Self-perception theory and foot-in-the-door
A woman agrees to display a small “Drive Safely” sign in her window. Two weeks later she agrees to a large billboard on her lawn. How does self-perception theory explain this?
Answer D: explanation for every choice
A
Reciprocity requires that someone first did her a favor.
B
Contrast effects explain door-in-the-face, where a large request comes first. Here the small request came first.
C
The stem gives no evidence of strong arguments or careful processing.
D
Correct. Bem proposed that people infer their attitudes from their own behavior. Agreeing to the small request shapes her self-image.
TakeawaySelf-perception: “I did it, so I must believe it.”
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Reviewed 2026-11-05 by a medical student. Spot an error? Report it with question ID ps158.