메뉴 건너뛰기




Volumn 78, Issue 2, 2000, Pages 260-272

On inferring one's beliefs from one's attempt and consequences for subsequent compliance

Author keywords

[No Author keywords available]

Indexed keywords

ADULT; ARTICLE; COOPERATION; FEMALE; HUMAN; LEARNING; MALE; REINFORCEMENT; SELF CONCEPT; SELF EVALUATION; SOCIAL BEHAVIOR; SOCIAL PSYCHOLOGY;

EID: 0034131956     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/0022-3514.78.2.260     Document Type: Article
Times cited : (25)

References (48)
  • 1
    • 0001483618 scopus 로고
    • Self-knowledge and social inference: II. The diagnosticity of cognitive/affective and behavioral data
    • Andersen, S. M. (1984). Self-knowledge and social inference: II. The diagnosticity of cognitive/affective and behavioral data. Journal of Personality and Social Psychology, 46, 294-307.
    • (1984) Journal of Personality and Social Psychology , vol.46 , pp. 294-307
    • Andersen, S.M.1
  • 2
    • 0010742612 scopus 로고
    • Salience and self-inference: The role of biased recollections in self-inference processes
    • Andersen, S. M., Lazowski, L. E., & Donisi, M. (1986). Salience and self-inference: The role of biased recollections in self-inference processes. Social Cognition, 4, 75-95.
    • (1986) Social Cognition , vol.4 , pp. 75-95
    • Andersen, S.M.1    Lazowski, L.E.2    Donisi, M.3
  • 3
    • 0001483620 scopus 로고
    • Self-knowledge and social inference: I. The impact of cognitive/affective and behavioral data
    • Andersen, S. M., & Ross, L. (1984). Self-knowledge and social inference: I. The impact of cognitive/affective and behavioral data. Journal of Personality and Social Psychology, 46, 280-293.
    • (1984) Journal of Personality and Social Psychology , vol.46 , pp. 280-293
    • Andersen, S.M.1    Ross, L.2
  • 6
    • 0014087021 scopus 로고
    • Self-perception: An alternative interpretation of cognitive dissonance phenomena
    • Bem, D. J. (1967). Self-perception: An alternative interpretation of cognitive dissonance phenomena. Psychological Review, 74, 183-200.
    • (1967) Psychological Review , vol.74 , pp. 183-200
    • Bem, D.J.1
  • 7
    • 77956834782 scopus 로고
    • Self-perception theory
    • L. Berkowitz (Ed.), New York: Academic Press
    • Bem, D. J. (1972). Self-perception theory. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 6, pp. 1-99). New York: Academic Press.
    • (1972) Advances in Experimental Social Psychology , vol.6 , pp. 1-99
    • Bem, D.J.1
  • 10
    • 0016965610 scopus 로고
    • Test of concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood
    • Cialdini, R. B., & Ascani, K. (1976). Test of concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood. Journal of Applied Psychology, 61, 295-300.
    • (1976) Journal of Applied Psychology , vol.61 , pp. 295-300
    • Cialdini, R.B.1    Ascani, K.2
  • 11
    • 21844523370 scopus 로고
    • Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications
    • Cialdini, R. B., Trost, M. R., & Newsom, J. T. (1995). Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications. Journal of Personality and Social Psychology, 69, 318-328.
    • (1995) Journal of Personality and Social Psychology , vol.69 , pp. 318-328
    • Cialdini, R.B.1    Trost, M.R.2    Newsom, J.T.3
  • 13
    • 85047681432 scopus 로고
    • An examination of self-perception mediation of the foot-in-the-door effect
    • DeJong, W. (1979). An examination of self-perception mediation of the foot-in-the-door effect. Journal of Personality and Social Psychology, 37, 2221-2239.
    • (1979) Journal of Personality and Social Psychology , vol.37 , pp. 2221-2239
    • DeJong, W.1
  • 14
    • 0039637002 scopus 로고
    • External pressure to comply. Handicapped vs. Nonhandicapped requesters and the foot-in-the-door phenomenon
    • DeJong, W., & Musilli, L. (1982). External pressure to comply. Handicapped vs. nonhandicapped requesters and the foot-in-the-door phenomenon. Personality and Social Psychology Bulletin, 8, 522-527.
    • (1982) Personality and Social Psychology Bulletin , vol.8 , pp. 522-527
    • DeJong, W.1    Musilli, L.2
  • 15
    • 84986366987 scopus 로고
    • Self-inference and the foot-in-the-door technique: Quantity of behavior and attitudinal mediation
    • Dillard, J. P. (1990). Self-inference and the foot-in-the-door technique: Quantity of behavior and attitudinal mediation. Human Communication Research, 16, 442-447.
    • (1990) Human Communication Research , vol.16 , pp. 442-447
    • Dillard, J.P.1
  • 16
    • 0000049217 scopus 로고
    • The current status of research on sequential request compliance techniques
    • Dillard, J. P. (1991). The current status of research on sequential request compliance techniques. Personality and Social Psychology Bulletin, 17, 283-288.
    • (1991) Personality and Social Psychology Bulletin , vol.17 , pp. 283-288
    • Dillard, J.P.1
  • 17
    • 84987553961 scopus 로고
    • Sequential request persuasive strategies: Meta analysis of foot-in-the-door and door-in-the-face
    • Dillard, J. P., Hunter, J. E., & Burgoon, M. (1984). Sequential request persuasive strategies: Meta analysis of foot-in-the-door and door-in-the-face. Human Communication Research, 10, 461-488.
    • (1984) Human Communication Research , vol.10 , pp. 461-488
    • Dillard, J.P.1    Hunter, J.E.2    Burgoon, M.3
  • 18
    • 0000064204 scopus 로고
    • Effectiveness of multiple request strategies: A synthesis of research results
    • Fern, E. F., Monroe, K. B., & Avila, R. A. (1986). Effectiveness of multiple request strategies: A synthesis of research results. Journal of Marketing Research, 23, 144-152.
    • (1986) Journal of Marketing Research , vol.23 , pp. 144-152
    • Fern, E.F.1    Monroe, K.B.2    Avila, R.A.3
  • 19
    • 0039044957 scopus 로고
    • Does a 'foot-in-the-door' get you in or out?
    • Fish, B., & Kaplan, F. (1974). Does a 'foot-in-the-door' get you in or out? Psychological Reports, 34, 35-42.
    • (1974) Psychological Reports , vol.34 , pp. 35-42
    • Fish, B.1    Kaplan, F.2
  • 22
    • 0039919297 scopus 로고
    • Another look at the Milgram obedience studies: The role of the gradated series of shocks
    • Gilbert, S. J. (1981). Another look at the Milgram obedience studies: The role of the gradated series of shocks. Personality and Social Psychology Bulletin, 7, 690-695.
    • (1981) Personality and Social Psychology Bulletin , vol.7 , pp. 690-695
    • Gilbert, S.J.1
  • 25
  • 26
    • 0004249428 scopus 로고
    • Self-perception theory, salience of behavior, and a control-enhancing program for the elderly
    • Haemmerlie, F. M., & Montgomery, R. L. (1987). Self-perception theory, salience of behavior, and a control-enhancing program for the elderly. Journal of Social and Clinical Psychology, 5, 313-329.
    • (1987) Journal of Social and Clinical Psychology , vol.5 , pp. 313-329
    • Haemmerlie, F.M.1    Montgomery, R.L.2
  • 29
    • 0002395197 scopus 로고
    • Attribution theory in social psychology
    • W. D. Levine (Ed.), Lincoln: University of Nebraska Press
    • Kelley, H. H. (1967). Attribution theory in social psychology. In W. D. Levine (Ed.), Nebraska Symposium on Motivation (Vol. 15, pp. 192-240). Lincoln: University of Nebraska Press.
    • (1967) Nebraska Symposium on Motivation , vol.15 , pp. 192-240
    • Kelley, H.H.1
  • 31
    • 0024638294 scopus 로고
    • Repeated failure: A source of helplessness, or a factor irrelevant to its emergence?
    • Kofta, M., & Sedek, G. (1989). Repeated failure: A source of helplessness, or a factor irrelevant to its emergence? Journal of Experimental Psychology: General, 118, 3-12.
    • (1989) Journal of Experimental Psychology: General , vol.118 , pp. 3-12
    • Kofta, M.1    Sedek, G.2
  • 33
    • 0000384796 scopus 로고
    • The process of emotional experience: A self-perception theory
    • M. S. Clark (Ed.), Newbury Park, CA: Sage
    • Laird, J. D., & Bresler, C. (1992). The process of emotional experience: A self-perception theory. In M. S. Clark (Ed.), Emotion (pp. 213-234). Newbury Park, CA: Sage.
    • (1992) Emotion , pp. 213-234
    • Laird, J.D.1    Bresler, C.2
  • 34
    • 0001607901 scopus 로고
    • The mindlessness of ostensibly thoughtful action: The role of 'placebic' information in interpersonal interaction
    • Langer, E. J., Blank, A., & Chanowitz, B. (1978). The mindlessness of ostensibly thoughtful action: The role of 'placebic' information in interpersonal interaction. Journal of Personality and Social Psychology, 36, 635-642.
    • (1978) Journal of Personality and Social Psychology , vol.36 , pp. 635-642
    • Langer, E.J.1    Blank, A.2    Chanowitz, B.3
  • 37
    • 0343468534 scopus 로고
    • Telling more than we know: Verbal reports on mental processes
    • Nisbett, R. E., & Wilson, T. D. (1977). Telling more than we know: Verbal reports on mental processes. Psychological Review, 84, 231-259.
    • (1977) Psychological Review , vol.84 , pp. 231-259
    • Nisbett, R.E.1    Wilson, T.D.2
  • 39
    • 0000466985 scopus 로고
    • Compliance with an interview request: A foot-in-the-door, self-perception interpretation
    • Reingen, P. H., & Kernan, J. B. (1977). Compliance with an interview request: A foot-in-the-door, self-perception interpretation. Journal of Marketing Research, 14, 365-369.
    • (1977) Journal of Marketing Research , vol.14 , pp. 365-369
    • Reingen, P.H.1    Kernan, J.B.2
  • 40
    • 0039044955 scopus 로고
    • Changes in helping behavior: Self vs. Situational perceptions as mediators of the foot-in-the-door effect
    • Rittle, R. H. (1981). Changes in helping behavior: Self vs. situational perceptions as mediators of the foot-in-the-door effect. Personality and Social Psychology Bulletin, 7, 431-437.
    • (1981) Personality and Social Psychology Bulletin , vol.7 , pp. 431-437
    • Rittle, R.H.1
  • 41
    • 0025408584 scopus 로고
    • When cognitive exertion does not yield cognitive gain: Toward an informational explanation of learned helplessness
    • Sedek, G., & Kofta, M. (1990). When cognitive exertion does not yield cognitive gain: Toward an informational explanation of learned helplessness. Journal of Personality and Social Psychology, 58, 729-743.
    • (1990) Journal of Personality and Social Psychology , vol.58 , pp. 729-743
    • Sedek, G.1    Kofta, M.2
  • 42
    • 0000209942 scopus 로고
    • Relationship between compliance in the foot-in-the-door paradigm and size of first request
    • Seligman, C., Bush, M., & Kirsch, K. (1976). Relationship between compliance in the foot-in-the-door paradigm and size of first request. Journal of Personality and Social Psychology, 33, 517-520.
    • (1976) Journal of Personality and Social Psychology , vol.33 , pp. 517-520
    • Seligman, C.1    Bush, M.2    Kirsch, K.3
  • 44
    • 0024006329 scopus 로고
    • Inhibiting and facilitating conditions of facial expressions: A non-obtrusive test of the facial feedback hypothesis
    • Strack, F., Martin, L. L., & Stepper, S. (1988). Inhibiting and facilitating conditions of facial expressions: A non-obtrusive test of the facial feedback hypothesis. Journal of Personality and Social Psychology, 54, 768-776.
    • (1988) Journal of Personality and Social Psychology , vol.54 , pp. 768-776
    • Strack, F.1    Martin, L.L.2    Stepper, S.3
  • 45
    • 34247529903 scopus 로고
    • Availability: A heuristic for judging frequency and probability
    • Tversky, A., & Kahneman, D. (1973). Availability: A heuristic for judging frequency and probability. Cognitive Psychology, 5, 207-232.
    • (1973) Cognitive Psychology , vol.5 , pp. 207-232
    • Tversky, A.1    Kahneman, D.2
  • 46
    • 0009421096 scopus 로고
    • Behavioral consequences of transgression: I. The effects of social recognition
    • Wallace, J., & Sadalla, E. (1966). Behavioral consequences of transgression: I. The effects of social recognition. Journal of Experimental Research in Personality, 1, 187-194.
    • (1966) Journal of Experimental Research in Personality , vol.1 , pp. 187-194
    • Wallace, J.1    Sadalla, E.2
  • 47
    • 0024694105 scopus 로고
    • Feeling and facial efference: Implications of the vascular theory of emotion
    • Zajonc, R. B., Murphy, S. T., & Inglehart, M. (1989). Feeling and facial efference: Implications of the vascular theory of emotion. Psychological Review, 96, 395-416.
    • (1989) Psychological Review , vol.96 , pp. 395-416
    • Zajonc, R.B.1    Murphy, S.T.2    Inglehart, M.3
  • 48
    • 84986357047 scopus 로고
    • Undermining effects of the foot-in-the-door technique with extrinsic rewards
    • Zuckerman, M., Lazzaro, M. M., & Waldgeir, D. (1979). Undermining effects of the foot-in-the-door technique with extrinsic rewards. Journal of Applied Social Psychology, 9, 292-296.
    • (1979) Journal of Applied Social Psychology , vol.9 , pp. 292-296
    • Zuckerman, M.1    Lazzaro, M.M.2    Waldgeir, D.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.