Will you read this article's abstract? Theories of the question–behavior effect
Journal of Consumer PsychologyPublished 1 April 2008
Eric R. Spangenberg, Anthony G. Greenwald, David E. Sprott
Citations35
SJR quartileQ1
SJR score4.55
SNIP2.33
Generate an AI Snapshot to get a quick, structured summary of this paper.
Study Snapshot
ObjectiveStudy objective
MethodsResearch methodology
PopulationPopulation studied
Sample sizeSample sizes
OutcomesStudy outcomes here
ResultsStudy results comes here
LimitationsResearch study limitations comes here
A concise AI-generated summary of the paper will appear here once you click Generate AI Snapshot.
Abstract
Abstract Question–behavior research has frequently demonstrated that asking questions about future behaviors increases the performance of socially normative behaviors. In response to of the question–behavior effect in the context of risky behaviors, we consider how asking questions about an undesirable behavior may increase the probability of performing that behavior. We suggest that a theory with 19th century roots—ideomotor action—may be useful in understanding these potential effects.
Keywords
PsychologySocial SciencesNeuroscience
The Family CoordinatorThe Handbook of Social Psychology
12,664 Citations1969Arthur E. Gravatt, Gardner Lindzey +1 more
Handbooks of sociology and social researchHandbook of Social Psychology
7,552 Citations2013John DeLamater, Amanda K. Ward
Psychological ReviewSensory feedback mechanisms in performance control: With special reference to the ideo-motor mechanism.
794 Citations1970Anthony G. Greenwald
Four interpretations of the manner in which sensory feedback may be involved in regulation of skilled performance are reviewed and evidence for re-so as a mechanism for specific response selection, as opposed to generalized facilitation or inhibition of instrumental performance, is lacking.
Personality and Social Psychology ReviewMetacognition in Action: The Importance of Implementation Intentions
413 Citations1998Peter M. Gollwitzer, Bernd Schaal
Following Nelson's (1996; Nelson & Narens, 1994) model of metacognition, it is suggested that goal intentions and, in particular, implementation intentions are important components of the metacognitive control of action geared toward its initiation, continuation, and termination.
Psychological ResearchA short history of ideo-motor action
323 Citations2004Armin Stock, Claudia Stock
The ideo-motor theory, which is currently receiving heightened interest in cognitive psychology, looks back on a long history and similarities and differences in the history are delineated and a perspective is given covering research questions that could be examined in the future.
American Journal of Public HealthOvercoming denial and increasing the intention to use condoms through the induction of hypocrisy.
287 Citations1991Elliot Aronson, Charles Fried +1 more
Feelings of hypocrisy were induced in college students to increase condom use and the induction of hypocrisy decreased denial and led to greater intent to improve condom use relative to the control conditions.
Journal of Consumer PsychologyThe Mere‐Measurement Effect: Why Does Measuring Intentions Change Actual Behavior?
200 Citations2004Vicki G. Morwitz, Gavan J. Fitzsimons
Journal of Experimental PsychologyOn doing two things at once: Time sharing as a function of ideomotor compatibility.
176 Citations1972Anthony G. Greenwald
Journal of Consumer ResearchWhen Consumers Do Not Recognize “Benign” Intention Questions as Persuasion Attempts
160 Citations2004Patti Williams, Gavan J. Fitzsimons +1 more
Psychological ScienceWhen Questions Change Behavior
148 Citations2006Jonathan Levav, Gavan J. Fitzsimons
The experiments demonstrate that manipulations that should affect the ease of mentally representing or simulating the behavior in question influence the extent of the mere-measurement phenomenon.
Social InfluenceThe question–behavior effect: What we know and where we go from here
123 Citations2006David E. Sprott, Eric R. Spangenberg +4 more
Journal of MarketingMass-Communicated Prediction Requests: Practical Application and a Cognitive Dissonance Explanation for Self-Prophecy
118 Citations2003Eric R. Spangenberg, David E. Sprott +2 more
Journal of Consumer ResearchNonconscious and Contaminative Effects of Hypothetical Questions on Subsequent Decision Making
91 Citations2001Gavan J. Fitzsimons, Baba Shiv
Journal of Experimental Psychology AppliedAsking questions can change choice behavior: Does it do so automatically or effortfully?
72 Citations2000Gavan J. Fitzsimons, Patti Williams
Results show that individuals asked to report behavioral intent are more likely to choose options that are highly accessible and positively valenced, regardless of cognitive resources available at the time of processing, suggesting the effect of intent questions on subsequent behavior is primarily the result of automatic, as opposed to effortful, processing.
Journal of Consumer PsychologySocial Influence by Requesting Self‐Prophecy
72 Citations1999Eric R. Spangenberg, Anthony G. Greenwald
Journal of Consumer PsychologyShould we ask our children about sex, drugs and rock & roll? Potentially harmful effects of asking questions about risky behaviors
66 Citations2008Gavan J. Fitzsimons, Sarah G. Moore
It is argued that the act of screening or measuring risky behavior is potentially counterproductive, and the importance of interventions beyond screening is emphasized, and ways in which screening can be carried out to minimize its impact are suggested.
Journal of Consumer ResearchLicense to Sin: The Liberating Role of Reporting Expectations
53 Citations2007Gavan J. Fitzsimons, Joseph C. Nunes +1 more
Questions about the likelihood of engaging in behaviors for which respondents maintain conflicting attitude structures appears to give respondents a "license to sin," resulting in increased rates of behavior versus those of a control group not asked intention questions.
When Consumers Don't Recognize 'Benign' Intention Questions as Persuasion Attempts
45 Citations2004Patti Williams, Gavan J. Fitzsimons +1 more
Psychological ScienceFacilitated Communication as an Ideomotor Response
38 Citations1998Cheryl Burgess, Irving Kirsch +4 more
Journal of Consumer ResearchSelf‐Monitoring and Susceptibility to the Influence of Self‐Prophecy
37 Citations2006Eric R. Spangenberg, David E. Sprott
Marketing Education ReviewTo Cheat or Not to Cheat: Reducing Cheating by Requesting Self-Prophecy
35 Citations1996Eric R. Spangenberg, Carl Obermiller
Journal of Applied Social PsychologySpecificity of Prediction Requests: Evidence for the Differential Effects of Self‐Prophecy on Commitment to a Health Assessment
31 Citations2004David E. Sprott, Ronn J. Smith +2 more
Journal of Experimental Psychology Human Perception & PerformanceInformation processing analysis of the Chevreul pendulum illusion.
23 Citations1975Randolph D. Easton, Ronald E. Shor
An information processing investigation was performed to quantify the Chevreul pendulum effect: the tendency of a small pendulum, when suspended from the hand and imaginatively concentrated on, to oscillate seemingly of its own accord.
Journal of Consumer PsychologyShould we ask our children about sex, drugs, and rock & roll? A different conclusion
17 Citations2008Steven J. Sherman
