title: Vicarious dissonance: attitude change from the inconsistency of others.
abstract: Three studies support the vicarious dissonance hypothesis that individuals change their attitudes when witnessing members of important groups engage in inconsistent behavior. Study 1, in which participants observed an actor in an induced-compliance paradigm, documented that students who identified with their college supported an issue more after hearing an ingroup member make a counterattitudinal speech in favor of that issue. In Study 2, vicarious dissonance occurred even when participants did not hear a speech, and attitude change was highest when the speaker was known to disagree with the issue. Study 3 showed that speaker choice and aversive consequences moderated vicarious dissonance, and demonstrated that vicarious discomfort--the discomfort observers imagine feeling if in an actor's place--was attenuated after participants expressed their revised attitudes.
authors.affiliation: Sloan School of Management, Massachusetts Institute of Technology, Cambridge 02139, USA. minorton@media.mit.edu
authors.forename: Michael I
authors.initials: MI
authors.lastname: Norton
authors.forename: Benoît
authors.initials: B
authors.lastname: Monin
authors.forename: Joel
authors.initials: J
authors.lastname: Cooper
authors.forename: Michael A
authors.initials: MA
authors.lastname: Hogg
mesh_terms: D001290:Attitude; D005260:Female; D006801:Humans; D008257:Machiavellianism; D008297:Male; D012919:Social Behavior; D011795:Surveys and Questionnaires