Dissonance arousal and persistence in attitude change

International audienc

La psychologie sociale de la persuasion au service de la fidélisation des donneurs : modèles de conception de messages d'invitation au don

International audienceThe supply of blood cell products required from the National French Blood Institute (Établissement français du sang [EFS]) relies upon regular blood donors. Contact with donors, tailored to individuals as much as possible, helps them to donate on a regular basis. To communicate as efficiently as possible, the content of the mailings has to be adapted to individuals, each according to his/her motivation and the way he or she perceives and processes the information. Within the context of a research program conducted with the Psychology Department of the University of Caen Basse-Normandie, persuasive theoretical models from social psychology have been tested. These models allow adapting messages according to various combinations of types of information processing, motivations and content of the messages. Different types of mailing invitations have been sent to 1987 donors from the Normandy database, requesting them to donate blood. Every experimental letter worked better than the standard EFS letter (which was used as the "control" letter) in terms of effective blood donation after reception of the letter. Some of the letters are more efficient in motivating donors than others. When the systematic type of processing (deep and thorough processing) is activated it appears important to supply elaborate content. On the contrary, when a heuristic type of processing (fast and superficial) is activated, adaptation of the content is less essential. Last but not least, the nearness of the last blood donation plays a key role.L’approvisionnement en produits sanguins impose à l’Établissement français du sang (EFS) de s’appuyer sur des donneurs réguliers. Une relation, la plus individualisée possible, avec les donneurs favorise leur fidélité au don. Pour mettre en œuvre une communication efficace, les éléments contenus dans un message doivent être adaptés à l’individu selon sa motivation et la façon dont il va traiter l’information. Dans le cadre d’un partenariat avec l’UFR de psychologie de l’université de Caen Basse-Normandie, nous avons testé des modèles théoriques issus de la psychologie sociale de la persuasion. Ils permettent d’adapter les messages selon des jeux de combinaison entre modes de traitements, motivations et éléments du message. Différents types de courriers ont été adressés indifféremment à 1987 donneurs normands invités sur quatre collectes. Chaque lettre expérimentale donne lieu à un don du sang significativement supérieur à la lettre standard de l’EFS (lettre contrôle). Mais, certains modèles sont plus efficaces que d’autres : lorsque le mode de traitement est systématique (en profondeur), il convient de fournir un contenu argumenté. Lorsque le mode de traitement est heuristique (rapide et superficiel), le contenu ne nécessite pas d’être adapté. De plus, la proximité du dernier don est importante dans le renouvellement du geste

La psychologie sociale de la persuasion au service de la fidélisation des donneurs : l'importance de donner du sens au dernier don

International audienceThe supply of blood cell products requires from the National French Blood Institute (Établissement Français du Sang - EFS) to rely upon regular blood donors. Contact with donors, tailored to individuals as much as possible, helps them to donate on a regular basis. Within the context of a research program conducted with the Psychology Department of the Université de Caen Basse-Normandie, persuasive theoretical models from social psychology have been tested. These models allow adapting messages according to the motivation of donors. The content is centred on the previous donation, differently labelled according to two types of labelling functional labelling and social labelling. Functional labelling points out the efficiency of what "has been done" (the previous blood donation), whereas social labelling emphasizes the social value of the individual. Different types of mailing invitations have been sent to 1917 donors from the Normandy database, invited to three different blood collections. Every experimental letter worked better than the standard EFS letter (which was used as the "control" letter) in terms of effective blood donation after reception of the letter. Some of the letters are more efficient in motivating donors than other ones. The letters labelling the previous blood donation as functional (efficiency of the donation) appeared more efficient than those with social label (social value) in whichever motivation induced.L’approvisionnement en produits sanguins impose à l’Établissement français du sang (EFS) de s’appuyer sur des donneurs réguliers. Une relation, la plus individualisée possible, avec les donneurs favorise leur fidélité au don. Dans le cadre d’un partenariat avec l’UFR de psychologie de l’université de Caen Basse-Normandie, nous avons testé des modèles théoriques issus de la psychologie sociale de la persuasion. Ils permettent d’adapter le contenu des messages selon la motivation poursuivie par le donneur tout en optimisant la fonction du dernier don en lui donnant du sens (étiquetage fonctionnel ou social). Différents types de courriers ont été envoyés indifféremment à 1917 donneurs invités sur trois collectes mobiles. Les lettres expérimentales entraînent un don du sang significativement supérieur à la lettre standard de l’EFS (lettre contrôle). Mais certains modèles sont plus efficaces que d’autres : Les donneurs ayant reçu une lettre rappelant l’efficacité du don antérieur (étiquetage fonctionnel) viennent plus nombreux que ceux ayant reçu une lettre rappelant la valeur sociale du don précédent (étiquetage social) (p < 0,001), et cela quelle que soit la motivation induite

A Multilab Replication of the Induced-Compliance Paradigm of Cognitive Dissonance

According to cognitive-dissonance theory, performing counterattitudinal behavior produces a state of dissonance that people are motivated to resolve, usually by changing their attitude to be in line with their behavior. One of the most popular experimental paradigms used to produce such attitude change is the induced-compliance paradigm. Despite its popularity, the replication crisis in social psychology and other fields, as well as methodological limitations associated with the paradigm, raise concerns about the robustness of classic studies in this literature. We therefore conducted a multilab constructive replication of the induced-compliance paradigm based on Croyle and Cooper (Experiment 1). In a total of 39 labs from 19 countries and 14 languages, participants (N = 4,898) were assigned to one of three conditions: writing a counterattitudinal essay under high choice, writing a counterattitudinal essay under low choice, or writing a neutral essay under high choice. The primary analyses failed to support the core hypothesis: No significant difference in attitude was observed after writing a counterattitudinal essay under high choice compared with low choice. However, we did observe a significant difference in attitude after writing a counterattitudinal essay compared with writing a neutral essay. Secondary analyses revealed the pattern of results to be robust to data exclusions, lab variability, and attitude assessment. Additional exploratory analyses were conducted to test predictions from cognitive-dissonance theory. Overall, the results call into question whether the induced-compliance paradigm provides robust evidence for cognitive dissonance. © The Author(s) 2024.Open access articleThis item from the UA Faculty Publications collection is made available by the University of Arizona with support from the University of Arizona Libraries. If you have questions, please contact us at [email protected]

A multilab replication of the induced-compliance paradigm of cognitive dissonance

According to cognitive-dissonance theory, performing counterattitudinal behavior produces a state of dissonance that people are motivated to resolve, usually by changing their attitude to be in line with their behavior. One of the most popular experimental paradigms used to produce such attitude change is the induced-compliance paradigm. Despite its popularity, the replication crisis in social psychology and other fields, as well as methodological limitations associated with the paradigm, raise concerns about the robustness of classic studies in this literature. We therefore conducted a multilab constructive replication of the induced-compliance paradigm based on Croyle and Cooper (Experiment 1). In a total of 39 labs from 19 countries and 14 languages, participants (N = 4,898) were assigned to one of three conditions: writing a counterattitudinal essay under high choice, writing a counterattitudinal essay under low choice, or writing a neutral essay under high choice. The primary analyses failed to support the core hypothesis: No significant difference in attitude was observed after writing a counterattitudinal essay under high choice compared with low choice. However, we did observe a significant difference in attitude after writing a counterattitudinal essay compared with writing a neutral essay. Secondary analyses revealed the pattern of results to be robust to data exclusions, lab variability, and attitude assessment. Additional exploratory analyses were conducted to test predictions from cognitive-dissonance theory. Overall, the results call into question whether the induced-compliance paradigm provides robust evidence for cognitive dissonance

A Multilab Replication of the Induced-Compliance Paradigm of Cognitive Dissonance

According to cognitive-dissonance theory, performing counterattitudinal behavior produces a state of dissonance that people are motivated to resolve, usually by changing their attitude to be in line with their behavior. One of the most popular experimental paradigms used to produce such attitude change is the induced-compliance paradigm. Despite its popularity, the replication crisis in social psychology and other fields, as well as methodological limitations associated with the paradigm, raise concerns about the robustness of classic studies in this literature. We therefore conducted a multilab constructive replication of the induced-compliance paradigm based on Croyle and Cooper (Experiment 1). In a total of 39 labs from 19 countries and 14 languages, participants (N = 4,898) were assigned to one of three conditions: writing a counterattitudinal essay under high choice, writing a counterattitudinal essay under low choice, or writing a neutral essay under high choice. The primary analyses failed to support the core hypothesis: No significant difference in attitude was observed after writing a counterattitudinal essay under high choice compared with low choice. However, we did observe a significant difference in attitude after writing a counterattitudinal essay compared with writing a neutral essay. Secondary analyses revealed the pattern of results to be robust to data exclusions, lab variability, and attitude assessment. Additional exploratory analyses were conducted to test predictions from cognitive-dissonancetheory. Overall, the results call into question whether the induced-compliance paradigm provides robust evidence for cognitive dissonance