Healthy Skepticism Library item: 20419

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Publication type: Journal Article

Dolinski D.
On inferring one's beliefs from one's attempt and consequences for subsequent compliance.
J Pers Soc Psychol 2000; 78:(2):260-72
http://psycnet.apa.org/journals/psp/78/2/260/

Abstract:

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.

Keywords:
Adult Female Helping Behavior* Humans Male Practice (Psychology) Reinforcement, Social* Self Concept Self-Assessment* Social Behavior Social Facilitation Social Values*