Self-Monitoring and Susceptibility to the Influence of Self-Prophecy
AbstractHaving people predict whether they will perform a socially normative behavior increases their probability of performing that target action. Recent empirical evidence supports a dissonance-based theoretical explanation for this self-prophecy effect. While the effect is robust, few boundary conditions have been identified. We report two experiments within the dissonance paradigm providing theory-relevant evidence for the moderating effects of self-monitoring on people's susceptibility to self-prophecy. In particular, low self-monitors are more likely than high self-monitors to be influenced by self-prediction regarding normative behaviors. Implications for theory and the practice of social influence are provided. (c) 2006 by JOURNAL OF CONSUMER RESEARCH, Inc..
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Bibliographic InfoArticle provided by University of Chicago Press in its journal Journal of Consumer Research.
Volume (Year): 32 (2006)
Issue (Month): 4 (03)
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Web page: http://www.journals.uchicago.edu/JCR/
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- Puccinelli, Nancy M. & Deshpande, Rohit & Isen, Alice M., 2007. "Should I stay or should I go? Mood congruity, self-monitoring and retail context preference," Journal of Business Research, Elsevier, vol. 60(6), pages 640-648, June.
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