Abstract
Counterattitudinal role playing resulted in attitude change only when subjects believed (1) their actions would have high consequences for which they (2) felt personally responsible, and (3) they received low financial inducement. Subjects were enticed to write anonymous essays strongly arguing against a university housing policy. Employing a 2 × 2 × 2 factorial design, subjects were led to believe that (1) their essays would have either High or Low Consequences and (2) they had either High or Low Personal Responsibility regarding their essay writing, and (3) they were paid either a High ($2.50) or Low (50c) Financial Inducement to write their essays. As predicted, subjects in the High Consequences, High Responsibility, Low Inducement condition showed more attitude change than did subjects in other cells ( p < .001); and this attitude change persisted for a period of at least 14 days. These results provide the basis for reconciling the confusion in the forced compliance literature, and have application to a broad variety of theoretical and practical problems.
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