Changes in Self-Perceptions as a Result of Successfully Persuading Others
| Autor: | Bruce Rind, David Kipnis |
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| Rok vydání: | 1999 |
| Předmět: | |
| Zdroj: | Journal of Social Issues. 55:141-156 |
| ISSN: | 1540-4560 0022-4537 |
| DOI: | 10.1111/0022-4537.00109 |
| Popis: | Can we change other people without changing ourselves as well? To test this question, participants used one of three techniques—door-in-the-face, authoritative influence, and rational arguments—to convince a confederate to attend a campus meeting that favored an issue opposed by the confederate, but supported by the subject. Following the confederate's compliance, participants evaluated their perceptions of their performance and the performance of the confederate. Participants using rational arguments described themselves as intelligent and friendly, participants using authoritative influence described themselves as dominant and unfriendly, and participants using door-in-the-face described themselves as submissive. As predicted from an earlier study (O'Neal, Kipnis, & Craig, 1994), the use of the three influence techniques also caused systematic changes in participants' evaluations of the target. Because the use of certain behavior techniques (e.g., controlling, deceptive) can cause users to devalue themselves and others, it is recommended that ethical safeguards governing the use of these techniques should be considered. |
| Databáze: | OpenAIRE |
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