Induced compliance and opinion change

HARUKI SAKAI

doi:10.4992/psycholres1954.23.1

HARUKI SAKAI

Author information

Keywords: dissonance, forced compliance, commitment, inducement, impression management, self-perception

JOURNAL FREE ACCESS

1981 Volume 23 Issue 1 Pages 1-8

DOI https://doi.org/10.4992/psycholres1954.23.1

Details

Published: June 30, 1981 Received: December 10, 1979 Available on J-STAGE: February 24, 2009 Accepted: May 31, 1980 Advance online publication: - Revised: -
Correction information
Date of correction: February 24, 2009 Reason for correction: - Correction: CITATION Details: Wrong : Bem, D.J. 1967 Self-perception: An alternative interpretation of cognitive dissonance phenomena. Psychological Review, 74, 183-200.
Bem, D. J. 1972 Self-perception theory. In L. Berkowitz (Ed.), Advances in experimental social psychology, Vol. 6. New York: Academic Press.
Bem, D. J., & Funder, D. C. 1978 Predicting more of the people more of the time: Assessing the personality of situations. Psychological Review, 85, 485-501.
Calder, B. J., Ross, M., & Insko, C. A. 1973 Attitude change and attitude attribution: Effects of incentive, choice, and consequences. Journal of Personality and Social Psychology, 25, 84-99.
Carlsmith, J. M., Collins, B. E., & Helmreich, R. L. 1966 Studies in forced compliance: The effect of pressure for compliance on attitude change produced by face_??_face role playing and anonymous essay writing. Journal of Personality and Social Psychology, 4, 1-13.
Cohen, A. R. 1962 An experiment on small rewards for discrepant compliance and attitude change. In J. W. Brehm & A. R. Cohen, Explorations in cognitive dissonance. New York: Wiley.
Collins, B. E., & Hoyt, M. F. 1972 Personal responsibility-for-consequences: An integration and extension of the “forced compliance” literature. Journal of Experimental Social Psychology, 8,558-593.
Cooper, J. 1971 Personal responsibility and dissonance: The role of foreseen consequences. Journal of Personality and Social Psychology, 18, 354- 363.
Cooper, J., Zanna, M. P., & Goethals, G. R. 1974 Mistreatment of an esteemed other as a consequence affecting dissonance reduction. Journal of Experimental Social Psychology, 10, 224-233.
Eagly, A. H., & Himmelfarb, S. 1978 Attitudes and opinions. Annual Review of Psychology, 29, 517-554.
Festinger, L. 1957 A theory of cognitive dissonance. Evanston, Ill.: Row, Peterson.
Festinger, L., & Carlsmith, J. M. 1959 Cognitive consequences of forced compliance. Journal of Abnormal and Social Psychology, 58, 203-210.
Frey, D., & Irle, M. 1972 Some conditions to produce a dissonance and an incentive effect in a ‘forced-compliance’ situation. Europian Journal of Social Psychology, 2, 45-54.
Gaes, G. G., Kalle, R. J., & Tedeschi, J. T. 1978 Impression management in the forced compliance situations: Two studies using the bogus pipeline. Journal of Experimental Social Psychology, 14, 493-510.
Greenwald, A. G., & Ronis, D. L. 1978 Twenty years of cognitive dissonance: Case study of the evolution of a theory. Psychological Review, 85, 53-57.
Harvey, J., & Mills, J. 1971 Effects of a difficult opportunity to revoke a counterattitudinal action upon attitude change. Journal of Personality and Social Psychology, 18, 201-209.
Helmreich, R., & Collins, B. E. 1968 Studies in forced compliance: Commitment and magnitude of inducement to comply as determinants of opinion change. Journal of Personality and Social Psychology, 10, 75-81.
Holms, J, G., & Strickland, L. H. 1970 Choice freedom and confirmation of incentive expectancy as determinants of attitude change. Journal of Personality and Social Psychology, 14, 39-45.
Hovland, C. I., Janis, I. L., & Kelley, H. H. 1953 Communication and persuasion. New Haven: Yale University Press.
Hoyt, M. F., Henley, M. D., & Collins, B. E. 1972 Studies in forced compliance: Confluence of choice and consequences on attitude change. Journal of Personality and Social Psychology, 23, 205-210.
Janis, I. L., & Gilmore, J. B. 1965 The influence of incentive conditions on success of role playing in modifying attitudes. Journal of Personality and Social Psychology, 1, 17-27.
Kiesler, C. A. 1971 The psychology of commitment. New York: Academic Press.
Linder, D. E., Cooper, J., & Jones, E. E. 1967 Decision freedom as a determinant of the role of incentive magnitude in attitude change. Journal of Personality and Social Psychology, 6, 245-254.
Nel, E., Helrnreich, R., & Aronson, E. 1969 Opinion change in the advocate as a function of the persuasibility of his audience: A clarification of the meaning of dissonance. Journal of Personality and Social Psychology, 12, 117-124.
Pallak, M. S., Sogin, S. R., & Van Zante, A. 1974 Bad decisions: Effect of volition, locus of causality, and negative consequences on attitude change. Journal of Personality and Social Psychology, 30, 217-227.
Riess, M., & Schlenker, B. R. 1977 Attitude change and responsibility avoidance as modes of dilemma resolution in forced-compliance situations. Journal of Personality and Social Psychology, 35,21-30.
Rosenberg, M. J. 1965 When dissonance fails: On eliminating evaluation apprehension from attitude measurement. Journal of Personality and Social Psychology, 1, 28-42.
Sakai, H., & Andow, K. 1980 Attribution of personal responsibility and dissonance reduction. Japanese Psychological Research, 22, 32-41.
Schlenker, B. R., Forsyth, D. R., Leary, M. R., & Miller, R. S. 1980 Self-presentational analysis of the effects of incentives on attitude change following counterattitudinal behavior. Journal of Personality and Social Psychology, 39, 553-577.
Sherman, S. J. 1970 Effects of choice and incentive on attitude change in a discrepant behavior situation. Journal of Personality and Social Psychology, 15, 245-252.
Sogin, S. R., & Pallak, M. S. 1976 Bad decisions, responsibility, and attitude change: Effects of volition, foreseeability, and locus of causality of negative consequences. Journal of Personality and Social Psychology, 33, 300-306.
Tedeschi, J. T., Schlenker, B. R., & Bonoma, T. V. 1971 Cognitive dissonance: Private ratiocination or public spectacle? American Psychologist, 26, 685-695.
Wicklund, R. A., & Brehm, J. W. 1976 Perspec- tives on cognitive dissonance. Hillsdale, N. J.: Lawrence Erlbaum Associates.

Right : Bem, D. J. 1967 Self-perception: An alternative interpretation of cognitive dissonance phenomena. Psychological Review, 74, 183-200.
Bem, D. J. 1972 Self-perception theory. In L. Berkowitz (Ed.), Advances in experimental social psychology, Vol.6. New York: Academic Press.
Bem, D. J., & Funder, D. C. 1978 Predicting more of the people more of the time: Assessing the personality of situations. Psychological Review, 85, 485-501.
Calder, B. J., Ross, M., & Insko, C. A. 1973 Attitude change and attitude attribution: Effects of incentive, choice, and consequences. Journal of Personality and Social Psychology, 25, 84-99.
Carlsmith, J. M., Collins, B. E., & Helmreich, R. L. 1966 Studies in forced compliance: The effect of pressure for compliance on attitude change produced by face-to-face role playing and anonymous essay writing. Journal of Personality and Social Psychology, 4, 1-13.
Cohen, A. R. 1962 An experiment on small rewards for discrepant compliance and attitude change. In J. W. Brehm & A. R. Cohen, Explorations in cognitive dissonance. New York: Wiley.
Collins, B. E., & Hoyt, M. F. 1972 Personal responsibility-for-consequences: An integration and extension of the “forced compliance” literature. Journal of Experimental Social Psychology, 8, 558-593.
Cooper, J. 1971 Personal responsibility and dissonance: The role of foreseen consequences. Journal of Personality and Social Psychology, 18, 354-363.
Cooper, J., Zanna, M. P., & Goethals, G. R. 1974 Mistreatment of an esteemed other as a consequence affecting dissonance reduction. Journal of Experimental Social Psychology, 10, 224-233.
Eagly, A. H., & Himmelfarb, S. 1978 Attitudes and opinions. Annual Review of Psychology, 29, 517-554.
Festinger, L. 1957 A theory of cognitive dissonance. Evanston, Ill.: Row, Peterson.
Festinger, L., & Carlsmith, J. M. 1959 Cognitive consequences of forced compliance. Journal of Abnormal and Social Psychology, 58, 203-210.
Frey, D., & Irle, M. 1972 Some conditions to produce a dissonance and an incentive effect in a ‘forced-compliance’ situation. Europian Journal of Social Psychology, 2, 45-54.
Gaes, G. G., Kalle, R. J., & Tedeschi, J. T. 1978 Impression management in the forced compliance situations: Two studies using the bogus pipeline. Journal of Experimental Social Psychology, 14, 493-510.
Greenwald, A. G, & Ronis, D. L. 1978 Twenty years of cognitive dissonance: Case study of the evolution of a theory. Psychological Review, 85, 53-57.
Harvey, J., & Mills, J. 1971 Effects of a difficult opportunity to revoke a counterattitudinal action upon attitude change. Journal of Personality and Social Psychology, 18, 201-209.
Helmreich, R., & Collins, B. E. 1968 Studies in forced compliance: Commitment and magnitude of inducement to comply as determinants of opinion change. Journal of Personality and Social Psychology, 10, 75-81.
Holms, J, G., & Strickland, L. H. 1970 Choice freedom and confirmation of incentive expectancy as determinants of attitude change. Journal of Personality and Social Psychology, 14, 39-45.
Hovland, C. I., Janis, I. L., & Kelley, H. H. 1953 Communication and persuasion. New Haven: Yale University Press.
Hoyt, M. F., Henley, M. D., & Collins, B. E. 1972 Studies in forced compliance: Confluence of choice and consequences on attitude change. Journal of Personality and Social Psychology, 23, 205-210.
Janis, I. L., & Gilmore, J. B. 1965 The influence of incentive conditions on success of role playing in modifying attitudes. Journal of Personality and Social Psychology, 1, 17-27.
Kiesler, C. A. 1971 The psychology of commitment. New York: Academic Press.
Linder, D. E., Cooper, J., & Jones, E. E. 1967 Decision freedom as a determinant of the role of incentive magnitude in attitude change. Journal of Personality and Social Psychology, 6, 245-254.
Nel, E., Helmreich, R., & Aronson, E. 1969 Opinion change in the advocate as a function of the persuasibility of his audience: A clarification of the meaning of dissonance. Journal of Personality and Social Psychology, 12, 117-124.
Pallak, M. S., Sogin, S. R., & Van Zante, A. 1974 Bad decisions: Effect of volition, locus of causality, and negative consequences on attitude change. Journal of Personality and Social Psychology, 30, 217-227.
Riess, M., & Schlenker, B. R. 1977 Attitude change and responsibility avoidance as modes of dilemma resolution in forced-compliance situations. Journal of Personality and Social Psychology, 35, 21-30.
Rosenberg, M. J. 1965 When dissonance fails: On eliminating evaluation apprehension from attitude measurement. Journal of Personality and Social Psychology, 1, 28-42.
Sakai, H., & Andow, K. 1980 Attribution of personal responsibility and dissonance reduction. Japanese Psychological Research, 22, 32-41.
Schlenker, B. R., Forsyth, D. R., Leary, M. R., & Miller, R. S. 1980 Self-presentational analysis of the effects of incentives on attitude change following counterattitudinal behavior. Journal of Personality and Social Psychology, 39, 553-577.
Sherman, S. J. 1970 Effects of choice and incentive on attitude change in a discrepant behavior situation. Journal of Personality and Social Psychology, 15, 245-252.
Sogin, S. R., & Pallak, M. S. 1976 Bad decisions, responsibility, and attitude change: Effects of volition, foreseeability, and locus of causality of negative consequences. Journal of Personality and Social Psychology, 33, 300-306.
Tedeschi, J. T., Schlenker, B. R., & Bonoma, T. V. 1971 Cognitive dissonance: Private ratiocination or public spectacle? American Psychologist, 26, 685-695.
Wicklund, R. A., & Brehm, J. W. 1976 Perspectives on cognitive dissonance. Hillsdale, N. J.: Lawrence Erlbaum Associates.

Date of correction: February 24, 2009 Reason for correction: - Correction: PDF FILE Details: -

Date of correction: February 24, 2009 Reason for correction: - Correction: CITATION Details: Wrong : Bem, D. J. 1967 Self-perception: An alternative interpretation of cognitive dissonance phenomena. Psychological Review, 74, 183-200.
Bem, D. J. 1972 Self-perception theory. In L. Berkowitz (Ed.), Advances in experimental social psychology, Vol.6. New York: Academic Press.
Bem, D. J., & Funder, D. C. 1978 Predicting more of the people more of the time: Assessing the personality of situations. Psychological Review, 85, 485-501.
Calder, B. J., Ross, M., & Insko, C. A. 1973 Attitude change and attitude attribution: Effects of incentive, choice, and consequences. Journal of Personality and Social Psychology, 25, 84-99.
Carlsmith, J. M., Collins, B. E., & Helmreich, R. L. 1966 Studies in forced compliance: The effect of pressure for compliance on attitude change produced by face-to-face role playing and anonymous essay writing. Journal of Personality and Social Psychology, 4, 1-13.
Cohen, A. R. 1962 An experiment on small rewards for discrepant compliance and attitude change. In J. W. Brehm & A. R. Cohen, Explorations in cognitive dissonance. New York: Wiley.
Collins, B. E., & Hoyt, M. F. 1972 Personal responsibility-for-consequences: An integration and extension of the “forced compliance” literature. Journal of Experimental Social Psychology, 8, 558-593.
Cooper, J. 1971 Personal responsibility and dissonance: The role of foreseen consequences. Journal of Personality and Social Psychology, 18, 354-363.
Cooper, J., Zanna, M. P., & Goethals, G. R. 1974 Mistreatment of an esteemed other as a consequence affecting dissonance reduction. Journal of Experimental Social Psychology, 10, 224-233.
Eagly, A. H., & Himmelfarb, S. 1978 Attitudes and opinions. Annual Review of Psychology, 29, 517-554.
Festinger, L. 1957 A theory of cognitive dissonance. Evanston, Ill.: Row, Peterson.
Festinger, L., & Carlsmith, J. M. 1959 Cognitive consequences of forced compliance. Journal of Abnormal and Social Psychology, 58, 203-210.
Frey, D., & Irle, M. 1972 Some conditions to produce a dissonance and an incentive effect in a ‘forced-compliance’ situation. Europian Journal of Social Psychology, 2, 45-54.
Gaes, G. G., Kalle, R. J., & Tedeschi, J. T. 1978 Impression management in the forced compliance situations: Two studies using the bogus pipeline. Journal of Experimental Social Psychology, 14, 493-510.
Greenwald, A. G, & Ronis, D. L. 1978 Twenty years of cognitive dissonance: Case study of the evolution of a theory. Psychological Review, 85, 53-57.
Harvey, J., & Mills, J. 1971 Effects of a difficult opportunity to revoke a counterattitudinal action upon attitude change. Journal of Personality and Social Psychology, 18, 201-209.
Helmreich, R., & Collins, B. E. 1968 Studies in forced compliance: Commitment and magnitude of inducement to comply as determinants of opinion change. Journal of Personality and Social Psychology, 10, 75-81.
Holms, J, G., & Strickland, L. H. 1970 Choice freedom and confirmation of incentive expectancy as determinants of attitude change. Journal of Personality and Social Psychology, 14, 39-45.
Hovland, C. I., Janis, I. L., & Kelley, H. H. 1953 Communication and persuasion. New Haven: Yale University Press.
Hoyt, M. F., Henley, M. D., & Collins, B. E. 1972 Studies in forced compliance: Confluence of choice and consequences on attitude change. Journal of Personality and Social Psychology, 23, 205-210.
Janis, I. L., & Gilmore, J. B. 1965 The influence of incentive conditions on success of role playing in modifying attitudes. Journal of Personality and Social Psychology, 1, 17-27.
Kiesler, C. A. 1971 The psychology of commitment. New York: Academic Press.
Linder, D. E., Cooper, J., & Jones, E. E. 1967 Decision freedom as a determinant of the role of incentive magnitude in attitude change. Journal of Personality and Social Psychology, 6, 245-254.
Nel, E., Helmreich, R., & Aronson, E. 1969 Opinion change in the advocate as a function of the persuasibility of his audience: A clarification of the meaning of dissonance. Journal of Personality and Social Psychology, 12, 117-124.
Pallak, M. S., Sogin, S. R., & Van Zante, A. 1974 Bad decisions: Effect of volition, locus of causality, and negative consequences on attitude change. Journal of Personality and Social Psychology, 30, 217-227.
Riess, M., & Schlenker, B. R. 1977 Attitude change and responsibility avoidance as modes of dilemma resolution in forced-compliance situations. Journal of Personality and Social Psychology, 35, 21-30.
Rosenberg, M. J. 1965 When dissonance fails: On eliminating evaluation apprehension from attitude measurement. Journal of Personality and Social Psychology, 1, 28-42.
Sakai, H., & Andow, K. 1980 Attribution of personal responsibility and dissonance reduction. Japanese Psychological Research, 22, 32-41.
Schlenker, B. R., Forsyth, D. R., Leary, M. R., & Miller, R. S. 1980 Self-presentational analysis of the effects of incentives on attitude change following counterattitudinal behavior. Journal of Personality and Social Psychology, 39, 553-577.
Sherman, S. J. 1970 Effects of choice and incentive on attitude change in a discrepant behavior situation. Journal of Personality and Social Psychology, 15, 245-252.
Sogin, S. R., & Pallak, M. S. 1976 Bad decisions, responsibility, and attitude change: Effects of volition, foreseeability, and locus of causality of negative consequences. Journal of Personality and Social Psychology, 33, 300-306.
Tedeschi, J. T., Schlenker, B. R., & Bonoma, T. V. 1971 Cognitive dissonance: Private ratiocination or public spectacle? American Psychologist, 26, 685-695.
Wicklund, R. A., & Brehm, J. W. 1976 Perspectives on cognitive dissonance. Hillsdale, N. J.: Lawrence Erlbaum Associates.

Right : Bem, D. J. 1967 Self-perception: An alternative interpretation of cognitive dissonance phenomena. Psychological Review, 74, 183-200.
Bem, D. J. 1972 Self-perception theory. In L. Berkowitz (Ed.), Advances in experimental social psychology, Vol.6. New York: Academic Press.
Bem, D. J., & Funder, D. C. 1978 Predicting more of the people more of the time: Assessing the personality of situations. Psychological Review, 85, 485-501.
Calder, B. J., Ross, M., & Insko, C. A. 1973 Attitude change and attitude attribution: Effects of incentive, choice, and consequences. Journal of Personality and Social Psychology, 25, 84-99.
Carlsmith, J. M., Collins, B. E., & Helmreich, R. L. 1966 Studies in forced compliance: The effect of pressure for compliance on attitude change produced by face-to-face role playing and anonymous essay writing. Journal of Personality and Social Psychology, 4, 1-13.
Cohen, A. R. 1962 An experiment on small rewards for discrepant compliance and attitude change. In J. W. Brehm & A. R. Cohen, Explorations in cognitive dissonance. New York: Wiley.
Collins, B. E., & Hoyt, M. F. 1972 Personal responsibility-for-consequences: An integration and extension of the “forced compliance” literature. Journal of Experimental Social Psychology, 8, 558-593.
Cooper, J. 1971 Personal responsibility and dissonance: The role of foreseen consequences. Journal of Personality and Social Psychology, 18, 354-363.
Cooper, J., Zanna, M. P., & Goethals, G. R. 1974 Mistreatment of an esteemed other as a consequence affecting dissonance reduction. Journal of Experimental Social Psychology, 10, 224-233.
Eagly, A. H., & Himmelfarb, S. 1978 Attitudes and opinions. Annual Review of Psychology, 29, 517-554.
Festinger, L. 1957 A theory of cognitive dissonance. Evanston, Ill.: Row, Peterson.
Festinger, L., & Carlsmith, J. M. 1959 Cognitive consequences of forced compliance. Journal of Abnormal and Social Psychology, 58, 203-210.
Frey, D., & Irle, M. 1972 Some conditions to produce a dissonance and an incentive effect in a ‘forced-compliance’ situation. Europian Journal of Social Psychology, 2, 45-54.
Gaes, G. G., Kalle, R. J., & Tedeschi, J. T. 1978 Impression management in the forced compliance situations: Two studies using the bogus pipeline. Journal of Experimental Social Psychology, 14, 493-510.
Greenwald, A. G., & Ronis, D. L. 1978 Twenty years of cognitive dissonance: Case study of the evolution of a theory. Psychological Review, 85, 53-57.
Harvey, J., & Mills, J. 1971 Effects of a difficult opportunity to revoke a counterattitudinal action upon attitude change. Journal of Personality and Social Psychology, 18, 201-209.
Helmreich, R., & Collins, B. E. 1968 Studies in forced compliance: Commitment and magnitude of inducement to comply as determinants of opinion change. Journal of Personality and Social Psychology, 10, 75-81.
Holms, J. G., & Strickland, L. H. 1970 Choice freedom and confirmation of incentive expectancy as determinants of attitude change. Journal of Personality and Social Psychology, 14, 39-45.
Hovland, C. I., Janis, I. L., & Kelley, H. H. 1953 Communication and persuasion. New Haven: Yale University Press.
Hoyt, M. F., Henley, M. D., & Collins, B. E. 1972 Studies in forced compliance: Confluence of choice and consequences on attitude change. Journal of Personality and Social Psychology, 23, 205-210.
Janis, I. L., & Gilmore, J. B. 1965 The influence of incentive conditions on success of role playing in modifying attitudes. Journal of Personality and Social Psychology, 1, 17-27.
Kiesler, C. A. 1971 The psychology of commitment. New York: Academic Press.
Linder, D. E., Cooper, J., & Jones, E. E. 1967 Decision freedom as a determinant of the role of incentive magnitude in attitude change. Journal of Personality and Social Psychology, 6, 245-254.
Nel, E., Helmreich, R., & Aronson, E. 1969 Opinion change in the advocate as a function of the persuasibility of his audience: A clarification of the meaning of dissonance. Journal of Personality and Social Psychology, 12, 117-124.
Pallak, M. S., Sogin, S. R., & Van Zante, A. 1974 Bad decisions: Effect of volition, locus of causality, and negative consequences on attitude change. Journal of Personality and Social Psychology, 30, 217-227.
Riess, M., & Schlenker, B. R. 1977 Attitude change and responsibility avoidance as modes of dilemma resolution in forced-compliance situations. Journal of Personality and Social Psychology, 35, 21-30.
Rosenberg, M. J. 1965 When dissonance fails: On eliminating evaluation apprehension from attitude measurement. Journal of Personality and Social Psychology, 1, 28-42.
Sakai, H., & Andow, K. 1980 Attribution of personal responsibility and dissonance reduction. Japanese Psychological Research, 22, 32-41.
Schlenker, B. R., Forsyth, D. R., Leary, M. R., & Miller, R. S. 1980 Self-presentational analysis of the effects of incentives on attitude change following counterattitudinal behavior. Journal of Personality and Social Psychology, 39, 553-577.
Sherman, S. J. 1970 Effects of choice and incentive on attitude change in a discrepant behavior situation. Journal of Personality and Social Psychology, 15, 245-252.
Sogin, S. R., & Pallak, M. S. 1976 Bad decisions, responsibility, and attitude change: Effects of volition, foreseeability, and locus of causality of negative consequences. Journal of Personality and Social Psychology, 33, 300-306.
Tedeschi, J. T., Schlenker, B. R., & Bonoma, T. V. 1971 Cognitive dissonance: Private ratiocination or public spectacle? American Psychologist, 26, 685-695.
Wicklund, R. A., & Brehm, J. W. 1976 Perspectives on cognitive dissonance. Hillsdale, N. J.: Lawrence Erlbaum Associates.

Abstract

The present study investigated the effects of commitment and inducement on opinion change in a forced compliance situation. Subjects were induced to record strongly counterattitudinal statements under two levels of commitment (Anonymous or Public recording). As inducement conditions, half of the subjects were offered one pencil while the remaining subjects were offered five pencils for recording the statements. It was found that subjects in the Public conditions showed opinion change in the direction of the counterattitudinal position while subjects in the Anonymous conditions did not. The inducement manipulation was not effective in producing differential opinion change. These results were discussed in terms of dissonance, self-presentation, and self-perception theories.

Corresponding author

Correction information

Register with J-STAGE for free!