution.
You are an exact duplicate of your former self in all but the most
minor respects.
"Congratulations on your good fortune, and welcome to a new life
where we trust you will find the greatest measure of personal
fulfillment."
As the recording ended, an attendant entered the room.
"Hello, Vera." She was smiling and pleasant voiced. "Want to put on
that white gown and come with me?"
I followed her in bare feet over carpeting soft as lamb wool, into an
office that was really not much like an office—more like a cozily
furnished living room. On the couch sat a balding man in a tweed
suit.
Vague earlier memories gradually took shape. "Is this my placement
interview?"
The man smiled. "Yes. You have a wonderful memory net in that
brain of yours."
"Wasn't I supposed to remember?"
"It's usually one of the things erased in the duplication process. But
then, you were here not so very long ago."
I tried to recall. "It couldn't have been too recently."
Again the interviewer smiled. "Only a week ago, my dear."
He saw my dismay. "Oh, but don't let that bother you, Vera. That's
about par for gang leaders."
Curiously, when he said the words 'gang leaders' I felt a little bit
embarrassed, almost ashamed.
"Well now," he said, getting down to business, "I should like to have
a brief chat with you about your future. It's our job to help give you
a fresh new start in life. Can you think of anything you'd especially
like to do, any career you would like to follow?"
I considered this but drew a blank. "No, frankly, I can't."
"Well, then, perhaps you'd like to return to Callisto?" He said this in
a totally neutral fashion.
"No. Not that anymore."
"Good," he said, rising to his feet.
All at once I was shivering and trembling. "Something is wrong with
me. I mean, it's true what I just said. That's how I feel. I don't want
to go back to the gang. But—I can remember how differently I felt—
before. And somehow it seems wrong to change one's mind so—
suddenly."
His hands rested on my shoulders. "Vera, this is what going through
the matrix process does to a person." His voice was low, boundlessly
sympathetic. "Each time it heals a little bit of your personality along
with the physical battle scars. The change is very slight and very
subtle. You hardly noticed it at all the first time, did you?"
I shook my head. "But, how long can this ... healing process go on?"
"Some personalities, Vera, are terribly hurt, and they must die
several times before they become whole." He took my hand. "And
now, my dear, allow me to suggest two alternatives for your future.
Doubtlessly, in a universe of infinite possibilities there are infinite
alternatives one might take. But I know you quite well (though this
may surprise you) and I feel that if you can happily accept one of
the two that I mention, you will not again have to seek death in
order to return here. For that is, after all, the meaning of your
immediate past."
"What are these two alternatives?" My voice was quite small. I felt
as though my life was warped into this moment like a mobius sheet.
"You will go to Mars University, and there train yourself to become a
laboratory technician, as you originally promised your parents. This
is a useful profession, of service to society. Sufficient funds will be
provided."
Chagrin filled me. I rebelled at the thought. "Or...?"
"Or—and this is also a hard choice, though it may seem glamorous
at first—you may become a member of a select expedition to a
remote star which our astronomers say has a planetary system
capable of supporting our kind of life. There we will plant a new
colony."
Joy and enthusiasm welled up inside me. "Why, that sounds
wonderful! That's my choice."
He shook his head slowly. "Wait. Wait, Vera. This is also to be
considered. You will never again see Jupiter or any of the Solar
System. You will travel for a hundred and fifty years. Most of this
time you will sleep in deepfreeze state, of course. But inevitably you
will age twenty years in the process."
This meant I would arrive at the other end, thirty-seven years old.
My eagerness cooled. "What a pair of alternatives!"
He nodded gravely. "You give them both some thought. Meanwhile
in the next room you'll find some new clothes. See me afterwards."
He pressed a button on the edge of the couch and the attendant
came in.
"Yes, Professor Worth?"
"Take Vera along please."
Something buzzed alive in my brain. It was like a set of tumblers
clicking into place. I remembered. I turned at the door.
"I remember you! You were the spy—that is—"
"Yes, my dear."
"But—"
He smiled. "I was observing you, Vera. You were due for your fifth
matrix—your last by law. Society didn't want to lose you. I hoped my
appearance would react on your subconscious, bring your previous
experiences here forward. To help bring out the good, so to speak. It
was strictly experimental."
He was still smiling as the door closed behind me.
In the next room, Naomi had just finished dressing. She glared her
hostility.
"That was a lousy trick you played on me, Vera."
"I guess it was. I'm sorry."
"You're sorry! Girl, if I had my whip and claws right now I'd make
you feel sorry."
I was silent a moment. Then I asked her, almost timidly: "Naomi,
you're not going back to the gang now, are you?"
She stared at me peculiarly. "Are you mad? Of course I'm going
back. I'm leader of the Callisto girls." She stomped through the outer
door, and I had the feeling she would be back more than once.
When I had put my clothes on—a simple brown jerkin with blue
long-sleeved shirt—I returned to my interviewer. "Professor Worth,
may I propose a third alternative? After all, if this is a universe of
infinite possibilities, maybe two is narrowing it down too much.
"Professor, I know I can never go back to the girl-gang way of life.
And I understand now why the police left us alone when we ran
wild. They were letting us work out our problems.
"And somehow, that's why I feel I have to reject your two
alternatives. I'm me, and I can't limit myself in the ways you
suggest. You needn't be afraid. I won't break any more of society's
rules. I won't try to hurt anybody, deliberately. I'll probably get a job
somewhere, on this planet or some other planet. Maybe I'll make
myself useful, maybe not.
"But what does the universe have to offer a girl of my experience
and energy and," I hesitated, "charismatic personality? I intend to
find out. I want the freedom to find out. Do you see? My third
alternative, Professor, is to walk out that door with no obligation to
anyone."
He seemed not to be listening. He seemed to be thinking his own
thoughts.
"I think that can be arranged," he said finally.
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6. Cognitive dissonance always

33. According to the authors of your text, people experience dissonance

43. Why do people often experience postdecision dissonance?

61. In which case is lowballing LEAST likely to work?

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