What is Cognitive Dissonance? Definition and Examples

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Cognitive dissonance is a psychological phenomenon that shapes how users interact with digital products. When users face conflicting information or experiences, they feel discomfort, compelling them to adjust their behavior or perception. 

This tension is a powerful force in decision-making, often influencing how users engage with a product. 

For designers, recognizing and addressing cognitive dissonance is crucial in crafting intuitive experiences that enhance engagement, build trust, and drive conversions.

In this article in Design Journal, we’ll explore the concept of cognitive dissonance, its theory, types, and real-world examples. 

What is cognitive dissonance?

Cognitive dissonance occurs when an individual simultaneously holds two or more conflicting beliefs, values, or attitudes. 

This psychological conflict creates internal discomfort, prompting individuals to find ways to resolve the inconsistency by changing their thoughts, behaviors, or justifications.

For instance, a user who values data privacy but continues using an app known for security breaches may experience cognitive dissonance. 

To reduce discomfort, they may rationalize their continued use by emphasizing convenience, downplaying the risks, or justifying it as a temporary choice. 

Alternatively, they might change their behavior by switching to a more secure alternative.

This phenomenon is especially relevant in UX design, where users frequently encounter inconsistencies between their expectations and the experience. 

When these inconsistencies are not addressed, they can lead to frustration, loss of trust, or disengagement. 

However, when managed effectively, cognitive dissonance can be strategically used to guide user behavior, improve decision-making, and enhance engagement.

Cognitive dissonance definition

Cognitive dissonance, a term coined by psychologist Leon Festinger in 1957, refers to the mental discomfort that arises from conflicting thoughts, beliefs, or actions. 

People naturally seek internal consistency, so when inconsistencies arise, they attempt to resolve them by:

• Justifying or rationalizing their behavior
• Changing their beliefs
• Adopting new attitudes

This concept is particularly relevant in user experience, where inconsistent interfaces, misleading messaging, or unexpected interactions can trigger dissonance, leading to frustration or abandonment.

Cognitive dissonance theory

Cognitive dissonance theory, formulated by psychologist Leo, is a cornerstone of social psychology. 

It posits that individuals experience discomfort or dissonance when they hold two or more contradictory beliefs, attitudes, or behaviors. 

This discomfort creates a psychological tension that motivates individuals to reduce the inconsistency and restore mental harmony.

At the core of cognitive dissonance is the idea that humans inherently need consistency. 

When the mind perceives a mismatch between one’s beliefs and actions, it strives to eliminate the tension caused by the dissonance. 

Cognitive dissonance theory provides valuable insight into how we make decisions, rationalize behavior, and change our attitudes over time.

Key principles of cognitive dissonance theory

The principles of cognitive dissonance theory explain people’s discomfort from holding conflicting beliefs, motivating them to seek consistency through change.

Dissonance occurs due to conflicting cognitions

Cognitive dissonance occurs when a person holds two conflicting beliefs, or their actions are inconsistent with their values. 

For instance, if someone believes in living an environmentally conscious lifestyle but drives a gas-guzzling car, they experience discomfort due to the conflict between their belief in sustainability and their behavior. 

This cognitive inconsistency can create psychological tension that demands resolution.

Motivation to reduce dissonance

The discomfort caused by cognitive dissonance isn’t easy to ignore. Humans are inherently motivated to reduce the discomfort of cognitive dissonance. 

There are several ways people achieve this:

• Change in Behavior: People alter their actions to align with their values. For example, an environmentally conscious individual may opt for a more eco-friendly car to resolve the inconsistency.
• Change in Belief or Attitude: They change their attitude to justify the behavior. They convince themselves that the benefits of the car outweigh the environmental costs or that the environmental impact isn’t as significant as it’s made out to be.
• Rationalization: In some cases, individuals reduce dissonance by simply rationalizing or making excuses for their actions, convincing themselves that their behavior is acceptable despite the contradiction.

The greater the dissonance, the stronger the change

The intensity of the cognitive dissonance felt is often proportional to the importance of the conflicting beliefs or behaviors. 

The motivation to resolve the dissonance becomes stronger when the conflict is significant—between a deeply held belief and a major action.

How does cognitive dissonance theory affect design?

Cognitive dissonance theory is a tool for understanding human behavior and directly impacts design. 

Whether in UI UX design, product, or branding, designers must be mindful of how dissonance can impact user experiences. 

When users encounter contradictions or inconsistencies in design, it can lead to discomfort, confusion, or frustration, detracting from the overall user experience. Here’s how cognitive dissonance plays a role in design:

Inconsistent visual hierarchy 

Visual hierarchy in design helps guide users through content in an intuitive way. 

However, when the visual hierarchy is inconsistent—such as when the most critical information is less prominent than secondary details—it creates dissonance. 

Users might expect a particular flow or structure, and cognitive dissonance arises when that expectation is violated. 

This inconsistency can lead users to feel confused or frustrated, increasing cognitive load and potentially driving them away.

Contradictory messaging 

In branding and marketing, cognitive dissonance can emerge if the brand’s message is inconsistent with its actions. 

For example, if a company’s visual identity doesn’t align with its mission or values, users may feel uneasy, as their expectations are unmet. This disconnect can harm the brand’s reputation and reduce user trust.

Unclear navigation 

In web and app design, dissonance can arise when navigation is unclear or doesn’t follow standard conventions. 

Suppose users expect a particular structure or layout based on their prior experience with other apps or websites, and the design breaks those expectations. In that case, it can create a sense of discomfort. 

For instance, placing the navigation menu in an unconventional spot or using non-standard icons can lead to dissonance. This disrupts the user’s mental model of how things should work, making the experience less efficient and frustrating.

Overwhelming user choices 

Decision fatigue, also known in some situations as the Decoy Effect, is another form of cognitive dissonance that affects design. 

Dissonance can occur when users are presented with too many choices, especially without clear guidance on what to do next. 

This often happens in ecommerce or SaaS products where multiple options are available without prioritization or guidance. 

The feeling overwhelmed by choices can cause hesitation, anxiety, or disengagement, undermining the design’s effectiveness.

Conflicting expectations and functionality 

If users expect a seamless, intuitive experience based on their past interactions with similar designs but encounter errors, delays, or unexpected behavior, it creates a disconnect. 

The result is a sense of discomfort, as users’ expectations clash with the design’s performance.

Types of cognitive dissonance

Understanding the different cognitive dissonance types is crucial as it allows one to anticipate user frustrations and create experiences that reduce psychological discomfort.

Decision-making dissonance

Decision-making dissonance arises when users face two or more similar options, leading to inner conflict and indecision. 

This type of cognitive dissonance typically occurs when the choices appear equally attractive, and the user cannot easily decide which option best fits their needs. 

The result is often a feeling of regret or second-guessing after the choice.

Post-purchase dissonance

Post-purchase dissonance, or buyer’s remorse, occurs after a user has made a purchase or commitment, leading them to question their decision. 

This type of cognitive dissonance arises when the user feels uncertainty about whether their purchase was the right choice, often driven by conflicting information or the fear that they may have missed out on a better alternative.

Effort-justification dissonance

Effort-justification dissonance occurs when users invest significant time, effort, or resources into a product or service and feel compelled to justify the investment even if the experience doesn’t meet their expectations. 

The user rationalizes the effort as worthwhile, even amid inefficiencies or frustrations. Understand this concept in our detailed cognitive bias guide.

Expectation vs. Reality dissonance

Expectation vs. reality dissonance occurs when the experience of using a product or service falls short of the user’s initial expectations. 

This dissonance is triggered when users feel disappointed by a discrepancy between what they were promised (through marketing, features, or reviews) and the reality of what they encounter.

Cognitive dissonance examples

Understanding how cognitive dissonance manifests in real-world scenarios is key for designers who want to create user experiences that minimize discomfort and confusion.

Product information mismatch

A user lands on an ecommerce site to buy a product, such as a smartphone. The product description highlights cutting-edge features, but the product image is unclear, showing a different version of the product than what’s described. 

The user expects to see the exact phone they’re buying but encounters discrepancies in the images versus the product description. 

This causes cognitive dissonance because the user’s belief about the product’s features doesn’t align with what they see, leading to frustration and potential hesitation to proceed with the purchase.

As a global ecommerce platform, implementing internal search usability can help in this situation.

Slow website performance

A user visits a website expecting a fast, seamless experience, especially if the website promises speed and efficiency. 

However, the website loads too slowly, diverting users’ experience from their expectations. This leads to cognitive dissonance, as the user’s beliefs about the brand’s promise of speed clash with the frustrating reality of a slow-loading site.

Misleading Call-to-action (CTA)

A user clicks on a CTA button that says “Free Trial,” but when they arrive at the landing page, they must enter payment information. 

The user expected a free trial, but the design creates dissonance by requiring upfront financial commitment. This mismatch between expectation and reality can lead to confusion or frustration.

Overwhelming choice paralysis

Users face many options when choosing a movie on a streaming platform. The overwhelming number of choices can create decision paralysis, making it difficult for them to decide. 

This dissonance occurs because many choices thwart the user’s desire for simplicity and quick decision-making.

Inconsistent brand messaging

A user sees a fashion brand ad promoting sustainability and ethical production practices. 

However, when they visit the website, the company’s practices seem inconsistent with those claims. 

The inconsistency between the brand message and the actual practices creates cognitive dissonance, which can lead to a loss of trust.

Using cognitive dissonance in design

While cognitive dissonance is often seen as a negative experience, designers can leverage it to guide user behavior and improve engagement.

Minimize negative dissonance with consistency

One of the key triggers of cognitive dissonance is the inconsistency between what users expect and what they experience. 

Inconsistent designs or messages can create friction, confusion, and frustration, causing users discomfort and hesitation. 

To avoid this, maintaining consistency across all touchpoints is essential.

• UI and Branding Consistency: Ensure that the design language, font psychology, color schemes, and iconography are the same on desktop and mobile platforms. 
• Transparency in Pricing and Data Usage: Users feel more confident when they know exactly what to expect. Transparency in pricing models, data collection practices, and permissions eliminates ambiguity and potential dissonance. 

Use dissonance to nudge users toward action

While cognitive dissonance often leads to discomfort, designers can harness this discomfort ethically to prompt users to take action or make decisions more quickly. 

Creating subtle, positive dissonance allows you to guide users toward completing a desired task without overwhelming them.

• Progress Bars in Onboarding Flows: People dislike leaving things unfinished, which creates cognitive dissonance. By displaying progress bars or completion indicators during onboarding or setup processes, you make sense of accomplishment as users see how far they’ve come. 
• Limited-Time Offers: Urgency is a classic tool for leveraging cognitive dissonance. When users see that an offer is time-sensitive, they experience a conflict between wanting to delay a decision and fearing missing out. A well-designed, limited-time offer can trigger this tension and motivate users to act quickly. 

Reduce friction in decision-making

Decision-making can be a significant source of cognitive dissonance, especially when users face too many options or unclear distinctions between choices. 

Reducing friction in this process can alleviate dissonance and help users feel more confident in their decisions.

• Comparison Tables: When users choose between multiple options, such as subscription plans or product features, provide clear comparison tables that highlight the differences between choices. This makes it easier for users to evaluate their options and reduces the cognitive dissonance caused by feeling uncertain about their choices.
• Risk-Free Trials or Money-Back Guarantees: When users know they can try the product or service without feeling uncomfortable, they feel less hesitant to commit. This strategy builds trust and encourages users to move forward with confidence.

Encourage positive justification

After making a decision, users often seek validation to justify their actions, particularly when it involves financial or emotional investment. 

Designers can foster positive feelings and reduce dissonance by reinforcing users’ decisions in a supportive way.

• Social Proof: One of the most powerful tools for reducing cognitive dissonance is social proof. Displaying user testimonials, case studies, or reviews can validate a user’s decision by showing that others have made the same choice and had a positive experience. 
• Post-Purchase Reinforcement: After a purchase or sign-up, reassuring messages like “Great choice!” or “Here’s why users love this” reinforce the user’s decision and help alleviate post-purchase cognitive dissonance. 

Conclusion

Cognitive dissonance plays a crucial role in user experience and behavior. When users encounter inconsistencies between their expectations and reality, it can lead to frustration, abandonment, or behavioral shifts. 

However, when leveraged correctly, cognitive dissonance can nudge users towards better engagement and smoother decision-making.

By understanding how this theory applies to design, UX professionals can create more intuitive, transparent, and frictionless digital experiences that enhance user satisfaction and retention.

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Frequently asked questions

What is an example of cognitive dissonance?

Cognitive dissonance occurs when a person experiences discomfort due to conflicting thoughts or behaviors. For example, a UX designer who values user-centered design but is forced to prioritize business goals over user needs may feel internal conflict.

What is the difference between cognitive dissonance and hypocrisy?

Cognitive dissonance is an internal struggle when beliefs and actions don’t align, often leading to subconscious adjustments in thinking. Hypocrisy, conversely, is knowingly acting against one’s stated beliefs, usually intending to deceive or maintain an external image.

What is the main idea of cognitive dissonance theory?

Leon Festinger’s cognitive dissonance theory suggests that individuals experience psychological discomfort when their attitudes, beliefs, or behaviors are inconsistent. To reduce this discomfort, they adjust their thoughts or actions to restore harmony.

What is the most common cause of cognitive dissonance?

Cognitive dissonance is commonly triggered when a person’s behavior contradicts their self-perception or beliefs. In design, this can happen when ethical design principles clash with business-driven decisions, leading to rationalization or mindset shifts.