Influence: The Psychology of Persuasion · chapter 3 · id influence-c3-09-inner-choice-produces-lasting-
“Inner choice produces lasting commitment -- commitments made without external pressure produce more durable attitude change because people attribute the commitment to their own values rather than external inducements.”
VERIFIEDconfidence: high⚠ extracted by pipeline, re-audit pending
Receipts
Festinger & Carlsmith (1959), Cognitive Consequences of Forced Compliance, Journal of Abnormal and Social Psychology 58DOI registry: valid
Participants paid $1 to lie about an experiment reported more positive attitudes than those paid $20, because small payment was insufficient justification for lying.
Lepper, Greene & Nisbett (1973), Undermining Children's Intrinsic Interest with Extrinsic Reward, Journal of Personality and Social Psychology 28(1)FLAGGED: DOI not in registry
Children who performed an activity without expected external reward maintained greater intrinsic interest and continued the behavior voluntarily, while those given external rewards showed decreased intrinsic motivation.
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