ERIC Number: ED050409
Record Type: RIE
Publication Date: 1971-May-8
Reference Count: 0
The Effects of Perceived Locus of Control and Social Influence Techniques on Attitude Change.
Sherman, Steven J.
This study deals with the interaction between social influence technique and locus of control, internal or external to oneself, on attitude change. In a persuasive communication situation, where effectiveness depends on the receiver feelings controlled and subject to influence from outside sources, externals ought to show more attitude change than internals. On the other hand, counter-attitudinal behavior, i.e., role playing, should be effective to the extent that one doesn't feel externally constrained and views himself as a causal agent of his rewards and behavior. Results indicated that: (1) with role playing behavior, low externals showed significantly more change; (2) with persuasive messages, high and low externals didn't differ significantly; and (3) high and low external controls didn't differ in change scores. Thus, the relative efficacy of social influence techniques depends on perceived locus of control of subjects. (Author/TA)
Publication Type: N/A
Education Level: N/A
Authoring Institution: Indiana Univ., Bloomington.
Note: Paper presented at the Midwestern Psychological Association Convention in Detroit, Michigan, May 6-8, 1971