Saying Is Believing: This has been called the "saying is believing"
paradigm. That is, dissonance theory predicts that we begin to believe
our own lies—but only if there is not abundant external justification
for making the statements that run counter to our original attitudes.

...the greater the reward for compliance, the greater the probability
that a person will comply.

...When it comes to producing a lasting change in attitude, the
greater the reward, the less likely any attitude change will occur.

If all I want you to do is recite a speech favoring Fidel Castro, the
Marx brothers, socialized medicine, or anything else, the most
efficient thing for me to do would be to give you the largest possible
reward. This would increase the probability of your complying by
making that speech.

But suppose I have a more ambitious goal: Suppose I want to effect a
lasting change in your attitudes and beliefs. In that case, just the
reverse is true. The smaller the external reward I give to induce...