ON IMPLEMENTING THE DOOR-IN-THE-FACE COMPLIANCE TECHNIQUE IN A BUSINESS CONTEXT

被引：52

作者：

MOWEN, JC ^{[1
]}

CIALDINI, RB ^{[1
]}

机构：

[1] ARIZONA STATE UNIV,TEMPE,AZ 85281

来源：

JOURNAL OF MARKETING RESEARCH | 1980年 / 17卷 / 02期

关键词：

D O I：

10.2307/3150936

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：253 / 258

页数：6

共 15 条

[1] EXPERIMENTAL STUDY OF RELATIONSHIPS BETWEEN ATTITUDES, BRAND PREFERENCE, AND CHOICE
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[J]. BEHAVIORAL SCIENCE, 1972, 17 (06): : 532 - &
[2] EFFECTS OF INITIAL REQUEST SIZE AND TIMING OF A 2ND REQUEST ON COMPLIANCE - FOOT IN DOOR AND DOOR IN FACE
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SHERMAN, SJ
ELKES, R
[J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1975, 32 (05) : 774 - 782
[3] CIALDINI RB, 1976, J PERS SOC PSYCHOL, V34, P599
[4] TEST OF A CONCESSION PROCEDURE FOR INDUCING VERBAL, BEHAVIORAL, AND FURTHER COMPLIANCE WITH A REQUEST TO GIVE BLOOD
CIALDINI, RB
ASCANI, K
[J]. JOURNAL OF APPLIED PSYCHOLOGY, 1976, 61 (03) : 295 - 300
[5] RECIPROCAL CONCESSIONS PROCEDURE FOR INDUCING COMPLIANCE - DOOR-IN-FACE TECHNIQUE
CIALDINI, RB
VINCENT, JE
LEWIS, SK
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DARBY, BL
[J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1975, 31 (02) : 206 - 215
[6] COMPLIANCE WITHOUT PRESSURE - FOOT-IN-DOOR TECHNIQUE
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[J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1966, 4 (02) : 195 - &
[7] EXPERIMENTAL INVESTIGATION OF ATTITUDE CHANGE AND CHOICE OF A NEW BRAND
GINTER, JL
[J]. JOURNAL OF MARKETING RESEARCH, 1974, 11 (01) : 30 - 40
[8] SEMANTICS OF ASKING A FAVOR - HOW TO SUCCEED IN GETTING HELP WITHOUT REALLY DYING
LANGER, EJ
ABELSON, RP
[J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1972, 24 (01) : 26 - &
[9] MOWEN JC, 1978, AM PSYCHOLOGICAL ASS
[10] MORE EVIDENCE ON INTERPERSONAL YIELDING
REINGEN, PH
KERNAN, JB
[J]. JOURNAL OF MARKETING RESEARCH, 1979, 16 (04) : 588 - 593

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