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Pour une réhabilitation d'une dissonance cognitive ante-décisionnelle

Author

Listed:
  • Olivier Brunel

    (Laboratoire de Recherche Magellan - UJML - Université Jean Moulin - Lyon 3 - Université de Lyon - Institut d'Administration des Entreprises (IAE) - Lyon)

  • Céline Gallen

    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - IEMN-IAE Nantes - Institut d'Économie et de Management de Nantes - Institut d'Administration des Entreprises - Nantes - UN - Université de Nantes)

Abstract

This article provides and tests a measure scale of cognitive dissonance both in ante and post-decisional situations. An experiment was conducted with 264 subjects. A structural model and a multi-group analysis support the existence of a causal chain [inconsistency-emotions-attitude-intention]. Moreover, three major new results are revealed: a dissonance awareness phase is identified; positive emotions are responsible for psychological discomfort and cognitive dissonant is stronger before decision. While most research focuses on post-decision dissonance, this set of findings renews interest in pre-purchase dissonance.

Suggested Citation

  • Olivier Brunel & Céline Gallen, 2012. "Pour une réhabilitation d'une dissonance cognitive ante-décisionnelle," Working Papers hal-00693419, HAL.
    • Handle: RePEc:hal:wpaper:hal-00693419
    Note: View the original document on HAL open archive server: https://hal.science/hal-00693419v2
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    References listed on IDEAS

    as
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    Full references (including those not matched with items on IDEAS)

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