Predicting and Changing Behavior: The Reasoned Action Approach

539 Pages·2015·63.31 MB·English

by  Martin Fishbein

P
redicting
and
c
hanging
B
ehavior

P
redicting
and
c
hanging
B
ehavior
The Reasoned Action Approach
Martin Fishbein
Icek Ajzen
Psychology Press Psychology Press
Taylor & Francis Group Taylor & Francis Group
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Library of Congress Cataloging‑in‑Publication Data
Fishbein, Martin.
Predicting and changing behavior : the reasoned action approach / Martin
Fishbein and Icek Ajzen.
p. cm.
Includes bibliographical references and index.
ISBN 978-0-8058-5924-9 (hard back : alk. paper)
1. Behavior modification. 2. Expectation (Psychology) 3. Human behavior. I.
Ajzen, Icek. II. Title.
BF637.B4F57 2010
153.8’5--dc22 2009020871
Visit the Taylor & Francis Web site at
http://www.taylorandfrancis.com
and the Psychology Press Web site at
http://www.psypress.com
ISBN 0-203-83802-5 Master e-book ISBN
This book is dedicated to:
My wife, Deborah, for making the impossible, possible
The memory of my parents—Gloria and Sydney Fishbein
Les Squier, Bert Raven, and Irv Maltzman for teaching
me what it means to be a psychologist and teacher.
And to Rachela, for being there when I need her, and
to Ron and Jonathan, for just being there.

Contents
Preface xvii
Chapter 1 Introduction 1
Approaches and Explanatory Constructs 2
Organizational Behavior 3
Job Performance 3
Turnover and Other Withdrawal Behaviors 4
Political Behavior 5
Voting Participation 6
Voting Choice 8
Discriminatory Behavior 1 1
Empirical Findings 1 1
Implicit Versus Explicit Measures of Prejudice 1 4
Empirical Evidence 1 5
Discussion 17
The Reasoned Action Approach 2 0
The Nature of Reasoned Action 2 3
Background Factors 2 4
Related Reasoned Action Models 2 5
Conclusion 2 7
Chapter 2 Defining and Predicting Behavior 2 9
Levels of Generality 3 0
Direct Observation Versus Self-Reports of Behavior 3 2
Varieties of Behavioral Criteria 3 4
Dichotomies, Frequencies, and Magnitudes 34
Behavioral Categories 3 5
vii
viii Contents
Validity of Self-Reports 3 7
Behaviors Versus Goals 3 8
Predicting Behavior 3 9
The Concept of Intention 3 9
Behavioral Expectations and Willingness 4 0
Behavioral Expectation 4 1
Willingness 4 2
Using Intentions to Predict Behavior 4 3
The Principle of Compatibility 4 4
Single-Act Dichotomous Criteria 4 4
Single-Act Continuous Criteria 4 5
Behavioral Categories 4 7
Empirical Support for Prediction of Behavior From
Intentions 4 8
Self-Reports Versus Objective Measures of Behavior 48
Prospective Versus Retrospective Measures of
Behavior 4 9
Prediction of Routine Behaviors 5 1
Automaticity 5 1
Factors Influencing the Predictive Validity of
Intentions 5 3
Compatibility 5 4
Temporal Stability of Intentions 5 6
Sequential Hurdles 5 7
Volitional Control 5 7
Memory for Intentions 5 9
Intention–Behavior Gap: Literal Inconsistency 5 9
Pseudo-Inconsistency: An Explanation of Literal
Inconsistency 6 0
Hypothetical Versus Real Situations 6 2
Perceived Behavioral Control 6 4
Definition and Measurement of Perceived
Behavioral Control 6 4
Empirical Support for the Predictive Validity of
Perceived Behavioral Control 65
Moderating Effects of Perceived Behavioral Control 65
Additive Effects of Intentions and Perceived
Behavioral Control 6 6
Methodological Considerations in the Prediction of
Behavior 6 8
Restriction of Range: Floor and Ceiling Effects 6 9
Contents ix
Summary and Conclusions 7 1
Notes 7 3
Chapter 3 Attitudes and Their Determinants 7 5
Definition of Attitude 7 5
Attitude Versus Affect 7 7
Measuring Attitudes 7 9
The Semantic Differential 7 9
Instrumental Versus Experiential Aspects of
Attitude 8 2
Belief-Based Measures of Attitude 8 5
Factor Analysis of Attitudinal Items 88
Can Items and Factors Be Used to Explain an
Underlying Attitude? 9 2
Including Factual and Ambivalent Items in
Attitude Scales 9 4
The Expectancy-Value Model of Attitude 9 6
Beliefs as a Basis of Attitudes 9 6
Salient Beliefs 9 8
Eliciting Salient Beliefs 100
Empirical Support for the Expectancy-Value Model 103
Predictive Validity of Salient Versus Nonsalient
Beliefs 104
Scoring Belief Strength 105
Disagreement With Belief Statements 107
Issues Related to the Expectancy-Value Model 110
Importance of Accessible Beliefs 110
Multiplicative Combination Rule 113
Attitudinal Ambivalence 118
Illustration of the Expectancy-Value Approach to
Attitude 120
Summary and Conclusions 125
Notes 127
Chapter 4 Perceived Norms and Their Determinants 129
Perceived Social Pressure 130
Compliance With Perceived Social Pressure 130
Injunctive Versus Descriptive Norms 131
Injunctive Norms 133
Determinants of Injunctive Norms 134
Modal Normative Beliefs 139