1.2 - Theory of commitment

Question 1

Who worked on the theory of commitment ?

Answer 1

Kiesler, 1971

Question 2

What is the theory of commitment about ?

Answer 2

The effects of the preliminary acts are modulated by the context in which they are performed, involving more or less commitment or not at all.

Question 3

How does Kiesler define commitment ?

Answer 3

“Commitment is the pledging or binding of an individual to behavioral acts.”

Question 4

Who led the experience on the signing of a petition ?

Answer 4

Tybout, 1978

Question 5

What conditions were used in the experience of the petition ?

Answer 5

Preliminary act :

1. Just ask to sign a petition
2. Ask to sign and explain the personal reasons to do so

Question 6

What are the results of the petition experiment ?

Answer 6

Compliance with the expected behavior is higher when the preliminary act is at a higher level of commitment

Question 7

What do Joule and Beauvois say about commitment ?

Answer 7

“Commitment corresponds, in a given situation, to the conditions in which the completion of an act can only be charged to the individual who completed the act”.

Question 8

What are the two kind of factors influencing the commitment variable ?

Answer 8

1. The act visibility and importance

2. Reasons for the act and freedom context

Question 9

What are the factors related to the act visibility and importance ?

Answer 9

1. Public nature of the act
2. Irrevocability
3. Repetition - factor likely to increase resistance, according to Kiesler, the commitment adds up with the acts
4. Consequences
5. Cost

Question 10

What are the factors related to the reasons for the act and the freedom context ?

Answer 10

• External reasons decrease commitment, loosen the relationship between the individual and their acts, the behavior is externally justified
• Internal reasons increase commitment
• Freedom of choice is regarded as the main commitment factor