Impression management in the forced compliance situation: Two studies using the bogus pipeline |
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Authors: | Gerald G Gaes Robert J Kalle James T Tedeschi |
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Affiliation: | State University of New York at Albany USA |
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Abstract: | Two studies were performed to assess the interpersonal concerns of subjects in the forced compliance paradigm. The first study counterposed dissonance and impression management theory predictions in a 2 × 2 design by varying the public versus private nature of the counterattitudinal behavior and by assessing attitudes with the usual pencil-and-paper method or with a bogus pipeline technique designed to create strong pressures toward sincere reporting. Attitude change occurred only in the Public/Pencil-and-Paper condition and thus supported an interpersonal or impression management interpretation. The second study examined the effect of measuring the critical attitude a second time in the mode not experienced in the first assessment. This three-group design (Pencil-and-Paper/Bogus Pipeline, Bogus Pipeline/Pencil-and-Paper, Control) demonstrated that attitude change occurred only in the Pencil-and-Paper/Bogus Pipeline condition and was maintained on the second assessment when measured by the bogus pipeline. A common-factor analysis of the secondary measures in the second study demonstrated that the Pencil-and-Paper/Bogus Pipeline subjects reported a great deal of negative arousal such as embarrassment and guilt, while the subjects in the Bogus Pipeline/Pencil-and-Paper condition reported feeling manipulated and constrained. The findings of both studies were interpreted as consistent with impression management theory. |
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Keywords: | Reprint requests should be sent to James T. Tedeschi Department of Psychology SUNY at Albany 1400 Washington Albany NY 12222. |
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