Question

An investigator approached college students who initially believed that water should be purified and asked them to compose and recite a videotaped speech against the use of water purifiers. To do this, some were offered large incentives and others were offered small incentives. Later their attitudes towards water purifiers were tested. Which of the following will be the expected finding(s)?

• A. The smaller the incentive, the greater will be the attitude change.
• B. All the students will change their attitudes towards water purifiers.
• C. All the students will continue to feel favourably about water purifiers.
• D. The larger the incentive, the greater will be the attitude change.

Hint:

Less external justification often leads to greater internal attitude change due to cognitive dissonance.

Answer 1

The Correct Option is A

Step 1: Identifying the psychological principle.
This situation illustrates cognitive dissonance, where individuals experience discomfort when their actions conflict with their prior attitudes.
Step 2: Role of incentive size.
When incentives are small, individuals lack sufficient external justification for their counter-attitudinal behaviour and therefore change their internal attitudes to reduce dissonance.
Step 3: Eliminating incorrect options.
Large incentives provide adequate external justification, leading to less attitude change. Hence, options (B), (C), and (D) are incorrect.
Step 4: Conclusion.
Thus, smaller incentives produce greater attitude change.
Final Answer: (A)