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Forced compliance in family decision‐making
Author(s) -
Seymour Daniel T.
Publication year - 1986
Publication title -
psychology and marketing
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.035
H-Index - 116
eISSN - 1520-6793
pISSN - 0742-6046
DOI - 10.1002/mar.4220030309
Subject(s) - compliance (psychology) , psychology , social psychology , two alternative forced choice , field (mathematics) , conflict resolution , cognitive psychology , law , political science , mathematics , pure mathematics
Abstract ‘Forced compliance,’ a situation in which a person engages in a behavior that he or she would normally deem as inappropriate, is used in this study to examine conflict resolution in family decision‐making. Specific hypotheses related to a major purchase decision are tested in a field study. The results indicate that those husbands or wives who have been forced to engage in counterattitudinal behaviors find numerous ways to justify their inconsistencies.