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Cited by 348Psychology of Social InfluenceSocial and Intergroup PsychologyBehavioral and Psychological Studies

Attribution versus persuasion as a means for modifying behavior.

Miller, Richard L., Brickman, Philip, Bolen, Diana·1975·Journal of Personality and Social Psychology
DOI 10.1037/h0076539
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Abstract

The present research compared the relative effectiveness of an attribution strategy with a persuasion strategy in changing behavior. Study 1 attempted to teach fifth graders not to litter and to clean up after others. An attribution group was repeatedly told that they were neat and tidy people, a persuasion group was repeatedly told that they should be neat and tidy, and a control group received no treatment. Attribution proved considerably more effective in modifying behavior. Study 2 tried to discover whether similar effects would hold for a more central aspect of school performance, math achievement and self-esteem, and whether an attribution of ability would be as effective as an attribution of motivation. Repeatedly attributing to second graders either the ability or the motivation to do well in math proved more effective than comparable persuasion or no-treatment control groups, although a group receiving straight reinforcement for math problem-solving behavior also did well. It is suggested that persuasion often suffers because it involves a negative attribution (a person should be what he is not), while attribution generally gains because it disguises persuasive intent.

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  • Self-fulfilling prophecies of initially false positive trait ascriptions emerge in many situations, including ascriptions of being tidy, charitable, cooperative, kind, eco-friendly, militarily competent, athletic, and physiological changes.

    “SFPs of initially false positive trait ascriptions emerge in many other situations too.They also occurred, for instance, when adults ascribed to children traits such as being tidy (Miller et al. 1975), charitable (Jensen and Moore 1977), or cooperative (Grusec et al. 1978).”

    From What Is the Function of Confirmation Bias? (2022) · cites this paper as Miller et al. 1975

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Authors
Miller, R. L., Brickman, P., & Bolen, D.
Affiliations
Georgetown University (US)
Venue
Journal of Personality and Social Psychology
Publisher
American Psychological Association (APA)
Published
1975-03
Volume
31
Issue
3
Pages
430-441
ISSN
  • 0022-3514 (ISSN-L)
  • 1939-1315
DOI
10.1037/h0076539
OpenAlex
W2063967140
Cited by
348
References
28
Citations by year
2026: 1 · 2025: 3 · 2024: 4 · 2023: 5 · 2022: 7 · 2021: 5 · 2020: 6 · 2019: 5 · 2018: 28 · 2017: 7 · 2016: 7 · 2015: 7 · 2014: 5 · 2013: 13 · 2012: 7
FWCI
57.26
Type
journal article
Language
en
Open access
closed
Locations
  • Journal of Personality and Social Psychology (publishedVersion)
  • PubMed (publishedVersion)
Topics
  • Social Sciences › Sociology and Political Science › Psychology of Social Influence
  • Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
  • Social Sciences › Psychology › Developmental and Educational Psychology › Behavioral and Psychological Studies
Keywords
attribution theory, persuasion, behavior modification, self-perception, littering, mathematics achievement, self-esteem, ability attribution, reinforcement, children
MeSH terms
Achievement, Aptitude, Behavior Therapy, Child, Ethics, Female, Humans, Male, Mathematics, Motivation, Persuasive Communication, Problem Solving, Reinforcement, Verbal, Self Concept, Social Perception, Time Factors

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