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1 page/≈275 words
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2 Sources
Style:
APA
Subject:
Management
Type:
Case Study
Language:
English (U.S.)
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Topic:

Consistency Theories and Cognitive Dissonance

Case Study Instructions:

Review the module lecture, which shows how the company Digital Living used a pilot as a communication effort to encourage employees to adopt a new annual performance review evaluation system. Then identify one (and only one) tactic that is related to consistency theories and cognitive dissonance and used by the example. Finally, discuss whether you would use the same tactic and why.
Reading:
*Gass & Seiter, Chapter 3, pp. 57-68.
*Cialdini, R.B. (2021), Influence: The Psychology of Persuasion (New and Expanded). New York, NY: Harper Business, Chapter 7, Commitment and Consistency: Hobgoblins of the Mind, pp.291-362.
*Aronson, E. (2012). Self-Justification (pp. 177-198, 236-247). In E. Aronson (Ed.), The Social Animal. New York: Worth Publishers.
*Dickerson, C. A., Thibodeau, R., Aronson, E., & Miller, D. (1992). Using Cognitive Dissonance to encourage water conservation. Journal of Applied Social Psychology, 22, 841-854.(https://onlinelibrary-wiley-com(dot)proxy1(dot)library(dot)jhu(dot)edu/doi/abs/10.1111/j.1559-1816.1992.tb00928.x)

Case Study Sample Content Preview:

Consistency Theories and Cognitive Dissonance
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Consistency Theories and Cognitive Dissonance
Digital Living used a pilot as a communication effort to ensure that employees are on board with adopting a new annual performance review evaluation system. Since the company has significantly grown from 4 to 97 workers, team managers found it difficult to use their own procedures to evaluate members’ performance. Since the firm’s chief executive officer (CEO) wanted to implement the system without considering its effectiveness, she used team managers to convince their members that the new performance evaluation system was the best and facilitated fairness.
The primary tactic used by Digital Living’s CEO related to consistency theories and cognitive dissonance is using team managers to enhance workers’ behavioral change. In particular, cognitive dissonance focuses on decisions that individuals make in which they engage and rationalize those behaviors and decisions (Aronson, 2012). When the CEO introduced the new annual performance evaluation system, she did not want employees to reject it. As such, she used team managers to persuade the workers that the new system was effective.
Individuals like consistency. Based on consistency theories, people want to engage in behaviors or thin...
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