A Behavioral Assessment of Persuasibility: Consistency of Individual Differences

Janis, Irving L.; Field, Peter

doi:10.2307/2785766

Cited by 57 publications

(48 citation statements)

References 4 publications

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“…Insko (1985) also has argued that the primary motives for conformity seem to be the desire to be liked and the desire to be correct-a number of theories would suggest that both of these motives are driven by a concern with maintaining one's self-image (e.g., Aronson, 1969;Solomon et al, 1991;Steele, 1988). Along similar lines, Janis and Field (1956) and more recently Brockner (1988) have argued that individuals with low self-esteem are especially susceptible to social influence because they are more concerned about others' evaluations of them and because they doubt the accuracy or potency of their beliefs. Brockner (1988) cites several lines of research showing that people with low self-esteem display more behavioral plasticity than people with high self-esteem.…”

Section: Discussionmentioning

confidence: 94%

The Intrinsic Self and Defensiveness: Evidence that Activating the Intrinsic Self Reduces Self-Handicapping and Conformity

Arndt

Schimel

Greenberg

et al. 2002

Pers Soc Psychol Bull

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Two studies were conducted to assess the hypothesis that shifting individuals’ base of self-esteem to more stable, intrinsic self-attributes would reduce psychological defensiveness in the form of self-handicapping attributions and conformity. In Study 1, participants visualized an individual who liked them contingently or noncontingently, or who was neutral toward them, and then made attributions for an impending test performance. Participants who visualized the noncontingently accepting other made fewer self-handicapping attributions. In Study 2, partici pants wrote about an intrinsic self-attribute, an achievement, or a neutral event and then evaluated several abstract art paintings while knowing how other participants purportedly rated the paintings. Participants for whom the intrinsic self was primed conformed less to others’ judgments relative to achievement self-primed and control participants. Discussion focuses on the implications of these findings for understanding the connection between self-esteem and defensiveness.

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Section: Discussionmentioning

confidence: 94%

The Intrinsic Self and Defensiveness: Evidence that Activating the Intrinsic Self Reduces Self-Handicapping and Conformity

Arndt

Schimel

Greenberg

et al. 2002

Pers Soc Psychol Bull

View full text Add to dashboard Cite

show abstract

“…The rationale for this prediction was based on the idea that individuals with low self-esteem may conform to the attitudes and behaviors of others because they are concerned about how others will evaluate them along with their doubts about the correctness of their own attitudes and behaviors (e.g., Cohen, 1959;Janis & Field, 1956;Silverman, 1964). Further, this prediction is consistent with sociometer theory (e.g., Leary, Tambor, Terdal, & Downs, 1995), which argues that the function of self-esteem is to help individuals monitor their relational value.…”

Section: Overview and Predictionsmentioning

confidence: 99%

“…More specifically, these studies have often shown that individuals with low levels of self-esteem are more likely to conform than are individuals who possess high levels of self-esteem. One explanation for this pattern is that conformity may serve as a form of psychological defense that is used to protect individuals from the negative evaluations of others that may accompany deviations from group norms (e.g., Cohen, 1959;Janis & Field, 1956;Silverman, 1964). Conforming to the attitudes and behaviors of others can improve how individuals feel about themselves which may explain why individuals with low versus high levels of self-esteem are more susceptible to various forms of social influence (e.g., Cohen, 1959).…”

mentioning

confidence: 98%

The relationship between approval-based contingent self-esteem and conformity is influenced by sex and task difficulty

Enjaian

Zeigler‐Hill

Vonk

2017

Personality and Individual Differences

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“…Six items to tap academic esteem were taken from the Janis and Field Feelings of Inadequacy Scale (FIS) [45]. Fleming and Watts [46] reported that a rotated factor solution for the full set of FIS items included dimensions tapping both academic (i.e., school abilities: a = .77) and non-academic components of selfesteem (i.e., self-regard).…”

Section: Personal Competencementioning

confidence: 99%

Social Skills, Competence, and Drug Refusal Efficacy as Predictors of Adolescent Alcohol Use

et al. 1999

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Numerous alcohol and drug abuse prevention trials have included social resistance training as a strategy for reducing early-stage adolescent alcohol use. Evaluations of these trials has shown them to be moderately effective, although the precise impact of the resistance training in comparison to other programmatic features has not been clearly identified. The current study examined the extent to which assertiveness and related social skills, personal competence (perceived cognitive mastery), and refusal efficacy predict alcohol involvement. Males were at greater risk for poor refusal skills and reported higher alcohol involvement. Cross-sectionally, youth characterized by poor social skill development reported lower refusal efficacy, lower grades, poor competence, and more alcohol use. Poor refusal efficacy was associated with more risk-taking, lower grades, less competence, and more alcohol use. Longitudinally, both poor refusal skills and risk-taking were associated with higher alcohol use. High personal competence was associated with lower alcohol use in both the eighth and tenth grades, but had no long-term effects on alcohol use. Findings highlight the close interplay between perceived competence and refusal skill efficacy, both of which should be included as essential components of school-based prevention strategies.

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A Behavioral Assessment of Persuasibility: Consistency of Individual Differences

Cited by 57 publications

References 4 publications

The Intrinsic Self and Defensiveness: Evidence that Activating the Intrinsic Self Reduces Self-Handicapping and Conformity

The Intrinsic Self and Defensiveness: Evidence that Activating the Intrinsic Self Reduces Self-Handicapping and Conformity

The relationship between approval-based contingent self-esteem and conformity is influenced by sex and task difficulty

Social Skills, Competence, and Drug Refusal Efficacy as Predictors of Adolescent Alcohol Use

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