Motivated reasoning

Definition

Motivated reasoning is the cognitive process in which individuals form or maintain beliefs based on their desires, emotions, or motivations rather than objective evidence. This phenomenon can lead to biased information processing, where people favor information that supports their pre-existing beliefs while dismissing or downplaying contradictory evidence, often resulting in belief perseverance.

5 Must Know Facts For Your Next Test

1. Motivated reasoning can cause individuals to interpret ambiguous information in a way that aligns with their existing beliefs, reinforcing those beliefs even when faced with clear evidence against them.
2. This type of reasoning is especially prevalent in emotionally charged issues, such as politics or health, where personal stakes can skew one's perception of facts.
3. People often engage in motivated reasoning as a way to protect their self-image and maintain consistency in their beliefs, which leads to stronger resistance to change.
4. Research shows that motivated reasoning can contribute to polarization, as individuals become more entrenched in their views and less willing to consider opposing perspectives.
5. Motivated reasoning plays a significant role in how decisions are made in business environments, where leaders might favor information that supports their strategies while ignoring data that suggests they need to pivot.

Review Questions

• How does motivated reasoning contribute to belief perseverance in individuals?
  • Motivated reasoning fosters belief perseverance by enabling individuals to cling to their pre-existing beliefs even when faced with contradictory evidence. When people engage in motivated reasoning, they tend to selectively process information that aligns with their desires or emotions, which reinforces their original beliefs. As a result, this bias prevents them from objectively evaluating new information and makes it challenging for them to let go of discredited beliefs.
• In what ways can motivated reasoning lead to polarization among groups holding differing views?
  • Motivated reasoning can deepen polarization by causing individuals within a group to reinforce their shared beliefs while dismissing opposing viewpoints as irrelevant or flawed. As people selectively accept information that supports their group's stance and ignore contrary evidence, they become more entrenched in their views. This dynamic can create echo chambers where dissenting opinions are not just challenged but actively rejected, leading to greater division and hostility between groups.
• Evaluate the impact of motivated reasoning on business decision-making and provide examples of its consequences.
  • Motivated reasoning significantly impacts business decision-making by influencing leaders and teams to favor information that confirms their strategic choices while neglecting data that may suggest the need for change. For instance, a CEO may ignore negative market research that contradicts their vision for a product, leading the company to invest resources into a failing project. This can result in substantial financial losses and missed opportunities for growth. Ultimately, motivated reasoning can create an environment where poor decisions are perpetuated due to the inability to objectively assess reality.

Related terms

Cognitive dissonance: The mental discomfort experienced when holding two or more contradictory beliefs, values, or attitudes, often leading to an alteration in one of the beliefs to reduce discomfort.

Confirmation bias: The tendency to search for, interpret, and remember information in a way that confirms one's pre-existing beliefs or hypotheses.

Belief perseverance: The phenomenon where individuals continue to hold onto their beliefs even after they have been discredited or shown to be false.