Inducing Hypocrisy as a Means of Encouraging Young Adults to Use Condoms

Stone, Jeff; Aronson, Elliot; Crain, A. Lauren; Winslow, Matthew P.; Fried, Carrie B.

doi:10.1177/0146167294201012

Cited by 279 publications

(248 citation statements)

References 19 publications

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“…67 This research suggests that warning labels could be designed to serve as a hypocrisy manipulation. For example, if smokers believe that children should not smoke and they have told their own children not to smoke, warning labels could remind smokers that their own smoking behaviour is a major cause of their own children's smoking (fig 4).…”

Section: Additional Content Principlesmentioning

confidence: 97%

Enhancing the effectiveness of tobacco package warning labels: a social psychological perspective

Strahan

White²,

Fong³

et al. 2002

Tob Control

178

137

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Objective: To outline social psychological principles that could influence the psychosocial and behavioural effects of tobacco warning labels, and to inform the development of more effective tobacco warning labels. Data sources: PsycInfo and Medline literature searches and expert guided selection of principles and theories in social psychology and of tobacco warning labels, including articles, books, and reports. Conclusions: Tobacco warning labels represent a potentially effective method of influencing attitudes and behaviours. This review describes social psychological principles that could be used to guide the creation of more effective warning labels. The potential value of incorporating warning labels into a broader public health education campaign is discussed, and directions for future research are suggested.

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Section: Additional Content Principlesmentioning

confidence: 97%

Enhancing the effectiveness of tobacco package warning labels: a social psychological perspective

Strahan

White²,

Fong³

et al. 2002

Tob Control

178

137

View full text Add to dashboard Cite

show abstract

“…Research using a belief disconfirmation paradigm has shown that, when persons are exposed to information that challenges their beliefs, they often strengthen their original belief (Batson, 1975;Burris, Harmon-Jones, & Tarpley, 1997). Research using a hypocrisy paradigm has shown that persons change their behavior to be more in line with their beliefs when they are reminded of times when they did not live up to their beliefs (Aronson, Fried, & Stone, 1991;Stone et al, 1994). It is difficult to reconcile any of these lines of dissonance research with a conception of dissonance theory in which the production of an aversive consequence is the only motivator of dissonance-related attitude change.…”

Section: New Lookmentioning

confidence: 99%

Cognitive Dissonance Theory After 50 Years of Development

Harmon‐Jones

2007

Zeitschrift für Sozialpsychologie

224

121

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Abstract.Research and theoretical developments on the theory of cognitive dissonance are reviewed. After considering the self-consistency, self-affirmation, and aversive consequences revisions, the authors review research that has challenged each of the revisions and that supports the original version of the theory. Then, the authors review the action-based model of dissonance, which accepts the original theory's proposal that a sufficient cognitive inconsistency causes dissonance and extends the original theory by proposing why cognitive inconsistency prompts dissonance. Finally, the authors present results from experiments examining predictions derived from the actionbased model and neural processes involved in dissonance reduction. Zeitschrift für Sozialpsychologie, 38 (1), 2007, 7-16 Die Theorie der kognitiven Dissonanz nach 50 Jahren der Entwicklung Zusammenfassung. Forschung und theoretische Entwicklungen zur Theorie der kognitiven Dissonanz werden im Überblick dargestellt. Nach der Betrachtung dreier Weiterentwicklungen, die jeweils Selbstkonsistenz, "self-affirmation" bzw. aversive Verhaltenskonsequenzen betonen, besprechen die AutorInnen Forschungsergebnisse, welche jede dieser Weiterentwicklungen in Frage stellen und die Originalversion der Theorie stützen. Dann präsentieren sie das handlungsbasierte Dissonanzmodell. In diesem Modell wird die Annahme der ursprünglichen Theorie aufgegriffen, dass hinreichende kognitive Inkonsistenz Dissonanz verursacht, und es wird erklärt, warum dies der Fall ist. Abschließend werden Ergebnisse von Experimenten dargestellt, in denen Vorhersagen des handlungsbasierten Dissonanzmodells getestet und neuronale Prozesse, die bei der Dissonanzreduktion auftreten, untersucht wurden.

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“…The recent work that has examined behavioral change as a route to dissonance reduction has looked primarily at motivating prosocial behavior through highlighting personal hypocrisy (Aronson, Fried, & Stone, 1991;Stone et al, 1994;Stone & Fernandez, 2008). This work extends our knowledge of the ways in which dissonance can be resolved with behavioral changes, showing that there can be suboptimal behavioral responses to dissonance as well as prosocial ones.…”

Section: Discussionmentioning

confidence: 82%

“…Paradigms highlighting personal hypocrisy have been successfully used to encourage safer sex practices (Stone, Aronson, Crain, Winslow, & Fried, 1994), to increase electricity conservation (Kantola, Syme, & Campbell, 1984), water conservation (Dickerson, Thibodeau, Aronson, & Miller, 1992), and safer driving (Fointiat, 2004).…”

Section: Resolving Cognitive Discrepancies Between Expectations and Rmentioning

confidence: 99%

“…Give that honesty and integrity are fundamental to an individual's core beliefs about the self (Epstein, 1973;Stone et al, 1994), this type of threat can be a powerful motivator of behavior change (Stone, Wiegand, Cooper, & Aronson, 1997). As such, it makes sense that when a failure to live up to one's standards for integrity or ethical behavior is made salient, the human drive for consistency will motivate more ethical or prosocial behavior.…”

Section: Resolving Cognitive Discrepancies Between Expectations and Rmentioning

confidence: 99%

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Dangerous Expectations: Breaking Rules to Resolve Cognitive Dissonance

Moore¹,

Wakeman

Gino

2014

SSRN Journal

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When entering task performance contexts we generally have expectations about both the task and how well we will perform on it. When those expectations go unmet, we experience psychological discomfort (cognitive dissonance), which we are then motivated to resolve. Prior research on expectancy disconfirmation in task performance contexts has focused on the dysfunctional consequences of disconfirming low performance expectations (i.e., stereotype threat). In this paper we focus on the dysfunctional consequences of disconfirming high performance expectations. In three studies, we find that individuals are more likely to break rules if they have been led to expect that achieving high levels of performance will be easy rather than difficult, even if breaking rules means behaving unethically. We show that this willingness to break rules is not due to differences in legitimate performance as a function of how easy people expect the task to be, or whether their expectations are set explicitly (by referring to others' performance) or implicitly (as implied by their own prior performance). Instead, using a misattribution paradigm, we show that cognitive dissonance triggered by unmet expectations drives our effects.Words: 181

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Inducing Hypocrisy as a Means of Encouraging Young Adults to Use Condoms

Cited by 279 publications

References 19 publications

Enhancing the effectiveness of tobacco package warning labels: a social psychological perspective

Enhancing the effectiveness of tobacco package warning labels: a social psychological perspective

Cognitive Dissonance Theory After 50 Years of Development

Dangerous Expectations: Breaking Rules to Resolve Cognitive Dissonance

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