EVALUATION OF SELF-ESTEEM AND IMPRESSION MANAGEMENT THEORIES OF ANTICIPATORY BELIEF CHANGE

The predictions of self-esteem and impression management theories of anticipatory belief change were examined as a function of whether or not subjects were reminded that their preexperimental attitudes has been assessed, the source of the expected persuasive communication (expert vs. peer), and whether or not explicit instructions were given regarding the experimenter's concern with opinion change. Anticipatory shifts changed as a function of an interaction of all three variables. In the Reminder conditions, subjects changed their attitudes toward a peer's position when the experimenter explicitly referred to opinion change. In the No Reminder conditions, subjects shifted toward an expert when the instructions were explicit and toward a peer when the instructions were implicit. The results were discussed as qualifying previous research in this area and as problematic for both self-esteem and impression management approaches to anticipatory shifts. © 1978.