Self-perception theory
Self-perception vs.
Dissonance theory
DISSONANCE THEORY
1. Assumes a state of
dissonance
2. People are not rational,
but rationalizing
SELF-PERCEPTION THEORY
1. There is no motivational
underpinning
2. Assumes that people are
rational information processors.
3. Assumes that people
function rather cluelessly
e.g., Hypnosis
e.g., Nisbett & Wilson
(1977)
WHY?
2 other things that SPT explains:
1. Foot-in-the-door technique
Howard (1990)
No greeting 18% complied
With greeting, “how are you
feeling this evening”
32% complied.
Freedman & Fraser (1966)
Big request first: 17%
Small request, then big
request: 76%
2. Overjustification effect
NO REWARD a
lot
UNEXPECTED a
lot
REWARD not much
DV= time spent coloring
during free time
SELF-DETERMINATION THEORY
Deci & Ryan
Controlling----> extrinsic
motivation
Autonomy supportive---->
intrinsic motivation
Ever hear someone say, “I’m in the zone”