On inferring one's beliefs from one's attempt and consequences for subsequent compliance

Dados Bibliográficos

ID6205574
AutoresDariusz Doliński (0000-0002-4225-4258, University of Opole, autor correspondente)
Ano2000
Volume78
Fascículo2
Páginas260-272
Data de publicação2000-01-01
Peer ReviewedSim
Open AccessNão
TipoARTICLE
PeriódicoJournal of Personality and Social Psychology (JOURNAL)
Identificadores do periódicoISSN: 0022-3514 • E-ISSN: 1939-1315
EditoraAmerican Psychological Association (APA) (PUBLISHER)
DOI10.1037//0022-3514.78.2.260
PMID10707333
OpenAlexW2088714695
IdiomaEN
Citações recebidas13
Referências citadas7

D. J. Bem (1967, 1972) has suggested that a person may infer his or her beliefs from his or her actions. With his information-processing viewpoint, D. J. Bem proposed that individuals, by observing their past behaviors, may draw information for assessing their beliefs about themselves. There is a question, however, about the mechanism of self-perception when there is inconsistency between one's attempt to realize an intended goal and the outcome of the action. In a series of field studies, participants who had unsuccessfully tried to help a stranger were more willing to comply with a relatively large request made later. Implications for self-perception theory as well as for enhancing susceptibility to influence techniques are discussed.

Action (physics · Cognitive psychology · Compliance (psychology · Field (mathematics · Information processing · Outcome (game theory · Perception · Social perception · Decision-Making and Behavioral Economics · Emotions and Moral Behavior · Ethics in Business and Education · Psychology · Psychology of Social Influence · Social Psychology