"I know what I have to do, but..." When hypocrisy leads to behavioral change

Valérie Fointiat1
1University of Provence, France
Cite this article:  Fointiat, V. (2004). "I know what I have to do, but..." When hypocrisy leads to behavioral change. Social Behavior and Personality: An international journal, 32(8), 741-746.

Volume 32 Issue 8 | e1366 | Published: December 2004 | DOI: https://doi.org/10.2224/sbp.2004.32.8.741

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Hypocrisy procedure has been used to induce behavioral change in a wide variety of areas - water conservation, condom use, donations for homeless people. Hypocrisy implies the articulation of two factors: advocating a prosocial position and being made mindful of failures to behave according to that advocacy. This dissonance leads to a behavioral change which is the most efficient way to restore the self, in line with the self-consistency conception of dissonance. The aim of this study was to refine this procedure in a new setting: road safety area and specifically respect for speed limits. Moreover, we used a feedback threatening versus strengthening people's self-concept. The results suggest that threatening the selfconcept enhances the hypocritical effect.

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