Journal article
Process evidence for the question-behavior effect: Influencing socially normative behaviors
Social influence, Vol.7(3), pp.211-228
07/01/2012
Handle:
https://hdl.handle.net/2376/117048
Abstract
Answering a question about performance of a behavior influences the probability of a person performing a target action in the future. Although this question-behavior effect has been shown across multiple contexts, several theoretical mechanisms have been suggested to drive the effect. While various explanations have been offered for the question-behavior effect, clear process evidence exists only for the theoretical perspectives of cognitive dissonance and attitude accessibility. In a series of experiments the current research tests the question-behavior effect from these two theoretical perspectives using a set of outcome measures not previously examined. Findings suggest that the act of self-prediction regarding socially normative behaviors generates cognitive dissonance, thereby obtaining greater compliance with subsequent requests to perform the behavior as a dissonance reduction strategy. Implications of the reported findings and directions for future research are provided.
Metrics
10 Record Views
Details
- Title
- Process evidence for the question-behavior effect: Influencing socially normative behaviors
- Creators
- Eric R Spangenberg - College of Business, Washington State UniversityDavid E Sprott - College of Business, Washington State UniversityDavid C Knuff - College of Business, Washington State UniversityRonn J Smith - Sam M. Walton College of Business , University of ArkansasCarl Obermiller - Albers School of Business and Economics , Seattle UniversityAnthony G Greenwald - Department of Psychology , University of Washington
- Publication Details
- Social influence, Vol.7(3), pp.211-228
- Publisher
- Psychology Press
- Identifiers
- 99900548150101842
- Language
- English
- Resource Type
- Journal article