When Exemplification Fails: Hypocrisy and the Motive for Self-Integrity

Journal of Personality and Social Psychology

Volumn 72, Issue 1, 1997, Pages 54-65

  Stone, Jeff ^b   Cooper, Joel ^c   Wiegand, Andrew W ^a   Aronson, Elliot ^a  

^a UNIVERSITY OF CALIFORNIA   (United States)

^b PRINCETON UNIVERSITY   (United States)

^c Princeton University ^*

Author keywords

[No Author keywords available]

Indexed keywords

ADULT; ANALYSIS OF VARIANCE; ARTICLE; CLINICAL TRIAL; COGNITION; CONTROLLED CLINICAL TRIAL; CONTROLLED STUDY; FEMALE; HUMAN; MALE; MOTIVATION; PSYCHOLOGICAL THEORY; RANDOMIZED CONTROLLED TRIAL; SELF CONCEPT; SOCIAL PSYCHOLOGY; STATISTICAL MODEL;

ADULT; ANALYSIS OF VARIANCE; COGNITIVE DISSONANCE; FEMALE; HUMANS; LOGISTIC MODELS; MALE; MOTIVATION; PSYCHOLOGICAL THEORY; SELF CONCEPT; SOCIAL VALUES;

EID: 0031287954     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/0022-3514.72.1.54     Document Type: Article

References (41)

1. Abelson, R. P. (1959), Modes of resolution of belief dilemmas. Journal of Conflict Resolution, 3, 343-352.
2. Aronson, E. (1968). Dissonance theory: Progress and problems. In R. Abelson, E. Aronson, W. McGuire, T. Newcomb, M. Rosenberg, & P. Tannenbaum, (Eds.), Theories of cognitive consistency: A sourcebook (pp. 5-27). Chicago: Rand McNally.
3. Aronson, E. (1992). The return of the repressed: Dissonance theory makes a comeback. Psychological Inquiry, 3, 303-311.
4. Aronson, E., Fried, C. B., & Stone, J. (1991). Overcoming denial and increasing the use of condoms through the induction of hypocrisy. American Journal of Public Health, 81, 1636-1638.
5. Aronson, J., Blanton, H., & Cooper, J. (1995). From dissonance to disidentification: Selectivity in the self-affirmation process. Journal of Personality and Social Psychology, 68, 986-996.
6. Bargh, J. A. (in press). The automaticity of everyday life. In R. Wyer, Jr. (Ed.), Advances in experimental social cognition. Hillsdale, NJ: Erlbaum.
7. Batson, C. D. (1975). Rational processing or rationalization? The effect of disconfirming information on a stated religious belief. Journal of Personality and Social Psychology, 32, 176-184.
8. Brehm, J. W., & Cohen, A. R. (1962). Explorations in cognitive dissonance. New York: Wiley.
9. Cialdini, R. B., Reno, R. R., & Kallgren, C. A. (1990). A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places. Journal of Personality and Social Psychology, 58, 1015-1026.
10. Cooper, J., & Fazio, R. H. (1984). A new look at dissonance theory. In L. Berkowitz (Ed.), Advances in experimental social psychology (pp. 229-262). Hillsdale, NJ: Erlbaum.
11. Cooper, J., Fazio, R. H., & Rhodewalt, F. (1978). Dissonance and humor: Evidence for the undifferentiated nature of dissonance arousal. Journal of Personality and Social Psychology, 36, 280-285.
12. Dickerson, C. A., Thibodeau, R., Aronson, E., & Miller, D. (1992). Using cognitive dissonance to encourage water conservation. Journal of Applied Social Psychology, 22, 841-854.
13. Dutton, D. G., & Lake, R. A. (1973). Threat of own prejudice and reverse discrimination in interracial situations. Journal of Personality and Social Psychology, 28, 94-100.
14. Elliot, A. J., & Devine, P.G. (1994). On the motivational nature of cognitive dissonance: Dissonance as psychological discomfort. Journal of Personality and Social Psychology, 67, 382-394.
15. Fazio, R. H., Zanna, M. P., & Cooper, J. (1977). Dissonance and self-perception: An integrative view of each theory's proper domain of application. Journal of Experimental Social Psychology, 13, 464-479.
16. Festinger, L. (1957). A theory of cognitive dissonance. Stanford, CA: Stanford University Press.
17. Festinger, L., Riecken, H., & Schacter, S. (1956). When prophecy fails. Minneapolis: University of Minnesota Press.
18. Fried, C. B., & Aronson, E. (1995). Hypocrisy, misattribution, and dissonance reduction. Personality and Social Psychology Bulletin, 21, 925-933.
19. Gilbert, D. T., & Jones, E. E. (1986). Exemplification: The self-presentation of moral character. Journal of Personality, 54, 593-615.
20. Gotz-Marchand, B., Gotz, J., & Irle, M. (1974). Preference of dissonance reduction modes as a function of their order, familiarity, and reversibility. European Journal of Social Psychology, 4, 210-228.
21. Greenwald, A. G., & Ronis, D. L. (1978). Twenty years of cognitive dissonance: Case study of the evolution of a theory. Psychological Review, 85, 53-57.
22. Jones, E. E., & Pittman, T. S. (1982). Toward a general theory of strategic self-presentation. In J. Suls & A. Greenwald (Eds.), Psychological perspectives on the self (pp. 231-262). Hillsdale, NJ: Erlbaum.
23. Kantola, S. J., Syme, G. J., & Campbell, N. A. (1984). Cognitive dissonance and energy conservation. Journal of Applied Psychology, 69, 416-421.
24. Olson, J. M., & Zanna, M. P. (1979). A new look at selective exposure. Journal of Experimental Social Psychology, 15(1), 1-15.
25. Olson, J. M., & Zanna, M. P. (1982). Repression-sensitization differences in responses to a decision. Journal of Personality, 50, 46-57.
26. Scheier, M. F., & Carver, C. S. (1980). Private and public self-attention, resistance to change, and dissonance reduction. Journal of Personality and Social Psychology, 39, 390-405.
27. Schlenker, B. R., & Trudeau, J. V. (1990). Impact of self-presentations on private self-beliefs: Effects of prior self-beliefs and misattribution. Journal of Personality and Social Psychology, 58, 22-32.
28. Sherman, S., & Gorkin, L. (1980). Attitude bolstering when behavior is inconsistent with central attitudes. Journal of Experimental Social Psychology, 16, 388-403.
29. Simon, L., Greenberg, J., & Brehm, J. (1995). Trivialization: The forgotten mode of dissonance reduction. Journal of Personality and Social Psychology, 68, 247-260.
30. Snyder, C. R., & Higgins, R. L. (1988). Excuses: Their effective role in the negotiation of reality. Psychological Bulletin, 104, 23-35.
31. Steele, C. M. (1988). The psychology of self-affirmation: Sustaining the integrity of the self. In L. Berkowitz (Ed.), Advances in experimental social psychology (pp. 261-302). Hillsdale, NJ: Erlbaum.
32. Steele, C. M., & Lui, T. J. (1981). Making the dissonance act unreflective of the self: Dissonance avoidance and the expectancy of value-affirming response. Personality and Social Psychology Bulletin, 7, 393-387.
33. Steele, C. M., & Lui, T. J. (1983). Dissonance processes as self-affirmation. Journal of Personality and Social Psychology, 45, 5-19.
34. Steele, C. M., Southwick, L., & Critchlow, B. (1981). Dissonance and alcohol: Drinking your troubles away. Journal of Personality and Social Psychology, 41, 831-846.
35. Steele, C. M., Spencer, S. J., & Lynch, M. (1993). Dissonance and affirmational resources: Resilience against self-image threats. Journal of Personality and Social Psychology, 64, 885-896.
36. Stone, J., Aronson, E., Crain, A. L., Winslow, M. P., & Fried, C. B. (1994). Inducing hypocrisy as a means of encouraging young adults to use condoms. Personality and Social Psychology Bulletin, 20, 116-128.
37. Tesser, A., & Cornell, D. P. (1991). On the confluence of self processes. Journal of Experimental Social Psychology, 27, 501-526.
38. Tesser, A., Martin, L. L., & Cornell, D. P. (1996). On the substitutability of self-protective mechanisms. In P. Gollwitzer & J. Bargh (Eds.), The psychology of action (pp. 48-68). New York: Guilford Press.
39. Thibodeau, R., & Aronson, E. (1992). Taking a closer look: Reasserting the role of the self-concept in dissonance theory. Personality and Social Psychology Bulletin, 18, 591-602.
40. Zanna, M. P., & Aziza, C. (1976). On the interaction of repression-sensitization and attention in resolving cognitive dissonance. Journal of Personality, 44, 577-593.
41. Zanna, M. P., & Cooper, J. (1974). Dissonance and the pill: An attribution approach to studying the arousal properties of dissonance. Journal of Personality and Social Psychology, 29, 703-709.