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03commitmentstudent4 - Lecture Outline 1 Commitment and...

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1 Lecture Outline 1. Commitment and Consistency 2. Foot-in-the-door 3. Low-ball 4. Why commitment and consistency works 5. Factors that affect commitment and consistency Commitment and Consistency Remember cognitive dissonance? Feeling of anxiety or tension Arises when behaviors = attitudes “Please call if you have to change your plans.” 30% no show rate “Will you please call if you have to change your plans?” 10% no show rate Commitment and Consistency Once we make a commitment, we feel pressure from ourselves and others to behave consistently with that commitment. CP
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2 Beach Towel Study (Moriarty, 1975) Control group : no commitment Experimental group : commitment: “Could you please watch my things” Beach Towel Study CP 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Percent who intervened Control Experimental Here’s another example... Researchers asked 1/2 of the residents in an apt. complex to sign a petition to create a recreation center for the handicapped 2 weeks later, all residents were approached
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