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

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  • Eric R. Spangenberg
  • David E. Sprott

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..

Suggested Citation

  • Eric R. Spangenberg & David E. Sprott, 2006. "Self-Monitoring and Susceptibility to the Influence of Self-Prophecy," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 32(4), pages 550-556, March.
    • Handle: RePEc:oup:jconrs:v:32:y:2006:i:4:p:550-556
    DOI: 10.1086/500485
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    Cited by:

    1. Alfis S. Gayazov & Gulnara F. Zamaletdinova & Artur F. Amirov & Andrey V. Kostryukov & Evgeniya I. Tikhomirova, 2016. "Modern Teaching Tendencies of Critical Thinking Forming of University Students," International Review of Management and Marketing, Econjournals, vol. 6(2), pages 358-363.
    2. Puccinelli, Nancy M. & Deshpande, Rohit & Isen, Alice M., 2007. "Should I stay or should I go? Mood congruity, self-monitoring and retail context preference," Journal of Business Research, Elsevier, vol. 60(6), pages 640-648, June.

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