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Pour une réhabilitation d'une dissonance cognitive ante-décisionnelle

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Author Info

  • Olivier Brunel

    ()
    (EA3713 - Centre de Recherche Magellan - Université de Lyon - Université Jean Moulin - Lyon III)

  • Céline Gallen

    ()
    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - Université de Nantes : EA4272)

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    Abstract

    Cet article propose et teste un modèle de mesure de la dissonance cognitive ante- et post-décisionnelle. A partir d'un protocole expérimental conduit sur 264 individus, un modèle structurel et une analyse multi-groupes attestent de la chaîne causale [inconsistance-émotions-attitude-intention]. Trois résultats nouveaux majeurs apparaissent : l'identification d'une phase de prise de conscience de la dissonance cognitive, le rôle des émotions positives sur l'inconfort psychologique et l'impact d'une information inconsistante avant la décision. Dépassant la vision purement post-décisionnelle de la dissonance cognitive, cet article contribue à relancer l'intérêt des travaux sur la dissonance informationnelle en montrant tant son existence que son impact.

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    Bibliographic Info

    Paper provided by HAL in its series Working Papers with number hal-00693419.

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    Date of creation: 02 May 2012
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    Handle: RePEc:hal:wpaper:hal-00693419

    Note: View the original document on HAL open archive server: http://hal.archives-ouvertes.fr/hal-00693419
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    Web page: http://hal.archives-ouvertes.fr/

    Related research

    Keywords: dissonance cognitive ante-décisionnelle ; dissonance cognitive post-décisionnelle ; inconsistance ; modèle de mesure.;

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    1. Alba, Joseph W & Hutchinson, J Wesley, 1987. " Dimensions of Consumer Expertise," Journal of Consumer Research, University of Chicago Press, University of Chicago Press, vol. 13(4), pages 411-54, March.
    2. Meyers-Levy, Joan & Tybout, Alice M, 1989. " Schema Congruity as a Basis for Product Evaluation," Journal of Consumer Research, University of Chicago Press, University of Chicago Press, vol. 16(1), pages 39-54, June.
    3. Christophe Bezes, 2010. "Tout ce qui est congruent, est-il similaire ? Propositions de définition du concept de congruence en marketing," Post-Print hal-00573441, HAL.
    4. Roussel, Patrice & Durrieu, François & Campoy, Eric, 2002. "Méthodes d'équations structurelles : recherches et applications en gestion," Economics Papers from University Paris Dauphine 123456789/3444, Paris Dauphine University.
    5. Geoffrey N. Soutar & Jillian C. Sweeney, 2003. "Are There Cognitive Dissonance Segments?," Australian Journal of Management, Australian School of Business, Australian School of Business, vol. 28(3), pages 227-249, December.
    6. Richins, Marsha L, 1997. " Measuring Emotions in the Consumption Experience," Journal of Consumer Research, University of Chicago Press, University of Chicago Press, vol. 24(2), pages 127-46, September.
    7. Cohen, Joel B & Basu, Kunal, 1987. " Alternative Models of Categorization: Toward a Contingent Processing Framework," Journal of Consumer Research, University of Chicago Press, University of Chicago Press, vol. 13(4), pages 455-72, March.
    8. Heckler, Susan E & Childers, Terry L, 1992. " The Role of Expectancy and Relevancy in Memory for Verbal and Visual Information: What Is Incongruency?," Journal of Consumer Research, University of Chicago Press, University of Chicago Press, vol. 18(4), pages 475-92, March.
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