Self-Monitoring and Susceptibility to the Influence of Self-Prophecy

Eric R. Spangenberg and David E. Sprott

Journal of Consumer Research, 2006, vol. 32, issue 4, 550-556

Abstract: Having people predict whether they will perform a socially normative behavior increases their probability of performing that target action. Recent empirical evidence supports a dissonance-based theoretical explanation for this self-prophecy effect. While the effect is robust, few boundary conditions have been identified. We report two experiments within the dissonance paradigm providing theory-relevant evidence for the moderating effects of self-monitoring on people's susceptibility to self-prophecy. In particular, low self-monitors are more likely than high self-monitors to be influenced by self-prediction regarding normative behaviors. Implications for theory and the practice of social influence are provided. (c) 2006 by JOURNAL OF CONSUMER RESEARCH, Inc..

Date: 2006
References: Add references at CitEc
Citations: View citations in EconPapers (2)

Downloads: (external link)
http://dx.doi.org/10.1086/500485 link to full text (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:oup:jconrs:v:32:y:2006:i:4:p:550-556

Access Statistics for this article

Journal of Consumer Research is currently edited by Bernd Schmitt, June Cotte, Markus Giesler, Andrew Stephen and Stacy Wood

More articles in Journal of Consumer Research from Journal of Consumer Research Inc.
Bibliographic data for series maintained by ().