Promoting pro-environmental behaviours through induced hypocrisy

Philippe Odou 1 Peter Darke Dimitri Voisin 2
1 REGARDS - Recherches en Économie Gestion AgroRessources Durabilité Santé- EA 6292
2 LPS - Laboratoire de Psychologie Sociale
Abstract : In the field of ethical consumption, research in recent years has attempted to explain the gap between principles and actual behaviour. Three experimental studies show that when the contradiction between what individuals say and what they do is made salient in the field of environmental protection, that is to say in a situation of induced hypocrisy, they indirectly reduce the resulting cognitive dissonance by being more altruistic towards associations that act for the environment but not towards humanitarian associations. This effect of induced hypocrisy fades as individuals become less vulnerable to the threat to the self by affirming values that are important to them.
Keywords : cognitive dissonance hypocrisy norm persuasion pro-social behaviours
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Journal articles
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https://hal.univ-reims.fr/hal-02048758
Contributor : Philippe Odou <>
Submitted on : Monday, February 25, 2019 - 5:27:03 PM
Last modification on : Thursday, June 27, 2019 - 11:38:16 AM

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URCA | LPS-AIX | LABORATOIRE-REGARDS | SFRCONDORCET | UNIV-AMU

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Philippe Odou, Peter Darke, Dimitri Voisin. Promoting pro-environmental behaviours through induced hypocrisy. Recherche et Applications en Marketing (English Edition), SAGE Publications, 2018, pp.205157071881384. ⟨10.1177/2051570718813848⟩. ⟨hal-02048758⟩

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