Self Perception Theory (vs Cognitive Dissonance) + Examples
Curated from: Practical Psychology
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Intro
Self-perception theory suggests that our behaviors can influence our attitudes, rather than the other way around.
Example: smiling in the mirror before entering a room to improve mood. This idea is supported by James Laird's 1970s experiments, where participants who smiled reported feeling happier than those who frowned.
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Daryl Bem's Research (1960s-70s)
Bem proposed that people form attitudes by observing their own behaviors, especially in new or ambiguous situations.
In one study, participants judged a man who lied for $1 as enjoying lying more than one who lied for $20, suggesting that lower external rewards led them to assume internal motivation.
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Modern Applications
A 2010 study on extremist groups found that as members committed more violent acts, their attitudes shifted to justify their actions. This reinforces the idea that behavior shapes beliefs, not just the reverse.
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Self-Perception vs. Cognitive Dissonance
- Cognitive dissonance occurs when conflicting beliefs cause discomfort, leading people to adjust their attitudes before acting.
- Self-perception theory applies when attitudes are unclear, and people infer their beliefs after observing their own actions.
Psychologists suggest both theories can co-exist: cognitive dissonance dominates with strong pre-existing beliefs, while self-perception applies in ambiguous situations.
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Real-World Use: "Yes Ladders" & Marketing
Techniques like the foot-in-the-door method use small initial agreements (e.g., letting a salesperson inside) to lead to larger commitments (e.g., buying a product). By saying "yes" to small requests, people adjust their self-image to align with their actions, making them more open to further requests.
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