Liking for a Group Following an Initiation: Impression Management or Dissonance Reduction?

Published on Mar 1, 1975
· DOI :10.2307/2786235
Barry R. Schlenker42
Estimated H-index: 42
  • References (14)
  • Citations (16)
📖 Papers frequently viewed together
343 Citations
20 Citations
140 Citations
78% of Scinapse members use related papers. After signing in, all features are FREE.
20 CitationsSource
#1Inger SagatunH-Index: 1
Like other social situations, experimental encounters are conceived as normatively structured in terms of the dispositional attributions that participants make about one another. Experimental norms or demand characteristics provide individuals with ideas about appropriate and expected behavior. One of these norms seems to be that of reciprocity, such that a likeable experimenter is supposed to get positive responses to his stimuli from subjects interacting with him. It seemed to us that a well-k...
22 CitationsSource
#1Alan E. Gross (OSU: Ohio State University)H-Index: 3
#2Barbara S. Riemer (UW: University of Wisconsin-Madison)H-Index: 1
Last. Barry E. Collins (UCLA: University of California, Los Angeles)H-Index: 22
view all 3 authors...
Abstract This paper tests effects of audience feedback on speaker attitudes. One hundred and seven male subjects with initial beliefs on both sides of an issue (women's role) were assigned to speak for or against their own position; then an “audience” provided one of three types of feedback (speaker was sincere, speaker was insincere, no feedback) in a 2 × 2 × 3 design. Subjects who received sincere feedback showed greater change in the direction of their speech than did those who received insin...
5 CitationsSource
#1Barry R. SchlenkerH-Index: 1
1 Citations
#1James T. TedeschiH-Index: 17
#2Barry R. SchlenkerH-Index: 42
Last. Thomas V. BonomaH-Index: 19
view all 3 authors...
343 CitationsSource
140 CitationsSource
676 Citations
#1Harold B. Gerard (UCR: University of California, Riverside)H-Index: 3
#2Grover C Mathewson (UCR: University of California, Riverside)H-Index: 1
Abstract This epperiment represents an attempt to rule out a number of alternative explanations of an effect found in a previous experiment by Aronson and Mills. This effect, that the more a person suffers in order to obtain something, the greater will be the tendency for him to evaluate it positively, was predicted from dissonance theory. By modifying the original experiment in a number of ways, and applying additional treatment variations, these other hypotheses were effectively ruled out, thu...
145 CitationsSource
#1Albert Pepitone (UPenn: University of Pennsylvania)H-Index: 15
17 CitationsSource
#1Julian B. Rotter (UConn: University of Connecticut)H-Index: 29
15.7k CitationsSource
Cited By16
#1Mark R. Leary (Duke University)H-Index: 72
#2Kaitlin T. Raimi (Vandy: Vanderbilt University)H-Index: 8
Last. Kate J. Diebels (Duke University)H-Index: 4
view all 4 authors...
Many psychological phenomena have been explained primarily in terms of intrapsychic motives to maintain particular cognitive or affective states—such as motives for consistency, self-esteem, and authenticity—whereas other phenomena have been explained in terms of interpersonal motives to obtain tangible resources, reactions, or outcomes from other people. In this article, we describe and contrast intrapsychic and interpersonal motives, and we review evidence showing that these two distinct sets ...
12 CitationsSource
#1Ricky Y. K. Chan (PolyU: Hong Kong Polytechnic University)H-Index: 26
#2Esther Yam (PolyU: Hong Kong Polytechnic University)H-Index: 1
Based on the ecological scale of Maloney et al. (1973, 1975), the present study is aimed to test the relationship between environmental attitudes and behaviour in a more rigorous manner. In doing so, 552 Hong Kong citizens were interviewed and several salient findings were generated. First, along with what is proposed by literature, verbal commitment was found to be the most immediately relevant predictor for one's self-reported actual environmental behaviour. Second, when compared between knowl...
71 CitationsSource
#1Paul Rosenfeld (PSU: Pennsylvania State University)H-Index: 23
#2Robert A. Giacalone (Bryant University)H-Index: 32
Last. James T. Tedeschi (University at Albany, SUNY)H-Index: 26
view all 3 authors...
When individuals expend effort for a task that turns out to be boring or trivial they often justify their effort by enhancing the ratings of the task. The present experiment attempted to differentiate between two explanations for this process of effort justification: dissonance and impression management. Subjects completed either a simple (low effort) or difficult (high effort) number-circling task for an experimenter who was either friendly and pleasant (high attractiveness) or rude and unpleas...
13 CitationsSource
Abstract Informal performance feedback from supervisors can have a significant and generally desirable impact on the performance and job-related attitudes of their subordinates. A model of the overall feedback process is outlined. The model is concerned with the factors that influence supervisors' performance feedback behavior, as well as with the effects that giving feedback can have on both the subordinate and the supervisor him/herself. Empirical evidence bearing on this model is reviewed, an...
163 CitationsSource
#1Sheldon Stryker (IU: Indiana University Bloomington)H-Index: 19
Publisher Summary Social psychology is ideology and relates to the way human beings are conceptualized. This chapter discusses the structural symbolic interactionaism and developments in the two social psychologies. The common developments and developments in psychological and sociological social psychology are reviewed in the chapter. The ultimate end of an interdisciplinary social psychology and the more immediate goals of maintaining contact and benefitting from one another obviously require ...
24 CitationsSource
#1Sheldon Stryker (IU: Indiana University)H-Index: 19
10 CitationsSource
#1Barry R. Schlenker (UF: University of Florida)H-Index: 42
#2Marc Riess (Middlebury College)H-Index: 7
Attitude statements present a particular image of the respondent to onlookers and can be tactically used for self-presentational purposes. The present study investigated the relationship between variables relevant to self-presentation and attitude statements following proattitudinal actions. Under conditions of high or low decision freedom, female subjects committed themselves to argue for a proattitudinal issue. The experimenter described the issue as either low or high in importance, and subse...
10 CitationsSource
#1Paul W. Miniard (UF: University of Florida)H-Index: 16
#2Joel B. Cohen (UF: University of Florida)H-Index: 27
Behavioral intentions often have been used as a surrogate for actual behavior in choice models and to reflect the impact of marketing variables. The Fishbein behavioral intentions model posits two ...
71 CitationsSource
#1Howard F. Taylor (Princeton University)H-Index: 2
#2Carlton A. Hornung (Johns Hopkins University)H-Index: 1
Theories of cognitive consistency are formally integrated and compared by applying a multiple regression modeling strategy that has developed in the analysis and formal integration of theories of social consistency. Several important studies of cognitive consistency theories are reviewed to locate conceptual omissions in tests of the theory. In addition, several issues that are problematic in testing consistency theories are reviewed, alternative solutions are discussed, and areas in which addit...
10 CitationsSource
#1Paul W. MiniardH-Index: 16
#2Joel B. CohenH-Index: 27
In marketing sole reliance often is placed on attitudes in the prediction of behavior and behavioral intentions. More fundamentally, however, behavior historically has been viewed as the product of both individuallevel/ cognitive factors and interpersonal/group influences. Though the Fishbein behavioral intentions (FBI) model represents an attempt to combine both orientations within a single paradigm, marketing researchers have concentrated almost solely on attitudes as predictors. Because of th...