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Taylor & Francis (Routledge), Social Influence, 3(7), p. 211-228

DOI: 10.1080/15534510.2012.694024

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Process Evidence for the Question-Behavior Effect: Influencing Socially Normative Behaviors

This paper is available in a repository.
This paper is available in a repository.

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Abstract

Answering a question about performance of a behavior influences the probability of a person performing a target action in the future. Although this question-behavior effect has been shown across multiple contexts, several theoretical mechanisms have been suggested to drive the effect. While various explanations have been offered for the question-behavior effect, clear process evidence exists only for the theoretical perspectives of cognitive dissonance and attitude accessibility. In a series of experiments, the current research tests the question-behavior effect from these two theoretical perspectives using a set of outcome measures not previously examined. Findings suggest that the act of self-prediction regarding socially normative behaviors generates cognitive dissonance, thereby obtaining greater compliance with subsequent requests to perform the behavior as a dissonance reduction strategy. Implications of the reported findings and directions for future research are provided.