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How to gain insight into customers in daily life and do marketing well?
The original intention of the clerk was not to frame Andy, but he became a sharp weapon to create Andy's unjust case. What happened? The book "It's not my fault" makes it clear that this is self-defense caused by cognitive dissonance. When there are two kinds of contradictory cognition in a person's mind, he will fall into an unpleasant mental state, that is, cognitive dissonance. In order to alleviate the pain, people will unconsciously defend themselves through invulnerability and rationalize the wrong behavior. For example, a person who is losing weight knows that chocolate is the natural enemy of losing weight, but he can't resist his greed. The contradictory situation plunged him into pain. At the moment, he can solve the problem without eating, but he just chose a wrong behavior that is simpler for him-picking up chocolate. His behavior of "eating chocolate" is different from his view of "not eating chocolate" In order to reduce the imbalance and maintain his pride, he had to hide his ears-constantly suggesting that eating one or two chocolates would not have much effect on his weight, and being fat might be better for his skin!
The theory of cognitive dissonance was first put forward by Festinger, and then it was perfected with his companion Eliot. Eliot is one of the authors of My Fault, mainly studying social influence, attitude change and cognitive dissonance. He is the only psychologist who has won the highest award from the American Psychological Association in research, education and writing. His masterpiece is Social Animals. There is a famous saying in the Warring States Policy: "Never forget the past and learn from the future." The road to success is summed up from the experience of failure, but cognitive dissonance makes people gradually lost in self-defense. Through it's not my fault, let's see how people open the road to self-defense step by step.
On the positive side of the policy, it is often meaningful to expand benefits, ignore shortcomings and try to prove that what you have done is right or wrong. Just like in the prophecy of the end of the world, those who have lost all their property are still unwilling to accept practice even after the failure of the prophecy. They believe in the doomsday prophecy more, while those believers who have not paid great value simply wake up from the absurd prophecy.
We always think that we are good people, so when we commit some violations against "good people", self-defense will come to a black powder. We will not admit that this is our own mistake and take the aggression at that time for granted. Even if there is a mistake, it is caused by external factors, and the more we feel that the other party deserves it. If it really doesn't work, we can only admit our mistakes first, hoping to turn this page as soon as possible and pretend it never happened. Overnight, aggression-defense-aggression fell into a vicious circle, so that violence intensified. The Legal Daily once announced that about 30% of China's 270 million families have domestic violence, and the government formally formulated the Anti-Domestic Violence Law in 15. The high proportion leads many experts to devote themselves to the discussion and response of domestic violence. Although there is no common conclusion on the causes of violence, there is no doubt about the self-defense of the perpetrators after being violated, and the next more violent violation after defense is also waiting. Domestic violence will not only happen once, but begins with self-defense caused by cognitive dissonance.
We all love to be self-centered, so when others put forward different ideas, we just want to stick to our beliefs, but at the same time we don't want to admit our loneliness, so we have to try our best to find the basis for sticking to this belief, but turn a blind eye to the basis for opposing ideas, and even deliberately belittle each other, find faults and misunderstand practice. In The Shawshank Redemption, the police, the prosecutor and the jury all draw a conclusion based on their own experience and skills that Andy is a calm and severe murderer. They focus on the witnesses and evidence that Andy can't explain and is divorced from reality, but turn a blind eye to the evidence in Andy's favor, which leads to Andy's miscarriage of justice until Tommy, who stole his job, was put in prison.
It is too difficult to admit that you are wrong, especially the bigger the mistake, the deeper the cognitive dissonance. To jump out of the vicious circle of self-justification, we must strive to be a critical thinker, examine and reflect on our own thinking methods, learn useful criticism, and make fair considerations. Don't let "correct your mistakes" become a simple slogan. Everyone should put it into action. Don't be a slave to false memories, just be a better self.
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