SELF-RELEVANT SCENARIOS AS MEDIATORS OF LIKELIHOOD ESTIMATES AND COMPLIANCE - DOES IMAGINING MAKE IT SO
SELF-RELEVANT SCENARIOS AS MEDIATORS OF LIKELIHOOD ESTIMATES AND COMPLIANCE - DOES IMAGINING MAKE IT SO
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DOI：
10.1037/0022-3514.43.1.89
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发表时间：
1982-01-01
影响因子：
7.6
通讯作者：
CARPENTER, KM
中科院分区：
文献类型：
--
作者：
GREGORY, WL;CIALDINI, RB;CARPENTER, KM
在4个实验中，206名本科生和79名房主通过使用结构化的场景，被引导想象自己正在经历某些事件，并开始更加强烈地相信这些事件会降临到他们身上。这种促进作用的情况下的程序发生的概率或可能性估计的积极（例如，赢得比赛）和消极的事件（例如，被逮捕的犯罪），并在实验室和现场的情况下。情景分析程序不仅影响概率判断，而且影响行为，这一点对于合规性至关重要。那些想象自己使用有线电视服务的房主更有可能在几周后被要求订阅这样的服务。经确定，结构化设想方案对遵约的影响并不是因为该设想方案提供了额外的信息。基于可用性启发式的解释建议。(12参考）（PsycINFO数据库记录（c）2016阿帕，保留所有权利）
In 4 experiments, 206 undergraduates and 79 homeowners, through the use of a structured scenario, were led to imagine themselves experiencing certain events and came to believe more strongly that the events would befall them. This promotive effect of the scenario procedure on probability or likelihood estimates occurred for both positive (eg, winning a contest) and negative events (eg, being arrested for a crime) and in both laboratory and field contexts. Crucial to its relevance for compliance, the scenario procedure influenced not only probability judgments, but behavior as well. Homeowners who imagined themselves utilizing a cable TV service were more likely to subscribe to such a service when requested to do so weeks later. It was determined that the effect of structured scenarios on compliance was not due to additional information provided by the scenario. An interpretation based on the availability heuristic is suggested.(12 ref)(PsycINFO Database Record (c) 2016 APA, all rights reserved)