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A Test of a Model for Commitment
Abstract
Presents a theoretical model for the role of commitment, defined as a binding of the individual to behavioral acts, in attitude change. The derivation tested 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 countercommunications. Ss were differentially paid for performing an act consistent with their prior beliefs: later all Ss received a strong countercommunication 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. (PsycINFO Database Record (c) 2006 APA, all rights reserved).
... However, there is no consensus on its definition and several similar definitions related to desired behaviors have been adopted, such as commitment. In the social psychology literature, commitment is defined as the "binding of the individual to behavioral acts" [94]. The theory associated with this concept -the theory of commitment [93] -argues that it is not our beliefs and convictions that commit and/or engage us, but our actions. ...
... In the social psychology literature, commitment is the "binding of the individual to behavioral acts" [94] and can, up to a certain extent, be interpreted as engagement. According to the theory of commitment, people who act become committed [93]. ...
... En raison de ces avantages, l'engagement a pris une grande importance dans l'étude du processus d'apprentissage. Dans la psychologie sociale, l'engagement est défini comme « la connexion de l'individu á des actes comportementaux » [94]. La théorie associée á ce concept -la théorie de l'engagement [93] -soutient que ce ne sont pas nos croyances et convictions qui nous engagent, mais nos actions. ...
Data exploitation is a growing phenomenon that is present in different scenarios, including the educational scenario, where it holds the promise of advancing our understanding and improving the learning process. From this promise emerged the learning analysis research field that, ideally, takes advantage of technology and educational theories to explore the educational data. On the technological side, we are interested in recommendation systems because they can help students, teachers and other stakeholders to find the best learning resources and thus achieve their learning goals and develop competencies in less time. On the theoretical side, we are interested in the social influence technique foot-in-the-door, which consists in making consecutive requests with an increasing cost. This technique seems particularly relevant to the educational context because it can not only be formalized into a recommendation system, but it is also compatible with the zone of proximal development that states that the challenge presented by the learning resources need to increase gradually in order to keep students motivated. However, we do not know to what extent explicitly applying this technique via recommendations can influence students. Therefore, in this thesis, we investigate such influences assuming that students’ effort is a good indicator of the cost of the requests, since not only every learning activity requires a certain level of effort and, but it is often cited as a key factor for students’ success. For this, we modeled the measurement and prediction of the students’ effort through machine learning models using data that can be used in real life and exploited it in order to explicitly apply the foot-in-the-door technique in a recommendation system. Our results show that, compared to recommendation models that do not formalize this technique, the proposed recommendation models have a positive influence on the students’ effort, compliance, performance and engagement. This suggests that this approach has the potential to improve the learning process as students will present the aforementioned behaviors.
... In social psychology, commitment is described as "a pledging or binding of the individual to behavioural acts" (Kiesler and Sakumura, 1966). For example, a specific behaviour is said to commit to the purchasing of a certain product if it is the execution per se of that specific behaviour that increases the person's likelihood of purchasing the product as opposed to a value-maximising purchasing strategy. ...
... Studies on commitment have focused on the variables by which this effect can be manipulated. In particular, the degree of commitment has been proved (Kiesler and Sakumura, 1966;Joule and Azdia, 003) to depend on the acts performed by the subject (their number, importance, explicitness and irrevocability), and on other aspects concerning the condition of the subject when performing these acts (as his volition or accountability). Kiesler and Sakumura (1966) describe commitment as a consequence of a real change in a subject's attitudes. ...
... In particular, the degree of commitment has been proved (Kiesler and Sakumura, 1966;Joule and Azdia, 003) to depend on the acts performed by the subject (their number, importance, explicitness and irrevocability), and on other aspects concerning the condition of the subject when performing these acts (as his volition or accountability). Kiesler and Sakumura (1966) describe commitment as a consequence of a real change in a subject's attitudes. this interpretation derives from Festinger's (1957) "cognitive dissonance" theory. ...
... Our proposal is that the use of empowerment mechanisms, aversion to cognitive dissonance and commitment may help increase the efficacy of warnings as they have been found to be robust and powerful drivers of behavioural changes. [18][19][20][21] In addition, we also propose to test warnings that advise practising smoking harm reduction, mainly by using Electronic Nicotine Delivery Systems (ENDS). 22 The new warnings we created thus fall into four grand categories. ...
... 37 38 Commitment can be defined as 'the pledging or binding of an individual to behavioural acts'. 21 In other words, people who act become committed to their action. 39 40 Such commitment will then affect subsequent attitudes and behaviours. ...
Introduction
Tobacco smoking is one of the leading causes of preventable death. This is not inevitable as tobacco control tools have become more powerful and more effective. Among these, warnings on cigarette packs have proven to be somewhat effective. Our objective is to increase the efficacy of antismoking warnings by using innovative psychological approaches and to create an experimental setting for the evaluation of these new warnings based on behavioural indicators.
Methods and analysis
First, we created new warnings based on three categories of motivational leverage and on harm reduction. New warnings with innovative texts and pictures were designed for each category and inserted on plain packs. We will then use standard indicators to compare their effect to that of control packs: plain pack without warning, plain pack with conventional warning and branded pack with conventional warning. Second, the novelty of our approach will consist in designing an experimental protocol that uses monetary incentives to evaluate the effect of warnings. Subjects will be able to ‘sacrifice’ part of their participation defrayal to purchase a good whose subjective value is related to one’s attitude towards smoking. These monetarily incentivised measures are designed to assess smokers’ immediate/mid-term intention to quit and non-smokers’ aversion to smoking. In both cases, the monetary amounts individuals accept to sacrifice may be a more reliable measure than declarative responses, which may be distorted by several hypothetical biases. In the end, we should be able to robustly measure the impact of our new warnings between intervention and control groups by using both traditional indicators and our new monetarily incentivised measure.
Ethics and dissemination
The ethics committee of the Groupement des Hôpitaux de l’Institut Catholique de Lille approved the research protocol on 5 July 2019 (CIER 2019-22). Results will be presented at scientific meetings and published.
... Since the 1950s, the concept of commitment has been studied when trying to predict consistent courses of action (Becker, 1960); that is, as a mindset that compels individuals and gives direction to their behaviors (Kiesler and Sakumura, 1966;Meyer and Herscovitch, 2001). As such, it stands as an interesting means for understanding a process such as entrepreneurship that involves the implementation and pursuit of goals. ...
... Commitment makes the act less changeable. The extent of commitment is related to how publicly it is declared, due to the individual's desire to conform to what he declares to others, and to avoid the personal and social rejection that accompanies inconsistency (Kiesler & Sakumura, 1966). In this sense, the majority of community members must have the components of a commitment to preventive health behavior. ...
The extent of adherence to preventive health behavior varies from one individual to another, from one race to another, and from one society to another as a result of many cultural, social, psychological, demographic and environmental factors. Therefore, when study adherence to preventive health behavior, it is necessary to pay attention to the cultural context, differences between societies, and individual differences. This research aimed to know the level of Kuwaiti society's commitment to health protective behavior that includes: interpersonal support, general behavior, self- knowledge, nutrition behavior, health care and to determine the extent of prevalence of somatic symptoms among Kuwaiti society. Is there the correlation between the level of Kuwaiti society's commitment to health protective behavior and somatic symptoms? Is there an effect of some variables that include: (age, gender, nationality, education level, marital status, economic level, health status, obesity) on health protective behavior and somatic symptoms? An Internet-based cross-sectional study was conducted where the participants from different categories in Kuwaiti society were targeted using total population sampling. 700 participants from Kuwaiti society were recruited, between September4 and October 28, 2022. Participants completed two self-reported scales. The scales included the Somatic Symptom Scale–8 (SSS-8) and the Health Protective Behavior Scale (HPBS). The results reveal that there is low level of Kuwaiti society's commitment to health protective behavior. There is moderate level of Kuwaiti society's commitment to nutrition behavior, health care and interpersonal support. There is low level of the somatic symptoms among participants. The most common somatic symptoms among the participants were feeling a headache, insomnia and sleep problems and feeling tired or lacking in energy. There was a negative correlation between somatic symptoms and the total score of health protective behavior scale (HPBS) and the following dimensions: interpersonal support, general behavior, nutrition behavior, health care. The groups most committed to preventive health behavior were: high -income people, Non-obese people, participants who aged 25-40 years, Females, Separated/divorced, Non-Kuwaiti, Participants with primary, intermediate and secondary qualifications. The groups most at risk of physical symptoms were: obese people, Patients with chronic diseases, residents, females.
... Additionally, since politicians tend to be reliant on public opinion for re-election, increasing the salience of political accountability may be an effective way of increasing commitment toward particular issues. A public pledge is a speci c strategy for increasing policymakers' commitment through either verbal or written promise to act, binding a policymaker to a particular behavior and increasing their selfexpectations for engaging in that behavior [10][11][12]. Public pledges are particularly effective because they increase political accountability and emotional investment with the issue [13]. Many studies have found that public pledges, both alone and combined with other interventions, can be effective in promoting a broad range of target behaviors, including pro-social behaviors such as recycling [14], towel reuse among hotel guests [15], reducing water consumption [16], energy saving [17], and health behaviors such as seat belt use [18], particularly when the pledges are made publicly instead of privately [19]. ...
Despite the proliferation of nudge research in the last few decades, very little published work aims to nudge the behavior of policymakers. Here we explore the impact of a well-established nudge on policymakers in the Northwest Territories of Canada. In a pre-registered randomized controlled trial, we emailed an invitation to policymakers ( N = 263) to attend an online briefing on gendered impacts of policy. In the treatment condition ( N = 133), the invitation contained personal stories of two women whose lives were disproportionally impacted by public policies more than men. In the control condition ( N = 130), the invitation did not contain such stories. After the briefing, we sent all participants in both conditions a link to a public pledge that they could sign. The pledge was to lead and advocate for equity-oriented policymaking. Contrary to our prediction, there was a small backfiring effect where policymakers in the treatment condition (3%) were less likely to attend the briefing than the control condition (8%). However, two policymakers (1.5%) in the treatment condition signed the public pledge compared to one (0.8%) in the control condition. The current findings reveal the limits of using personal stories as a nudge to influence policymakers. We discuss insights gained from this experiment and follow-up debriefings with policymakers on how to improve future behavioral interventions designed to nudge policymakers.
... Theoretically, we designed the intervention based on empowering leadership theory (Amundsen & Martinsen, 2014;Konczak et al., 2000), as well as broader models of social psychology, in particular, commitment theory (Guéguen et al., 2013;Kiesler & Sakumura, 1966) and self-determination theory (Ryan & Deci, 2000). ...
Aims:
To assess the effect of a systemic intervention on the evolution of empowering leadership and emotional exhaustion in a university hospital sub-center compared to a control sub-center, both being part of a large French university hospital complex.
Background:
Empowering leadership is a promising strategy for developing hospital team engagement and performance. However, the bureaucratic functioning of large hospitals, characterized by a managerial culture of control and a stratified organization, can be a barrier to empowering leadership.
Methods:
The intervention included empowering leadership training, direct field experimentation of empowering leadership, and coaching, involving all the sub-center hierarchical levels for 12 months. Data were collected before and after the intervention. A total of 441 and 310 participants were respectively included in the intervention and control sub-centers.
Results:
Empowering leadership was decreased and emotional exhaustion was increased in the control sub-center, while the scores remained stable in the intervention sub-center. The increased emotional exhaustion in the control sub-center could partially be explained by the change in empowering leadership.
Conclusion:
In a context of decreased empowering leadership and increased emotional exhaustion, the intervention had a protective effect. Implications for the design of future interventions were discussed.
Implications for nursing management:
This study unequivocally showed the benefit of transforming hospital management towards empowering leadership, to prevent increased emotional exhaustion.
... Commitment is broadly defined as "a pledging or binding of the individual to behavioral acts" (Barata et al., 2017;Jaeger and Schultz, 2017;Kiesler and Sakumura, 1966). Commitment-making has been found to be a powerful tool in shaping people's behavior in a variety of domains, such as recycling and sorting (Burn and Oskamp, 1986;Pardini and Katzev, 1983;Wang and Katzev, 1990), energy conservation (Andor and Fels, 2018;Barata et al., 2017;Jaeger and Schultz, 2017;van der Werff et al., 2019), transportation mode change (Matthies et al., 2006), and the reuse of towel (Baca-Motes et al., 2013;Terrier and Marfaing, 2015). ...
Although commitment has been proved to be an influential approach to change behavior, it is still vague how it can be effectively implemented to promote recycling on large-scale operations for children and their families. This field study collected both quantitative and qualitative data to investigate the effectiveness of commitment-based approaches in encouraging children and their families to recycle. A total of 180 children (age 7 to 8 years) and 180 caregivers were assigned to one of four cumulative intervention conditions: signature, activity, copy, and agent. All the committed children developed better knowledge and behaviors of recycling after treatments. The agent group, in which children committed to promote changes in the family, had a significant improvement in children’s commitment rates and family sorting knowledge. Our study supports the bidirectional theory of parent-child relationships, and sheds new light on the intergenerational influences of commitment-related interventions in recycling for children and their families.
... The factors that influence this strength are the rewards received from the organization and the required experiences to receive them. Kiesler & Sakumura (1966) The link that binds an individual to behavioral acts Kanter (1968) Employee's willingness to invest their energy and loyalty in a given organization. ...
Organizational Commitment is one of the important issues in the field of organizational behavior. The extension of Organizational Commitment is due to its role in efficiency and effectiveness of enterprises, because it is an attitude which declares both the identity of employees in their organizations and the extent they get involved in organizational activities. Affective Commitment, Continuous (Continuance) Commitment, and Normative Commitment compose the three major dimensions of Organizational Commitment. Since most organizations are changing, their leaders must cope themselves with the alterations in order to sustain and develop the company in new environments. An important feature which can help the leaders or managers to fully encounter the problems will be Social Intelligence. Social Intelligence is the ability to understand the people and manage them to act wisely in their human communications. Social Intelligence, as an ability of establishing relationships with others, is a factor which can connect the managers and employees together, and it also reinforces their communications. The six dimensions of Social Intelligence, as one of the most important elements in effective communications, are: Memory (ability to remember names and faces of people), Patience (Calm Endurance under stressful conditions), Cooperativeness (ability to interact with others help them view matters from all angles), Confidence Level, Tactfulness, and Sensitivity (firm trust in oneself and ones chances, delicate perception of the right thing to say or do, and to be acutely aware of and responsive to human behavior), Recognition of Social Environment (ability to perceive the nature and atmosphere of the existing situation), and Sense of Humor (Capacity to feel and cause amusement and be able to see the lighter side of life). This study aims to design a conceptual model on the relationship between Social Intelligence and Organizational Commitment based on the new concepts of the mentioned variables. Keywords: Conceptual Model; Organizational Commitment; Social Intelligence;
... While there is substantial empirical research on commitments (see, e.g. Charness & Dufwenberg, 2006;Kiesler & Corbin, 1965;Kiesler & Sakumura, 1966;Michael et al., 2016;Székely & Michael, 2018;Vanberg, 2008), this branch of research does not focus on whether commitments can lead to counterpreferential choices. Instead, appeals to intuition do most of the work in the literature that examines the relation between preferences and commitments (Cudd, 2014;Hausman, 2007;Heath, 2008;Herfeld, 2009;Peacock, 2020;Peter & Schmid, 2007;Pettit, 2007;Reiss, 2013;Sen, 1977). ...
Commitments are crucial for our lives but there is no consensus on how commitments and preferences relate to each other. In this paper, we present three empirical studies that provide evidence that people sometimes choose a less preferred option when they have made a commitment.
... Commitment has been defined as "a force that binds an individual to a course of action that is of relevance to a particular target" (Meyer & Herscovitch, 2001, p. 301). The concept of commitment originated from sociology (e.g., Abramson et al., 1958;Becker, 1960) and social psychology (e.g., Brehm & Cohen, 1959;Kiesler, 1971;Kiesler & Sakumura, 1966). It eventually gained interest in various contexts, such as organisational psychology (e.g., Joo & Lim, 2009;Mowday et al., 1982;Salzmann et al., 2018), education and learning (e.g., Human-Vogel & Rabe, 2015;Nguyen et al., 2016), sports (e.g., Pulido et al., 2018;Scanlan et al., 1990;Scanlan et al., 1993;Schmidt & Stein, 1991), and music (e.g., Asmus & Harrison, 1990;McPherson, 2001;Schmidt, 2005). ...
The purpose of this study was to determine the predictors of individual and collective flow experienced by Secondary school students while they engaged in band. More specifically, it aimed to test Sawyer’s (2006) theorisation that collective flow predicts individual flow, and also to ascertain if grit directly predicts flow in instrumental contexts (Miksza & Tan, 2015).
Participants were 83 band students from two Secondary school bands in Singapore. Data were collected using two questionnaires that measured participants’ self-report levels of individual and collective flow while rehearsing, achievement goals towards band, grit while practising, commitment to band, and expectancy-value towards band. The main data analyses included: (1) descriptive statistics of all constructs (Research Question One); (2) between-subject t-test and one-way ANOVA to identify whether any constructs differed by gender or instrumental families (Research Question One); (3) correlational and regression analyses (Research Question Two); and (4) mediation analyses (Research Question Three).
Findings indicated a reciprocal relationship between individual and collective flow: individual flow predicted collective flow and vice versa. Among the myriad psychological constructs, value emerged strongly in the data—it was not only positively associated with commitment, mastery-approach goals, individual and collective flow, but was also the strongest predictor of collective flow. Finally, the effect of grit on individual flow was found to be indirect and mediated by expectancy and value. Based on the findings, implications for theory and practice were proffered.
... Commitment is binding of the employees' behavior and makes it less changeable and predictable (Kiesler and Sakumura, 1966). Organizational commitment is the psychological state of employees about their attachment to the goals and values of the organization due to specific reasons. ...
The COVID-19 outbreak wreaked havoc on the hospitality business, resulting in significant layoffs, salary cuts, and unpaid leaves globally. This study uses the sensemaking theory to investigate how COVID-19 induced unfavorable human resource (HR) practices affect the link between perceived corporate social responsibility (CSR) and employee identification and commitment. We tested this model using the data collected from 392 hospitality sector employees in Pakistan. The results reveal that “cut in salaries” and “work from home” positively moderate CSR’s impact on employees’ identification and commitment. On the other hand, employee layoff and leave without pay do not impact the positive relationship between CSR and employees’ attitudes. Furthermore, the study finds that CSR during this pandemic has a significant positive impact on employees’ attitudes. However, this relationship becomes insignificant for employees who reported unfavorable HR practices in their organizations. The finding further reveals that CSR’s impact during COVID-19 on employees’ attitudes is moderated by the different levels of CSR importance in employees’ minds. This evidence is significant since HR practices implemented during this crisis need to be identified and framed to understand the effects of CSR on employee commitment and identification. CSR involvement in the pandemic can help managers keep their employees committed to organizations; only if this charity begins from their internal stakeholders first.
... Lewin (1947) note alors que 32 % des ménagères acceptent de cuisiner ces aliments suite à leur décision préalable, exprimée publiquement, de s'engager dans une action. Dans la même veine, Kiesler et Sakumura (1966) définissent l'engagement comme le lien qui unit l'individu à ses actes et à l'évidence, au travers d'une telle approche, l'accent est mis explicitement sur la relation entre individu et comportement, et non la relation entre individu et croyances, idées ou convictions. Cinq ans plus tard, Kiesler (1971) avance une hypothèse complémentaire consistant à affirmer que le sujet ne se sent jamais engagé par ses seules idées ou sentiments. ...
L’activité de soins dans les hôpitaux génère d’importantes quantités de déchets, en général dangereux pour les personnels qui les manipulent, pour le public et pour l’environnement. L’article met en évidence deux leviers de la maîtrise des accidents liés à la rétro-logistique lors de la manipulation des déchets médicaux hospitaliers. Une étude a été conduite dans le contexte africain afin d’en apprécier l’impact. Les données ont été collectées auprès des principaux acteurs de la chaîne logistique d’évacuation des déchets (agents de surface assurant le tri et la collecte). Les résultats indiquent que le climat de travail a un effet significatif sur la maîtrise des accidents, mais aussi sur la relation entre l’engagement de la direction générale et la maîtrise des accidents.
... Commitment can be defined as the binding of an individual to a behavioral act [23]. People who make a voluntary commitment declare that they will change a certain behavior for a certain period of time, for example, riding a bicycle instead of driving a car for a week or shopping plastic-free as best as possible. ...
Society’s development toward more sustainable lifestyles can only succeed if changes are also performed at the individual level. We, therefore investigated whether the participation of teenagers (14–19 years old) in a collective public commitment and accompanying workshop on plastic consumption strengthened their willingness and ability to take action. Previous projects such as the EcoTeam Program served as workshop templates. Over a period of five weeks, the teenagers met once a week for the workshop, an exchange of ideas, and the establishment of weekly goals for their commitment. Semi-structured interviews were carried out to investigate the outcomes directly after the project and three years later. Participants developed a more conscious environmental perception, which led to behavioral changes and the willingness to maintain or improve those changes. Beyond this outcome, most participants functioned as multipliers and ambassadors for a more sustainable lifestyle in their social environment. Even three years after the commitment project, all former participants had maintained their behavioral changes. Collective public commitment could thus be a suitable method for ESD, and a vehicle to support young people on their path to a more sustainable lifestyle.
... In turn, viewing difficulty as a signal of importance motivates goal pursuit and has been shown to improve actual goal attainment across a host of domains (Elmore, Oyserman, Smith, & Novin, 2016;Oyserman & Destin, 2010;Oyserman, Smith, & Elmore, 2014). As such, given that commitment consists of binding oneself to a particular course of action (Kiesler 1971;Kiesler & Sakumura, 1966), this research similarly provides evidence consistent with our hypothesis that pre-existing goal commitment determines whether experiencing resistance during goal pursuit has positive or negative motivational consequences. ...
A body of empirical research shows that pursuing goals via means that do not fit (vs. do fit) one's regulatory mode creates resistance that disrupts motivation. However, other empirical research shows that resistance sometimes motivates people to work harder toward their goals, suggesting that regulatory nonfit (vs. fit) might be more motivating at times. The current research tests this possibility while also demonstrating how an integral dimension of a goal-a person's preexisting commitment to it-determines when regulatory nonfit (vs. fit) is more motivating. Three initial studies provide evidence that, among people low in preexisting commitment, regulatory nonfit (vs. fit) demotivates people: goal value and intentions to pursue the goal become lower with nonfit (vs. fit). However, among people high in preexisting commitment, regulatory nonfit (vs. fit) motivates people: goal value and intentions to pursue the goal become higher with nonfit (vs. fit). Three additional studies document an experimental causal chain providing evidence for underlying mechanisms: regulatory nonfit (vs. fit) creates an experience of resistance that people need to interpret, and preexisting commitment shifts whether people interpret resistance as a negative or positive motivational signal. Finally, two studies demonstrate how naturally occurring variance in preexisting goal commitment moderates the effect of experiencing regulatory nonfit (vs. fit) on people's subsequent goal-directed behavior. By identifying an integral dimension of goals that can reverse the motivational effects of regulatory nonfit, the present research connects with other work documenting the importance of mindsets about resistance, and suggests novel implications for motivating desired behaviors. (PsycInfo Database Record (c) 2021 APA, all rights reserved).
... A fourth possible channel is commitment. According to social psychology (Kiesler and Sakumura, 1966;Kiesler, 1971;Joule and Beauvois, 1998) decisions taken freely commit people to behave consistently with this choice in subsequent decision-making situations. Such behavior arises due to either or both the willingness to avoid cognitive dissonance (the psychological tension induced by holding different beliefs or values; Festinger, 1957) or self-attribution (past actions serve a signal to oneself about one's own, unknown, preferences; Bem, 1972;Bodner, Prelec, Brocas, and Carillo, 2003), both leading to a preference for self-consistency. ...
Does giving taxpayers a voice over the destination of tax revenues lead to more honest income declarations? Previous experiments have shown that giving participants the opportunity to select the organization that receives their tax funds tends to increase tax compliance. The aim of this paper is to assess whether this increase in compliance is induced by the sole fact of giving subjects a choice-a "direct democracy effect". To that aim, we ask participants to a tax evasion game to choose, in a collective or individual choice setting, between two very similar organizations which provide the same social (ecological) benefits. We elicit compliance for both organizations before the choice is made so as to control for the counter-factual compliance decision. We find that democracy does not increase compliance, and even observe a slight negative effect-in particular for women. Our results confirm the existence of a commitment effect of democracy, leading to favor more the selected organization when it was actively chosen. The commitment effect of democracy is however not enough to overcome the decrease in the level of compliance. Thanks to response times data, we show that prior choice on similar options as compared to a purely random selection weakens the preference for honesty. One important field application of our results is that democracy in tax spending must offer real choices to tax payers to improve compliance.
... Study 1a also identifies that Previous Engagement in Delegation can impact perceived benefits and risks of delegation. This proposal finds a theoretical basis in commitment theory developed in the field of social psychology (Kiesler and Sakumura, 1966). According to Kiesler (1971 p.81) commitment is "what binds the individual to his or her behavioural acts". ...
Given the rapid growth of autonomous technologies it is important to understand how consumers attribute value to them. Such technologies require consumers to give up control to a machine by delegating decision-making power. To better understand value perceptions, and ultimately adoption, this paper proposes a conceptual model that explains the value attributed to autonomous cars as an archetypal consumer autonomous technology. The model is developed from literature around the theme of autonomy and two qualitative studies, which identify consumers’ perceived individual benefits (Freeing Time, Overcoming Human Weaknesses, Outperforming Human Capacities), risks (Loss of Competencies, Security and Privacy risk, Performance risk) and their proximal antecedents (Perceived Expertise, Attitude toward the Delegated Task, Previous Engagement in Delegation). The model is tested on a national sample of French drivers using a quantitative methodology and Structural Equation Modelling (SEM). This research contributes to literature on technological forecasting of autonomous technologies by developing and testing a conceptual model, which includes salient predictors of perceived value and highlights the mediating role of improvement in subjective well-being that consumers anticipate from adoption. The model can be used by managers to predict how users are likely to react to their products and communications about them.
... Kiesler et Sakumura [56] The link that binds an individual to behavioral acts. ...
The vast majority of works published on Lean focus on the evaluation of tools and/or the strategies needed for its implementation. Although many authors highlight the degree of employee commitment as one of the key aspects of Lean, what has gone largely unnoticed in the literature, is that few studies have examined in-depth the concept of organizational commitment in connection with Lean. With this narrative literature review article, our main objective is (1) to identify and analyze an extensive body of literature that addresses the Lean Manufacturing approach and how it relates to employee commitment, emphasizing affective commitment as the main type of organizational commitment positively associated with Lean, and (2) to highlight the management practices required to encourage this kind of commitment and promote the success and sustainability of Lean. This paper aims to provide a comprehensive overview that can help researchers and practitioners interested in Lean better understand the importance of employee commitment in this type of approach, and as well, to identify related research questions.
... The open question we address herein is whether a non-financial honesty oath works to reduce dishonesty in crowd-working relationships. The solemn oath to honesty is an ancient and time-tested mechanism designed to eliminate misbehavior by asking a person to commit to the truth (Tyler, 1834;Kiesler and Sakumura, 1966;Joule and Beauvois, 1998;Joule, Girandola, and Bernard, 2007). Using laboratory experiments, the oath has been shown to affect behavior in multiple contexts, including the reduction of hypothetical bias in non-market valuation (Jacquemet, Joule, Luchini, and Shogren, 2013;de-Magistris and Pascucci, 2014;Jacquemet, James, Luchini, and Shogren, 2017), improving coordination in a strategic game with cheap talk (Jacquemet, Luchini, Shogren, and Zylbersztejn, 2017) and increasing compliance in tax evasion games (Jacquemet, Luchini, Malézieux, and Shogren, 2020). ...
This study explores whether an oath to honesty can reduce both shirking and lying among crowd-sourced internet workers. Using a classic coin-flip experiment, we first confirm that a substantial majority of Mechanical Turk workers both shirk and lie when reporting the number of heads flipped. We then demonstrate that lying can be reduced by first asking each worker to swear voluntarily on his or her honor to tell the truth in subsequent economic decisions. Even in this online, purely anonymous environment, the oath significantly reduced the percent of subjects telling “big” lies (by roughly 27%), but did not affect shirking. We also explore whether a truth-telling oath can be used as a screening device if implemented after decisions have been made. Conditional on flipping response, MTurk shirkers and workers who lied were significantly less likely to agree to an ex-post honesty oath. Our results suggest oaths may help elicit more truthful behavior, even in online crowd-sourced environments.
... (e.g., Becker, 1960;Kanter, 1968;Kiesler & Sakamura, 1966), yet, Financial Exchange and Investment together only accounted for 6% of responses. Allen's (1991, 1997) TCM has been prominent in commitment scholarship for the past two decades. ...
To reassess and enhance our understanding of employee commitments in contemporary organizations, we conducted a mixed-method study. In open-ended surveys, we asked employees (N = 712) to explain why they are committed to various work-related targets (organization, coworker, organizational goal, and occupation). We content analyzed the responses and derived 15 distinct explanations for those commitments. We then compared these explanations to extant commitment models and examined how explanations varied across commitment targets. Finally, we examined the relationship between these explanations and commitment strength. Our findings indicate that many factors in extant commitment models are still relevant (e.g., Social Exchange), but other aspects of those models were not mentioned by participants (e.g., competition) or mentioned very infrequently (e.g., No Choice). Perhaps most importantly, some current explanations (e.g., Altruism) are not represented in extant models. In addition, some explanations were provided more or less often for different commitment targets. For example, Social Exchange was provided more frequently for coworker commitment but less frequently than expected by chance for organizational goal commitment. Finally, explanations differentially related to commitment strength, with stronger commitment associated with Social Exchange than with Financial Exchange. The implications of these findings for theory and human resource management practice are discussed. K E Y W O R D S abductive inquiry, commitment, sensemaking
... This notion is echoed in the irreversibility threshold of the entrepreneurial process, found in Bruyat's (1993Bruyat's ( , 2001 work, referring to the point where quitting would be so expensive and so considered a failure than it is no longer an option for the entrepreneur. In that, Becker's concept of commitment is in line with the first definitions proposed in psychology, which defined it as what binds the individual to his behavioral acts (Kiesler & Sakumura, 1966). Commitment is thus considered a stabilizing force that gives direction to behavior and compels an individual toward a course of action (Meyer & Herscovitch, 2001). ...
... The open question we address herein is whether a non-financial honesty oath works to reduce dishonesty in crowd-working relationships. The solemn oath to honesty is an ancient and time-tested mechanism designed to eliminate misbehavior by asking a person to commit to the truth (Tyler, 1834;Kiesler and Sakumura, 1966;Joule and Beauvois, 1998;Joule, Girandola, and Bernard, 2007). Using laboratory experiments, the oath has been shown to affect behavior in multiple contexts, including the reduction of hypothetical bias in non-market valuation (Jacquemet, Joule, Luchini, and Shogren, 2013;de-Magistris and Pascucci, 2014;Jacquemet, James, Luchini, and Shogren, 2017), improving coordination in a strategic game with cheap talk (Jacquemet, Luchini, Shogren, and Zylbersztejn, 2018) and increasing compliance in tax evasion games (Jacquemet, Luchini, Malézieux, and Shogren, 2020). ...
This study explores whether an oath to honesty can reduce both shirking and lying among crowd-sourced internet workers. Using a classic coin-flip experiment, we first confirm that a substantial majority of Mechanical Turk workers both shirk and lie when reporting the number of heads flipped. We then demonstrate that lying can be reduced by first asking each worker to swear voluntarily on his or her honor to tell the truth in subsequent economic decisions. Even in this online, purely anonymous environment, the oath significantly reduced the percent of subjects telling "big" lies (by roughly 27%), but did not affect shirking. We also explore whether a truth-telling oath can be used as a screening device if implemented after decisions have been made. Conditional on flipping response, MTurk shirkers and liars were significantly less likely to agree to an ex-post honesty oath. Our results suggest oaths may help elicit more truthful behavior, even in online crowd-sourced environments. This paper supersedes "Lying and shirking under oath", Economic Science Institute WP n. 278.
... The elements can addresses to experiences whether those derive from social, political, educational and cultural experiences. So, the language becomes the vehicle to express [5] and [6]. Stand-up comedy is more than just a joke but expressing the truth. ...
The whole approach of this paper revolves around the theme of employee motivation, having as the main objective to establish notable associations and implications that are worthy of being taken into account by the manager in establishing the appropriate motivational factors for employees. The purpose is to study the degree of association between the type of employer, private or public, and the type of personality of employees, namely proactive personality or not. To achieve this goal, it is propose a new mathematical method of statistical research using a coupling of the verifing statistical hypotheses tests regarding the determination of the error risk, this one being therefore calculated by a linear expression of the individual error risks. Also, is provided a series of results obtained from the processing of data observed through a survey study, results that lead to some motivational managerial implications. Being carried out during the current year, the survey certainly supplied observed data that were in accord with the actual economic and social context. Therefore, it should be emphasized that the two characteristics of interest pursued in this study, the type of employer and the proactive personality or not, were investigated for Romanian employees of companies operating in uncertain economic conditions.
The use of negotiation in hostage situations is not a new concept. As a matter of fact, it has been used worldwide since the 1970's. However, the South African Police Service (SAPS) has been training its members in the use of hostage negotiations only since 1990. Seen in the light of greater community involvement by the SAPS it is expected that hostage negotiation as a nonviolent means of solving such situations will become more common as time goes by. In this article hostage negotiation is viewed as a form of persuasive communication. It focuses on the existence of and reasons for resistance to the persuasive content of hostage negotiations. Strategies that the hostage negotiator can use to overcome existing resistance are discussed, as well as strategies and techniques to initiate change in the hostage taker's behaviour, that is, to persuade the latter to let the hostage go unharmed the ultimate goal of such negotiations. Recommendation is made that South African hostage
The literature on family business governance has increased greatly over the past 20 years but few studies on management entrenchment mechanisms have been published. The objective of this paper is to analyze the mechanisms of entrenchment of a successor in a family business and the influence the leadership structure has on it. Using an in-depth longitudinal case-study approach, we look at the entrenchment process in seven longitudinal family business case studies through a processual approach. We find strong evidence that the entrenchment process is different in family firms and is based on the paradoxical use of managerial control. We extend the theory of family business by identifying managerial succession bifurcation bias as a determinant of the choice of the two-tier system and we build a model representing this theory.
We investigate whether oaths can enforce property rights in a social dilemma and increase welfare. We examine the impact of mandatory and voluntary oaths in a laboratory experiment where individuals can produce wealth, protect accumulated wealth, and take wealth from others. Individuals are more productive when oaths are mandatory compared to a no‐oath environment. Subjects’ voluntary signing oaths behave similarly to those who sign a mandatory oath. When the oath is voluntary, nonoath‐taking individuals engage in nonproductive behavior, negating the positive impact from the voluntary oath. Our results show that altering commitment mechanisms can result in varying welfare levels.
Billions of people across the globe use social media to acquire and share information. A large and growing body of research examines how consuming online content affects what people know. The present research investigates a complementary, yet previously unstudied question: how might sharing online content affect what people think they know? Sharing signals expertise, and people frequently internalize their public behavior into their private self‐concepts. We therefore posit that sharing information on social media may cause people to believe they are as knowledgeable as their posts make them appear. We examine this possibility in the context of “sharing without reading,” a phenomenon that allows us to isolate the effect of sharing on subjective knowledge from any influence of reading or objective knowledge. Six studies provide correlational (study 1) and causal (studies 2, 2a) evidence that sharing—even without reading—increases subjective knowledge, and test the internalization mechanism by varying the degree to which sharing publicly commits the sharer to an expert identity (studies 3‐5). A seventh study investigates potential consequences of sharing‐inflated subjective knowledge on downstream behavior in the domain of financial decision‐making.
This paper discusses the epistemological, theoretical, and methodological challenges of implementing an experimental communication procedure—engagement communication—to shape organizational behaviours. Attempts to cultivate engagement in a group of midlevel executives on the issue of integrity (one of the cardinal values asserted by the organization) have shown that engagement efforts are inseparable from their context, how engagement is portrayed in the workplace, and the authority that institutionalizes it. This is illustrated by intervention research conducted in a Québec government organization with more than 20,000 employees
Dans notre société où le chômage de masse est devenu phénomène majeur, de plus en plus de personnes sont rejetées durablement du marché du travail et constituent au sein de ce chômage de masse ce qu’on appelle « le chômage d’exclusion ». Pour accompagner cette population souvent stigmatisée, les choix de pratiques d’accompagnement sont divers. Ce travail investigue une notion émergente dans les politiques publiques de lutte contre le chômage et l’exclusion : « la médiation active à l’emploi », au travers de l’exemple de la méthode d’Intervention sur les Offres et les Demandes (Castra 2003, Castra et Valls 2007). En proposant une définition psychosociale de cette notion, la recherche s’articule autour de 4 études.La première étude est une analyse quantitative des méthodes d’accompagnement des demandeurs d’emploi. Elle démontre l’impact positif des situations de médiation sur la sortie de l’action en position d’emploi durable, particulièrement pour les publics les plus précarisés. Elle est complétée par une seconde étude, une analyse qualitative des parcours d’accompagnement via une enquête auprès des personnes accompagnées, qui souligne la nécessité de mettre en place des actions de médiation active et montre les effets positifs de la rencontre avec les employeurs.La troisième étude est une analyse quantitative des méthodes d’accompagnement des entreprises. Elle démontre que l’investissement sur la relation avec les entreprises est une condition essentielle pour faire démarrer des contrats de travail. Elle est complétée par une quatrième étude, une analyse qualitative de cette relation via une enquête auprès des entreprises accompagnées, qui souligne la nécessité de développer la relation de service avec les entreprises pour répondre aux enjeux des recruteurs et obtenir un cadre plus propice à l’embauche et à l’intégration des personnes accompagnées.L’ensemble de ce travail ouvre la voie à de nombreuses recherches, aussi bien au niveau de la formalisation des outils d’évaluation de la méthode IOD que de l’évolution des outils d’accompagnement des demandeurs d’emploi.
Public good games are at the core of many environmental challenges. In such social dilemmas, a large share of people endorse the norm of reciprocity. A growing literature complements this finding with the observation that many players exhibit a self-serving bias in reciprocation: “weak reciprocators” increase their contributions as a function of the effort level of the other players, but less than proportionally. In this paper, we build upon a growing literature on truth-telling to argue that weak reciprocity might be best conceived not as a preference, but rather as a symptom of an internal trade-off at the player level between (i) the truthful revelation of their private reciprocal preference, and (ii) the economic incentives they face (which foster free-riding). In truth-telling experiments, many players misrepresent private information when this is to their material benefit, but to a significantly lesser extent than what would be expected based on the profit-maximizing strategy. We apply this behavioral insight to strategic situations, and test whether the preference revelation properties of the classic voluntary contribution game can be improved by offering players the possibility to sign a classic truth-telling oath. Our results suggest that the honesty oath helps increase cooperation (by 33% in our experiment). Subjects under oath contribute in a way which is more consistent with (i) the contribution they expect from the other players and (ii) their normative views about the right contribution level. As a result, the distribution of social types elicited under oath differs from the one observed in the baseline: some free-riders, and many weak reciprocators, now behave as pure reciprocators.
Background :-
It has been observed that the development of Natural Gas in the form of Piped Natural Gas for household sector &Compressed Natural Gas for transport and industrial sector is a part of City Gas Distribution in India is in evolving stage. Before the establishment of Petroleum and Natural Gas Regulatory Board, the sector was not so structured & directional. Later on, the safety practices of natural gas business were looked into and guidelines were framed.How the strategic marketing of natural gas is done in the form of Piped Natural Gas for household sector &Compressed Natural Gas which is getting influenced by product supply , pricing mechanism as per demand , place with infrastructure and promotion using innovation & technologyis also discussed in this paper.
Result :-
This paper tries to find out the marketing strategies required to make use of natural gas as substitute to all alternative energy like coal, petrol & diesel and renewable energy like solar & wind energy available in India and particularly at Aburoad market. The result obtained on the basis of qualitative and quantitative survey indicate that as the natural gas market in India is not so matured and also there is no natural gas market Aburoad. Also the increasing pricing of alternative energy and insufficient availability of renewable energy is paving the path for higher natural gas demand and consumption which is envisaged in future perspective.The results indicate that Infrastructure &Demand are exerting stronger influence than Supply &Technology on Natural gas business at Aburoad . It means that the management needs to take steps to build up the Infrastructure &ensure Demand for strategic marketing of natural gas as compared to alternative and renewable energy.
Conclusion:-
Considering the climate change and for improving the living standard of the resident in the pollution free environment , it is very much important to proliferate the natural gas market and other renewable energy as compared to alternative energy
Cette thèse CIFRE au sein d’une organisation de santé nous a conduit à nous intéresser aux fonctions exécutives, impliquées dans le contrôle cognitif intervenant dans les situations nécessitant une articulation des actions ou pensées dirigées vers un but finalisé. Ces processus sont sollicités pour se concentrer sur une tâche (Attention), mémoriser et manipuler des informations (Mémoire de travail), s’adapter à de nouveaux environnements ou règles (Flexibilité mentale, Inhibition) et plus généralement lorsque les habitudes et automatismes ne suffisent pas à atteindre ces buts (Planification, Stratégie). Les patients ne reconnaissant pas leurs troubles (anosognosie), leurs thérapeutes éprouvent des difficultés à les impliquer dans leur rééducation afin qu’ils retrouvent une autonomie suffisante pour regagner leur domicile.A travers notre démarche de Recherche-Intervention participative, nous avons mis en place un canevas méthodologique pluriel ancré dans l’organisation de santé. En nous inspirant du Design Thinking, de la Conception Centrée Utilisateurs et de la Conception Universelle, nous avons mené de multiples observations, entretiens, séances de créativité et tests utilisateurs auprès des thérapeutes et des patients de façon itérative tout du long de notre recherche. Ceci nous a permis de prendre en compte les représentations liées aux dynamiques de la situation vécue, construites dans le cours de l’action et dépendantes des stratégies d’acteurs afin de coconcevoir dynamiquement S’TIM. Ce Serious Game thérapeutique est basé sur les théories de l’esprit, de l’autodétermination, de l’engagement, et de l’activité. Une grande attention a de plus été portée à l’Expérience vécue à travers la scénarisation proposée ainsi qu’aux possibilités d’apprentissage dans un univers virtuel afin qu’il y ait transfert des acquis en situation de vie quotidienne. Par leur accompagnement, les thérapeutes conservent ici un rôle primordial.S’TIM contient ainsi des clés d’action, des moyens de mobiliser ces clés et des stratégies pour les utiliser de manière pertinente. Il emmagasine et articule donc un savoir-faire, un savoir-comprendre et un savoir-combiner qui le positionnent en tant que pièce maitresse de l’expertise. Cette approche peut également être appliquée dans d’autres contextes, multiples, où l’engagement à travers un SG est la clé de voute du projet dans toute situation en relation avec les formes d'apprentissage hybridées.Enfin, nous avons étudié l’implication de l’organisation apprenante dans le projet ainsi que son appropriation du dispositif. Tout en étant partie prenante, les changements induits à un micro-niveau par le numérique n’ont pas été réellement traduits dans les dynamiques organisationnelles. Nous retrouvons la question de la pérennisation, de la consolidation permettant un réel réagencement au sein de l’organisation. Un accompagnement s’avère ainsi indispensable pour observer un véritable déplacement de la relation entre patients et thérapeutes, point de départ pour l’émergence de nouvelles formes thérapeutiques puis organisationnelles globalement plus structurantes.
Background
Despite significant investment in colorectal cancer (CRC) screening, 40% of US adults are not up-to-date. Commitment devices, which are psychologically tailored approaches to enforce health goals, may be an effective method to increase CRC screening.Objective
Compare the effectiveness of a commitment device (patient self-ordering fecal immunochemical test (FIT) kits) to standard CRC screening outreach.DesignA retrospective observational study.ParticipantsParticipants were > 49 years and < 75 years, had no history of CRC, and were eligible for CRC screening.InterventionAn electronic screening reminder with an embedded order button allowed participants to order FIT kits directly from a patient portal. Those who used the order button were promptly sent a kit; those who did not were later mailed kits.Main MeasuresPrimary outcome was completion of FIT kits. Secondary outcomes included number of days to completion, completion of follow-up for positive results, and CRC diagnosis; we also examined prior use of FIT kit. We used inverse probability of treatment weights to control for pretreatment imbalances.Key ResultsThe cohort comprised 176,231 participants: 53% female; median age was 59; 11% were Asian, 21% Hispanic/Latino, 7% black, 51% White, 3% other/mixed race. Approximately 10% (N = 16,918) used the button. Using inverse probability of treatment weights, we found that those who used the button had 3.8 times the odds of completing a kit compared to participants who did not (odds ratio, 3.77; 95% confidence interval, 3.57–3.98). Within the button group, 63% of those eligible completed a FIT kit in the year prior to the button compared to 87% in the year after the button became available (p < 0.0001).Conclusion
The ability to self-order screening kits may act as a commitment device that increases CRC screening. Scalable tools leveraging existing patient portals such as this can complement existing CRC outreach strategies.
Ces travaux de thèse, financés par la région PACA, visaient à favoriser l’adoption de comportements de protection du risque sismique en région PACA. Pour cela, nous nous sommes intéressé dans un premier temps à la perception des séismes dans la région, pour ensuite mener un certain nombre de travaux en laboratoire visant à élaborer un protocole de changement comportemental reposant sur un principe de substitution de soi à autrui (c’est-à-dire, répondre comme le ferait la plupart des habitants de la région PACA). Enfin, nous avons mené un travail de terrain visant à favoriser l’adoption de comportements de protection en amont d’un tremblement de terre (par exemple, accrocher les grands meubles aux murs, faire des réserves d’eau, convenir d’un point de rendez-vous post-séisme etc.). Les résultats obtenus semblent indiquer que la substitution de soi à autrui peut être une technique efficace pour obtenir un changement comportemental, mais d’autres recherches sont nécessaires, notamment sur les comportements effectifs, afin d’améliorer et de poursuivre le développement de ce paradigme.
This chapter examines how and why commitment devices have been used for weight management and frames research priorities going forward. A theoretical framework drawing on Thaler and Shefrin motivates the use of commitment devices to change health behaviours. An original taxonomy separates commitment devices into three distinct types. A review of the empirical literature, with a focus on unexpected findings that defy theoretical predictions, indicates that commitment devices (1) can have positive effects on health behaviours, but (2) can also have unintended effects, which warrants further research attention to under-theorised issues of ‘commitment overload' and ‘moral licensing', and empirical testing of online commitment strategies. The COVID-19 pandemic emphasises the need for innovative but evidence-based digital health interventions. The chapter closes with suggestions for policymakers considering commitment devices for preventative health behaviours.
The “But you are free...” (BYAF) technique is a well-known technique from commitment theory and reactance theory, with the addition of these little terms leading to higher compliance to confederates to, for example, give spare for the bus. In this pre-registered meta-analysis, we examine the effect of the BYAF technique in 52 studies (N = 28759). An analysis of 74 effect sizes showed medium effect (g = 0.44, 95% confidence intervals (CI) [0.36, 0.51]) for the BYAF technique. A moderator analysis found an effect stronger for Face-to-face interactivity over others. All the other moderators we used were non-significant, given a too few studies involved in one condition. We did not find any differences between articles published before and after Carpenter’s (2013) meta-analysis. Finally, we found several limitations. Most recent studies on the subject are too low-powered, there are some possibilities of publication bias, and recent research questioned the theoretical foundations. We propose some improvements to the design, experiments, and commitment theory to ensure the effects found in the literature exist and are replicable. All materials are available on https://osf.io/8eqa5/
Nous abordons la thématique de l’empowerment en éducation à travers l’étude d’expériences et de dispositifs expérimentaux de « classes inversées » (C.I.), dans les établissements d’enseignement secondaire à partir de deux « terrains » localisés dans la Région « Grand Est ». Notre recherche-action combine les trois formes de « pouvoir » évoquées dans l’argumentaire. Le « pouvoir de » car les enseignants mettent en œuvre une « énergie » pour être des promoteurs de changement, nous nous focaliserons ainsi sur des formes d’engagement, d’implication dans leurs organisations professionnelles ; le « pouvoir avec » car ils construisent en collectifs, dans une perspective de transformation des pratiques, ils intègrent les médias, le numérique dans leurs pratiques professionnelles ; le « pouvoir contre » car ils développent une capacité d’agir contre une certaine inertie et mènent une action transformatrice et créatrice, en élaborant des formes de développements professionnels autonomes et de réflexivités professionnelles.
Le simple fait de questionner quelqu'un permet-il de modifier son comportement futur ? Les recherches sur le Pied-Dans-La-Porte (PDLP) et l'Effet Question-Comportement (EQC) ont mis en évidence l'efficacité des questions préparatoires afin d'augmenter les chances de voir quelqu'un accepter une requête future. Certaines questions semblent plus efficaces que d'autres. Les questions d'auto-prédiction comportementale semblent les plus efficace dans la littérature sur l'EQC. Les effets produits par les questions d'attitude semblent fluctuants. Toutes deux semblent produire des effets qui ne sont pas entièrement explicables au regard des théories actuelles sur l'EQC et le PDLP. Nous chercherons à éprouver la façon dont des subtilités dans le contenu des questions suscitent des effets différents sur le comportement futur.
The main objective is a double one. First and foremost, it is a question of showing that foot-in-the-door as a proven behavioral influence technique in offline interactions maintains its efficiency in online interactions. It is then a question of exploring the impact of the anthropomorphism vs. the non-anthropomorphism of the requester avatar on the efficiency of this technique. Foot-in-the-door is based on a simple principle: you start by asking for a little in a first step to increase the probability of obtaining a lot in a second step. The research was conducted in the Second Life virtual world. In a control condition (n = 200), a requester avatar directly proposed the target request. In a foot-in-the-door condition (n = 200), the requester avatar started by presenting a preparatory request before proposing the target request. According to the conditions, the requester avatar was human-like (female or male), or non-human-like (flower, balloon, cube). As expected, our results show that overall the foot-in-the door-technique remains efficient in the virtual world; they also show that this efficiency depends on the human-like form of the requester avatar. This last result is interpreted as a reference to the theory of social presence. Non-human-like avatars could generate a weak social presence, to the point where the mechanisms of self-perception and commitment underlying the foot-in-the-door effect may not be automatically initiated. Player avatars would in this way be freed from the rules of social interaction occurring in offline interactions.
Using two earned income/tax declaration experimental designs we show that only partial liars are affected by a truth-telling oath, a non-price commitment device. Under oath, we see no change in the number of chronic liars and fewer partial liars. Rather than smoothly increasing their compliance, we also observe that partial liars who respond to the oath, respond by becoming fully honest under oath. Based on both response times data and the consistency of subjects when several compliance decisions are made in a row, we show that partial lying arises as the result of weak preferences towards profitable honesty. The oath only transforms people with weak preferences for lying into being committed to the truth.
Dieses Kapitel widmet sich den Mechanismen sozialen Einflusses, d. h., wie wir durch andere Menschen in unserem Denken und Handeln beeinflusst werden. Sozialer Einfluss liegt bereits vor, wenn sich allein durch die Anwesenheit anderer Personen unser Leistungsverhalten verändert, auch wenn jene uns gar nicht absichtlich beeinflussen wollen. Dies wird unter den Stichworten „soziale Erleichterung“ und „soziale Hemmung“ dargestellt. Ob andere Personen eine Mehr- oder Minderheitsmeinung uns gegenüber vertreten, wirkt ebenfalls als sozialer Einfluss (eine direkte Beeinflussungsabsicht kann, muss hier aber nicht vorliegen) und wird im Anschluss besprochen. Im letzten Teil des Kapitels geht es um den klassischen Fall sozialen Einflusses, den absichtlichen, taktisch klug eingefädelten Beeinflussungsversuch.
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