Compliance, expectation of a reward, and opinion change.

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Abstract
The effect of expectation of reward for forced compliance was examined experimentally. In a factorial design under 1 treatment S received less, more, or the amount of money he expected for taking a discrepant stand. In another treatment he received 1 of the 3 reward levels without any prior expectation. The data indicate a curvilinear trend with greatest postadvocacy change at the moderate reward level. In general, the data can best be interpreted as having been due to an incentive effect. There was some support, however, for dissonance theory in that at the lowest reward level there was more opinion change in the direction of the position advocated under the expectation treatment where it was more clearly an insufficient reward. (PsycINFO Database Record (c) 2016 APA, all rights reserved)

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