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Internalization of Multiple Perspectives or Dissonance Reduction?

University of Trieste

Jack W. Brehm

University of Kansas

In numerous research programs based on the concept of cognitive dissonance, participants play a role that is ostensibly in conflict with their pre-existing values. A strict reading of dissonance theory (Festinger, 1957) leads us to suppose that these role-playing, or ‘forced compliance’, procedures generally create results that are not implied by the theory. We spell out a theoretical position that comes to terms with these effects of role-playing, one that approaches role-playing procedures from the standpoint of the development of multiple value repertoires. From this viewpoint the outcomes of role-playing do not stem from contradictions— or cognitive dissonance—within the person’s sets of values.

Key Words: cognitive dissonance • forced compliance • internalization • multiple repertoires • resistance to change

Theory & Psychology, Vol. 14, No. 3, 355-371 (2004)
DOI: 10.1177/0959354304043640


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