Induced Compliance
Cognitive dissonance is "the discomfort that occurs when we behave in ways that we see as inappropriate, such as when we fail to live up to our own expectations" (Cooper, 2007; Festinger, 1957; Harmon-Jones & Mills, 1999).
Classical experiment on induced compliance was conducted by Leon Festinger and James Merrill Carlsmith in 1959. It was an important study designed to demonstrate the extent to which behaviors that are discrepant from our initial beliefs can create cognitive dissonance and can influence attitudes.
College students participated in an experiment in which they were asked to work on a task that was incredibly boring and lasted for a full hour. After they had finished the task, the experimenter explained that the assistant who normally helped convince people to participate in the study was unavailable and that he needs to use some help persuading the next person that the task was going to be interesting and enjoyable.
The experimenter explained that it would be much more convincing if a fellow student rather than the experimenter delivered this message and asked the participant if he would be willing do to it.
Thus with his request the experimenter induced the participants to lie about the task to another student, and all the participants agreed to do so.
Procedure:
Participants performed a very boring task – turning pegs in holes
Group 1 – Offered $1 to lie to a waiting participant
Group 2 – Offered $20 to lie to a waiting participant
Group 3 – Control group
Both experimental groups were told to say the study was fun and exciting.
Results:
When later asked about their attitudes toward the boring task:
Those receiving $1 payment had come to see it as more enjoyable (= changed their attitudes toward the task, they really start to believe the task wasn’t boring).
Those receiving $20 payment hadn’t changed their attitudes at all.
Interpretation:
$20 provided adequate justification for misleading another studies (no dissonance).
$1 was insufficient justification, thus arousing dissonance.
Changing beliefs about the task reduced the cognitive discomfort for these participants.
Sources and literature
Classical experiment on induced compliance was conducted by Leon Festinger and James Merrill Carlsmith in 1959. It was an important study designed to demonstrate the extent to which behaviors that are discrepant from our initial beliefs can create cognitive dissonance and can influence attitudes.
College students participated in an experiment in which they were asked to work on a task that was incredibly boring and lasted for a full hour. After they had finished the task, the experimenter explained that the assistant who normally helped convince people to participate in the study was unavailable and that he needs to use some help persuading the next person that the task was going to be interesting and enjoyable.
The experimenter explained that it would be much more convincing if a fellow student rather than the experimenter delivered this message and asked the participant if he would be willing do to it.
Thus with his request the experimenter induced the participants to lie about the task to another student, and all the participants agreed to do so.
Procedure:
Participants performed a very boring task – turning pegs in holes
Group 1 – Offered $1 to lie to a waiting participant
Group 2 – Offered $20 to lie to a waiting participant
Group 3 – Control group
Both experimental groups were told to say the study was fun and exciting.
Results:
When later asked about their attitudes toward the boring task:
Those receiving $1 payment had come to see it as more enjoyable (= changed their attitudes toward the task, they really start to believe the task wasn’t boring).
Those receiving $20 payment hadn’t changed their attitudes at all.
Interpretation:
$20 provided adequate justification for misleading another studies (no dissonance).
$1 was insufficient justification, thus arousing dissonance.
Changing beliefs about the task reduced the cognitive discomfort for these participants.
Further researches on dissonance
Selective Exposure to Information
Dissonance arouses when a person encounters information contrary to his or her beliefs.
People engage in selective exposure to avoid dissonant information.
Postdecisional Dissonance
Revaluing your decision after it is made.
Leads to more positive feelings about chosen alternative (in consequence – less dissonance)
Postdecisional dissonance is the feeling of regret that may occur after we make an important decision.
What is important decision? It is decision being: expensive, having long-term consequences, affecting other person and difficult to change.
Postdecision changes in the desirability of alternatives.
The principles of dissonance predict that once you make the decision — and regardless of which car you choose — you will convince yourself that you made the right choice.
- Cooper, J. M. (2007). Cognitive dissonance: 50 years of a classical theory. Thousand Oaks, CA: Sage.
- Festinger, Leon (1957). A theory of cognitive dissonance. Evanston, IL: Row, Peterson.
- Harmon-Jones, E., Mills, J. (1999). Cognitive dissonance: Progress on a pivotal theory in social psychology. Washington, DC: American Psychological Association.
- Festinger, L., Carlsmith, J. M. (1959). Cognitive consequences of forced compliance. "Journal of Abnormal and Social Psychology", 58, 203–210.
