title: Impression Management Effects in the Forced Compliance Situation.
abstract: Two forced compliance studies were conducted in which the S's expectations regarding the situational appropriateness of his behavior were manipulated. In the first study (N = 36 female undergraduates) E indicated agreement or disagreement with the S's counterattitudinal essay or else did not give an opinion. Although attitude change occurred in the Agree and No Feedback groups, there was none in the Disagree condition. Three conditions were created in the second study (N = 142 male and female undergraduates): Standard Dissonance, Control, and a Model condition in which a confederate told the E his essay did not reflect his real attitude. Attitude change occurred in both experimental groups, but more occurred in the Dissonance than the Model condition. These results are interpreted in terms of impression management theory.
authors.affiliation: a State University of New York at Albany and Macalester College , USA.
authors.forename: Joanne M
authors.initials: JM
authors.lastname: Joseph
authors.affiliation: a State University of New York at Albany and Macalester College , USA.
authors.forename: Gerald G
authors.initials: GG
authors.lastname: Gaes
authors.affiliation: a State University of New York at Albany and Macalester College , USA.
authors.forename: James T
authors.initials: JT
authors.lastname: Tedeschi
authors.affiliation: a State University of New York at Albany and Macalester College , USA.
authors.forename: Michael R
authors.initials: MR
authors.lastname: Cunningham