PS270 Chapter Notes - Chapter 4: Overjustification Effect, Cognitive Dissonance, Self-Perception Theory
Document Summary
The smallest incentive that will get people to do something is the most effective in getting them to like the activity and keep doing it. When external inducements are insufficient to justify our behaviour, we reduce dissonance by internally justifying the behaviour. People explain their behaviour by noting the conditions under which it occurs. If we hear someone proclaim the wisdom of tuition increase after being paid to do so we believe them less sincere than if we thought they were doing it for no pay. Maybe we do the same for ourselves; we observe our uncoerced action and infer our attitude. Suggests that unnecessary rewards lead to dislike of activity. Rewarding people for doing what they enjoy leads them to attribute their doing it to the reward and undermine their self perception that they do it bc they like it. Occurs when someone offers unnecessary reward beforehand in an obvious effort to control behaviour.
