Cited by 5,241Social and Intergroup PsychologyPersonality Traits and PsychologyEmotions and Moral Behavior

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Self-Perception Theory

Bem, Daryl J.·1972·Advances in Experimental Social Psychology

DOI 10.1016/s0065-2601(08)60024-6

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A Theory of Cognitive Dissonance
Festinger, L. (1957) · doi:10.1515/9781503620766 · Cited by 24,241
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Research works printed but not linked: 4

Bem D.J. An experimental analysis of beliefs and attitudes 1964 University Microfilms Doctoral dissertation, University of Michigan) Ann Arbor, Mich. 588 No. 64–12
Brown, 1965, A behavioral analysis of masochism, Journal of Experimental Research in Personality, 5, 65
Storms, M. D. Video tape and the attribution process: Changing actors' and observers' points of view. Unpublished doctoral dissertation, Yale University, 1971.
Wolosin R.J. Self- and social perception and the attribution of internal states 1969 University Microfilms Doctoral dissertation, University of Michigan) Ann Arbor, Mich. 276 No. 69–12

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“…basic theme of attitude change research, whether from the cognitive dissonance tradition or the competing self-perception approach, has been that people are typically unaware of the degree to which their attitudes come from rationalization rather than from rational thought (Aronson 1969; Bem 1972).”
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“1 This analysis concerns situations in which individuals infer commitment on the basis of goal performance (e.g., self-perception theory; Bem, 1972) and should be distinguished from situations in which individuals succeed or fail in accomplishing goals to which they are already committed (e.”
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“For example, the social cognitive model [17] emphasizes the inﬂuence of social and environmental factors on learning, and the self-perception model suggests that individuals’ JOL is inﬂuenced by their perceptions of their abilities and self-worth [18].”
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“Self-perception theory (Bem 1972) predicts that people use their own behavior as cues when forming”
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“General Discussion The current paper presents and tests a social marketing tool, positive cueing, which is founded on the idea that, in at least some situations, attitudes are derived from prior behavior (Bem, 1972) or from the perception of that behavior (Salancik & Conway, 1975).”
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“The researchers attribute this effect to a self-perception dynamic (Bem 1972), whereby a person attributes one’s own trustworthy behavior to the presence of the contract, leading to less trust-worthy behavior once the external constraint is removed.”
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“Instead, it attests to the routinized nature of behavioral decisions; intentions may simply reflect how the person has behaved in the past rather than a behavioral decision (Bem, 1972). However, the impact of past behavior on intention was attenuated (although remained significant) when cognitions were included in the…”
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“This was developed by Bem (1967, 1972).”
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“People tend to observe their own behavior and use it to infer their own values and preferences (Bem, 1972).”
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“…in social psychology has shown that human beings are very frequently and demonstrably mistaken when attributing thoughts, reasons, and reasoning processes to themselves (Festinger, 1957; Bem, 1967, 1972; Wicklund and Brehm, 1976; Nisbett and Wilson, 1977; Eagly and Chaiken, 1993; Wilson, 2002).”
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“…with the well-established distinctions in psychology between consistency (assimilation) and contrast (compensatory) behavior (Bargh et al., 2001; Bem, 1972; Cialdini, Trost, & Newsom, 1995; Conway & Peetz, 2012; Cooper & Fazio, 1984; Dijksterhuis & Bargh, 2001; Dijksterhuis et al., 1998;…”
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“In some contexts, for example, a person is likely to compute how hard she has worked to get something, and then use the output of that computation to infer how much she values it (Aronson & Mills, 1959; Bem, 1972; Gerard & Mathewsen, 1966).”
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“Consider Watson 1913; Skinner 1945; Ryle 1949; Bem 1972. now largely out of favor, mainstream philosophical criticism of it is meek.”
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“Either way, to the degree that behavioral changes occur, for example in the ratio of ingroup to outgroup friends, even attitude change that is initially only conformity may eventually result in true reductions in prejudice through cognitive dissonance (Festinger, 1957) or self-perception effects (Bem, 1972), or throug…”
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“These results are in line with theories of self-perception (Bem, 1972) and mindless eating (Wansink & Sobal, 2007).”
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Dissonance and self-perception: An integrative view of each theory's proper domain of application
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“As self-perceptions are influenced by perceptions of one’s past behavior (Bem, 1972), recalling past moral behavior ought to activate moral identity, motivating further prosocial behavior.”
Background
Commitment and Behavior Change
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“There is considerable evidence that people bring their attitudes in line with their behavior, whether because of self-perception (Bem, 1972) or dissonance (Aronson, 1999) processes.”
Background
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“Although actors may lack privileged access to the processes that dictate their actions (Nisbett & Wilson, 1977; also Bem, 1972), they do have more direct, and thus more readily available, access to the thoughts and feelings that accompany their actions.”
Dynamics of self-regulation: How (un)accomplished goal actions affect motivation.
Koo, M., & Fishbach, A. (2008) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.94.2.183 · Cited by 303
“We propose that accomplished actions increase motivation by signaling goal commitment (Bem 1972), whereas unaccomplished actions increase motivation by signaling lack of goal progress, which promotes actions that reduce the discrepancy to goal attainment (e.g., Bandura 1991, Carver and Scheier…”
BackgroundInfluential
In Search of Balance: A Conceptual and Empirical Integration of Multiple Meanings of Work–Family Balance
Wayne, J. H., Butts, M. M., Casper, W. J., & Allen, T. D. (2015) · Personnel Psychology · doi:10.1111/peps.12132 · Cited by 344
“Attitude theory, particularly self-perception theory (Bem, 1972), suggests people infer their attitudes from their behaviors or beliefs about their behavior.”
Background
The relative accuracy of self-predictions and judgments by others in psychological assessment.
Shrauger, J. S., & Osberg, T. M. (1981) · Psychological Bulletin · doi:10.1037/0033-2909.90.2.322 · Cited by 293
Client Language as a Mediator of Motivational Interviewing Efficacy: Where Is the Evidence?
Moyers, T. B., Martin, T., Christopher, P. J., Houck, J. M., Tonigan, J. S., & Amrhein, P. C. (2007) · Alcoholism Clinical and Experimental Research · doi:10.1111/j.1530-0277.2007.00492.x · Cited by 291
Web acceptance and usage model
Sánchez‐Franco, M. J., & Roldán, J. L. (2005) · Internet Research · doi:10.1108/10662240510577059 · Cited by 297
When cheating would make you a cheater: Implicating the self prevents unethical behavior.
Bryan, C. J., Adams, G. S., & Monin, B. (2012) · Journal of Experimental Psychology General · doi:10.1037/a0030655 · Cited by 305
Norm Theory: Comparing Reality to Its Alternatives
Kahneman, D. J., & Miller, D. T. (2002) · Cambridge University Press eBooks · doi:10.1017/cbo9780511808098.022 · Cited by 285
Behavioural spillover in the environmental domain: An intervention study
Lanzini, P., & Thøgersen, J. B. (2014) · Journal of Environmental Psychology · doi:10.1016/j.jenvp.2014.09.006 · Cited by 309
Intention to consume seafood—the importance of habit
Honkanen, P., Olsen, S. O., & Verplanken, B. (2005) · Appetite · doi:10.1016/j.appet.2005.04.005 · Cited by 292
Comparing the Accuracy of Personality Judgments by the Self and Knowledgeable Others
Kolar, D. W., Funder, D. C., & Colvin, C. R. (1996) · Journal of Personality · doi:10.1111/j.1467-6494.1996.tb00513.x · Cited by 289
A General Attribution Theory for the Psychology of Religion
Spilka, B., Shaver, P. R., & Kirkpatrick, L. A. (2019) · Routledge eBooks · doi:10.4324/9780429495915-12 · Cited by 289
The Irony of Satire
LaMarre, H. L., Landreville, K. D., & Beam, M. A. (2009) · The International Journal of Press/Politics · doi:10.1177/1940161208330904 · Cited by 288
What Do Implicit Measures Tell Us?: Scrutinizing the Validity of Three Common Assumptions
Gawronski, B., LeBel, E. P., & Peters, K. R. (2007) · Perspectives on Psychological Science · doi:10.1111/j.1745-6916.2007.00036.x · Cited by 296
“Drawing on similar considerations, Nosek (2005) recently argued that high correlations between self-reports and indirectly assessed representations could be the result of self-perception processes (see Bem, 1967).”
Background
Does the Fear of Debt Deter Students from Higher Education?
CALLENDER, C., & JACKSON, J. (2005) · Journal of Social Policy · doi:10.1017/s004727940500913x · Cited by 287
“Both cognitive dissonance theory (Festinger, 1962) and self-perception theory (Bem, 1972) suggest that, if people must acquire debt, they will adjust their attitudes so that they accept debt.”
Background
Cognitive Social Psychology
(2013) · Psychology Press eBooks · doi:10.4324/9781410605887 · Cited by 289
Man Versus Machine: Resisting Automation in Identity-Based Consumer Behavior
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Social cognition: A multi level analysis
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“First, people are driven to understand themselves (e.g., Trope, 1982) and may partially accomplish this task by engaging in processes similar to those used for the perception of other people (Bem, 1972).”
Background
Can I Trust You to Trust Me?
Ferrin, D. L., Bligh, M. C., & Kohles, J. C. (2007) · Group & Organization Management · doi:10.1177/1059601106293960 · Cited by 280

Authors: Bem, D. J.
Affiliations: Stanford University (US)
Corresponding author: Bem, Daryl J.
Venue: Advances in Experimental Social Psychology
Publisher: Elsevier
Published: 1972
Pages: 1-62
ISSN: 0065-2601 (ISSN-L)
DOI: 10.1016/s0065-2601(08)60024-6
OpenAlex: W1748197048
Cited by: 5,241
References: 93
Citations by year: 2026: 182 · 2025: 158 · 2024: 176 · 2023: 191 · 2022: 149 · 2021: 206 · 2020: 237 · 2019: 203 · 2018: 202 · 2017: 159 · 2016: 181 · 2015: 157 · 2014: 186 · 2013: 196 · 2012: 164
FWCI: 600.16
Type: book chapter
Language: en
Open access: closed
Locations: Advances in experimental social psychology (publishedVersion)
Topics: Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
Social Sciences › Psychology › Clinical Psychology › Personality Traits and Psychology
Social Sciences › Psychology › Social Psychology › Emotions and Moral Behavior
Keywords: self-perception theory, self-attribution, cognitive dissonance, interpersonal perception, functional analysis

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