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| Author: | Cialdini, R. Trost, M. Newsom, J. |
| Title: | Preference for consistency: the development of a valid measure and the discovery of surprising behavioral implications |
| Journal: | Journal of Personality and Social Psychology
1995 : AUG, VOL. 69:2, p. 318-328 |
| Index terms: | PERSONALITY MEASUREMENT SUCCESS DEVELOPMENT |
| Language: | eng |
| Abstract: | A measure of preference for consistency (the PFC scale) was developed. In three construct validation experiments, scores on the PFC successfully predicted individuals who would and would not be susceptible to a set of standard consistency-based effects: cognitive balance, foot in the door, and dissonance. The pattern of results in each of the experiments suggested the type of consistency that the PFC measures: a tendency to base one's responses to incoming stimuli on the implications of existing (prior entry) variables, such as previous expectancies , commitments, and choices. |
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