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Strategien zur Einstellungs- und Verhaltensänderung

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Sozialpsychologie

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Zusammenfassung

Dieses Kapitel beschäftigt sich mit zwei Strategien zur Einstellungs- und Verhaltensänderung, und zwar der Überredung und dem Einsatz von Anreizen (z. B. Besteuerung, gesetzliche Sanktionen). Im ersten Teil werden wir uns damit befassen, wann, wie und warum Überredung zu einer Einstellungs- und Verhaltensänderung führt, und einen Überblick über empirische Untersuchungen geben, die durchgeführt wurden, um die Gültigkeit dieser theoretischen Annahmen zu prüfen. Der zweite Teil des Kapitels wird sich auf den Einsatz von Anreizen konzentrieren. Um Menschen dazu zu bewegen, dass sie Sicherheitsgurte anlegen oder das Rauchen aufgeben, bedienen sich Regierungen oft gesetzlicher Sanktionen oder der Besteuerung, um das Verhalten direkt zu beeinflussen, und verlassen sich nicht auf die ungewissen Auswirkungen der Überredung. Diese Strategien bewirken durchaus Verhaltensänderungen, aber es ist nicht so sicher, ob sie auch zur Einstellungsänderung führen. Im dritten Teil dieses Kapitels werden wir schließlich auf den Einsatz der Überredung im Bereich der Werbung eingehen.

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  1. Universität Groningen, Groningen, Niederlande

    Wolfgang Stroebe

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  1. Wolfgang Stroebe
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  1. Psychologisches Institut, Universität Zürich, Zürich, Zürich, Schweiz

    Johannes Ullrich

  2. Fakultät für Verhaltens- und Sozialwissenschaften, Universität Groningen, Groningen, The Netherlands

    Wolfgang Stroebe

  3. Experimental Psychology, University of Oxford, Oxford, UK

    Miles Hewstone

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Stroebe, W. (2023). Strategien zur Einstellungs- und Verhaltensänderung. In: Ullrich, J., Stroebe, W., Hewstone, M. (eds) Sozialpsychologie. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-662-65297-8_7

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