The influence of incentive conditions on the success of role playing in modifying attitudes
Bibliographic Data
| ID | 6200323 |
|---|---|
| Authors | Irving L Janis, J Barnard Gilmore |
| Year | 1965 |
| Volume | 1 |
| Issue | 1 |
| Pages | 17-27 |
| Publication date | 1965-01-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/h0021643 |
| PMID | 14328699 |
| OpenAlex | W2050484567 |
| Language | EN |
| Citations received | 77 |
| References cited | 12 |
Attitude change · Incentive · Microeconomics · Cultural Differences and Values · Education, Achievement, and Giftedness · Psychological and Temporal Perspectives Research · Psychology · Social Psychology
Conditions for Establishing a System of Fairness
Les théories de la dissonance cognitive
Psychological effects of immoral actions
Role playing, incentive, and dissonance
Attitudinal effects of unforeseen consequences
Relationship between the quality of counterattitudinal performance and attitude change
Compliance, expectation of a reward, and opinion change
Choice freedom and confirmation of incentive expectancy as determinants of attitude change
Attitude change effects of timing and amount of payment for counterattitudinal behavior
The anal character
Effects of choice and incentive on attitude change in a discrepant behavior situation
Machiavellianism, justification, and attitude change following counterattitudinal advocacy
Studies in forced compliance
Incentive to perform counterattitudinal acts
The Religious Crusade
Dissonance, Social Consequences and Methods of Conflict Resolution
Self-perception
Lay Epistemic Theory in Social-Cognitive Psychology
Under what conditions does theory obstruct research progress?
Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change
The Theory of Cognitive Dissonance
Role Playing, Issue Importance, and Attitude Change
Choice, Aversive Consequences, and the “Truth-Telling” Potential of the Situation as Integrating Concepts in Forced Compliance
Influence of Emotional Role-Playing on Smoking Habits and Attitudes
Overcoming Resistance to Persuasion via Contiguous Reinforcement and Repetition of Message
When Cognitive Dissonance is Also Memory-Based
Effectiveness of Role Reversal
The Role of Biased Scanning in Counterattitudinal Advocacy
Learning Theory Approaches to Persuasion
The relationship of opinion-strength and order of self-produced arguments to number of arguments produced and opinion change
A sociolinguistic view of the language of persuasion in Jordanian society
Attitudes and Stereotypes About the Homeless
The Elaboration Likelihood Model of Persuasion
The Elaboration Likelihood Model of Persuasion
Predicting more of the people more of the time
Consumer Behavior and Psychological Reactance
Mapping our underlying cognitions and emotions about good environmental behavior
Individual differences, self-presentation, and cognitive dissonance
Attitude change induced by role playing as a function of improvisation and role-taking skill
Prior attitude and language intensity as predictors of message style and attitude change following counterattitudinal advocacy
Increasing adherence to a stressful decision via a motivational balance-sheet procedure
Regulating affect interpersonally
Forewarning effects in persuasion
Self-presentational analysis of the effects of incentives on attitude change following counterattitudinal behavior
Honesty of subjects and birth order
Influence of fantasy ability on attitude change through role playing
Relative persistence of opinion change induced by active compared to passive participation
Salience of logical relationships among beliefs as a factor in persuasion
Logical relationships among beliefs and timing as factors in persuasion
Uneven progress
Studies in forced compliance
The effects of extrinsic incentive on some qualitative aspects of task performance 1
Temporal mechanisms mediating attitude change after underpayment and overpayment
Influence motivation and feedback regarding influence outcomes as determinants of self-persuasion magnitude 1
When does dissonance fail? The time dimension in attitude measurement1
On Measuring Counterarguing
A trans-paradigm theoretical synthesis of cognitive dissonance theory
Psychological antecedents of conspicuous consumption
A tax can nudge
Why Operationism Doesn't Go Away
Experimentation in social psychology
Some conditions to produce a dissonance and an incentive effect in a ‘forced‐compliance’ situationx
Role-playing and Change of Attitude toward the Police after a Campus Riot
Communication and persuasion research
Debriefing” and susceptibility to subsequent experimental manipulations
Personal responsibility-for-consequences
The open-mindedness of the counterattitudinal role player
Intelligence and susceptibility to persuasion under conditions of active and passive participation
Performance of an unpleasant task
The effects of emotional role playing on desire to modify smoking habits
Audience reaction as a determinant of the speaker's self-persuasion
Saying is believing”
Attribution, dissonance, and the illusion of uniqueness
The effects of role-reversal during the discussion of opposing viewpoints
The model of ambivalent choice and dissonant commitment
The automatic influence of advocacy on lawyers and novices
A Critical Reexamination of the Practice Component in Counselor Training
Explorations in cognitive dissonance.
A Theory of Cognitive Dissonance
Verbalization and reactions to cognitive dissonance1
Comparison of the Effectiveness of Improvised Versus Non-Improvised Role-Playing in Producing Opinion Changes
Attitude Change as a Function of Response Restriction
When dissonance fails
Attitude change and justification for compliance
Attitude change through modification of attitude structure
The influence of role playing on opinion change
Some personality correlates of concept change through role playing
Modification of an emotionally held attitude through role playing
| Unique citing works | 77 |
|---|---|
| Citations per year | 1,28 |
| Citation span | 1966 - 2025 (60) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 62 |