Change through paradox: using self-verification to alter beliefs.
Change through paradox: using self-verification to alter beliefs.
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通过悖论来改变：利用自我验证来改变信念。
DOI：
10.1037//0022-3514.54.2.268
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发表时间：
1988
影响因子：
7.6
通讯作者：
Chidester,TR
中科院分区：
文献类型：
--
作者：
SwannJr,WB;Pelham,BW;Chidester,TR
过去的研究表明，传统的说服策略往往对那些对自己的信仰非常确定的人无效。为了改变这些人的信念，我们设计了一个矛盾的策略，包括提出超态度的引导问题（鼓励受访者做出与自己的观点一致但比自己的观点更极端的陈述的问题）。我们预计，那些信仰确定性高的人会抵制这些问题，因此，他们会朝相反的方向改变自己的信仰。为了验证这一推理，我们使用了传统或矛盾的策略来改变人们对女性角色的看法。前期研究表明，传统策略仅对信念确定性较低的目标的信念改变有效。相反，悖论策略仅对信念确定性高的被试的信念改变有效。一项后续调查重复了这一效应，并表明矛盾的禁令改变了人们对信念维度的立场，而不是他们对维度本身的感知。本文讨论了这些发现对理解产生人们信念稳定性和变化的人际机制的影响。
Past research has shown that conventional strategies of persuasion tend to be ineffective against people who are highly certain of their beliefs. To change the beliefs of such individuals, we devised a paradoxical strategy that consisted of posing superattitudinal leading questions (questions that encouraged respondents to make statements that were consistent with, but more extreme than, their own viewpoints). We expected that individuals who were high in belief certainty would resist such questions and, therefore, change their beliefs in the opposite direction. To test this reasoning, we used either a conventional or a paradoxical strategy to change people's beliefs about women's roles. As suggested by earlier research, the conventional strategy was effective in changing the beliefs of targets who were low in belief certainty only. In contrast, the paradoxical strategy was effective in changing the beliefs of targets who were high in belief certainty only. A follow-up investigation replicated this effect and indicated that paradoxical injunctions change people's positions on belief dimensions rather than their perception of the dimension itself. The implications of these findings for an understanding of the interpersonal mechanisms that generate stability and change in people's beliefs are discussed.