Shaping behavior through malleable self-perceptions: A test of the forced-agreement scale effect (FASE)

Three experiments examined the effectiveness of the forced-agreement scale effect (FASE) manipulation at influencing self-perceptions of traits and consistent behaviors. The FASE manipulation forces respondents to agree (at least somewhat) with behavioral statements from previously validated questionnaires. Experiment 1A required participants to agree with items from a measure of need for cognition and to complete word jumbles. Experiment 1B employed a sensation seeking version of the FASE manipulation and examined its effect on a risky gambling task. Experiment 2 verified that the manipulation influences thought-responses, which mediate the relationship between the magnitude of the effect and a relevant consequence. All three experiments provided support for the FASE manipulation’s validity. Distinct advantages and limitations of the method are discussed.