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Internalization of multiple perspectives or dissonance reduction?

Wicklund, Robert A.
Brehm, Jack W.
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Abstract
In numerous research programs based on the concept of cognitive dissonance, participants play a role that is ostensibly in conflict with their pre-existing values. A strict reading of dissonance theory (Festinger, 1957) leads us to suppose that these role-playing, or 'forced compliance', procedures generally create results that are not implied by the theory. We spell out a theoretical position that comes to terms with these effects of role-playing, one that approaches role-playing procedures from the standpoint of the development of multiple value repertoires. From this viewpoint the outcomes of role-playing do not stem from contradictions-or cognitive dissonance-within the person's sets of values.
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Date
2004-06
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SAGE PUBLICATIONS LTD
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Keywords
cognitive dissonance, forced compliance, internalization, multiple repertoires, resistance to change
Citation
Wicklund, RA; Brehm, JW. Internalization of multiple perspectives or dissonance reduction? THEORY & PSYCHOLOGY. June 2004. 14(3):355-371.
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