PSYC 3346 Lecture Notes - Lecture 5: Individualism, Dependent And Independent Variables
18 Oct 2018
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Psyc 3346 lecture 5 notes commitment and consistency. Goal of maintaining a positive self-concept: people have a strong need to enhance their self-concepts by behaving consistently with their actions, statements, commitments, beliefs, and self-ascribed traits, this forms the basis for much of compliance research. Sources of consistency pressure: personal consistency is valued by society. It is often a beneficial approach to life. It is easier to be consistent (as a mental shortcut) Foot-in-the-door technique (fitd: before making the target request, begin by getting compliance with a very small request, freedman and fraser (1966) housewives study, two conditions, foot-in-the-door condition: one group was first asked a small request . Evidence for self-perception theory as the process behind fitd. If people are paid for the first act of compliance it does not work because it does not lead to internal change. If people are not motivated to be consistent with their self-images it does not work because there is no internal change.
