{"id":52328,"date":"2026-04-20T15:41:49","date_gmt":"2026-04-20T15:41:49","guid":{"rendered":"https:\/\/digitionary.com\/glossary\/post-rationalization\/"},"modified":"2026-04-20T17:18:59","modified_gmt":"2026-04-20T17:18:59","slug":"post-rationalization","status":"publish","type":"glossary","link":"https:\/\/digitionary.com\/en\/glossary\/post-rationalization\/","title":{"rendered":"Post-rationalization"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">In a marketing or sales negotiation context, the concept of post-rationalization refers to the process by which an individual or customer reinterprets a decision or purchase after the fact as having been made rationally, when in reality, the decision was more influenced by emotions or impulses. This mental revision often occurs unconsciously to avoid self-reflection. In the commercial field, salespeople may encourage or facilitate this process to prevent discomfort related to cognitive dissonance or a feeling of being deceived, which could jeopardize customer loyalty or future purchases. In satisfaction studies, post-rationalization can lead to what is known as confirmation bias.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>In a marketing or sales negotiation context, the concept of post-rationalization refers to the process by which an individual or customer reinterprets a decision or purchase after the fact as having been made rationally, when in reality, the decision was more influenced by emotions or impulses. This mental revision often occurs unconsciously to avoid self-reflection. [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"menu_order":0,"template":"","meta":{"wds_primary_glossary-categories":0,"footnotes":""},"glossary-categories":[82],"glossary-tags":[],"class_list":["post-52328","glossary","type-glossary","status-publish","hentry","glossary-categories-crm-customer-relationship"],"_links":{"self":[{"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/glossary\/52328","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/glossary"}],"about":[{"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/types\/glossary"}],"author":[{"embeddable":true,"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/users\/1"}],"version-history":[{"count":0,"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/glossary\/52328\/revisions"}],"wp:attachment":[{"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/media?parent=52328"}],"wp:term":[{"taxonomy":"glossary-categories","embeddable":true,"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/glossary-categories?post=52328"},{"taxonomy":"glossary-tags","embeddable":true,"href":"https:\/\/digitionary.com\/en\/wp-json\/wp\/v2\/glossary-tags?post=52328"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}