A Test of a Model for Commitment

Kiesler, C. A., & Sakumura, J. (1966). A test of a model for commitment. Journal of Personality and Social Psychology, 3, 3, 349-353.

Commitment is defined as a binding of the individual to behavioral acts, and a theoretical model is presented for the role of commitment in attitude change. The derivation tested here is: the greater the inducement offered S for performing an act consistent with his beliefs, the less committed he is to that act, and the less the resistance to subsequent countercommunication. Ss were differentially paid for performing an act consistent with their prior beliefs. Later all Ss received a strong counter communication on the same topic. The hypothesis was confirmed: Ss receiving the greater payment for performing the consonant act later showed greater attitude change in the direction advocated by the countercommunication.

Find this article online
Site Courtesy of
McKenzie-Mohr & Associates

Expertise in Community-Based Social Marketing