INDUCING COMPLIANCE WITH REQUESTS

被引:81
作者
REINGEN, PH
机构
关键词
D O I
10.1086/208720
中图分类号
F [经济];
学科分类号
02 ;
摘要
引用
收藏
页码:96 / 102
页数:7
相关论文
共 18 条
[1]  
Bem D. J., 1972, ADV EXP SOC PSYCHOL, V6, DOI 10.1016/S0065-2601(08)60024-6
[2]  
BREHM JW, 1966, THEORY PSYCHOLOGICAL
[3]   EFFECTS OF INITIAL REQUEST SIZE AND TIMING OF A 2ND REQUEST ON COMPLIANCE - FOOT IN DOOR AND DOOR IN FACE [J].
CANN, A ;
SHERMAN, SJ ;
ELKES, R .
JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1975, 32 (05) :774-782
[4]  
CIALDINI RB, 1976, J PERS SOC PSYCHOL, V34, P599
[5]   TEST OF A CONCESSION PROCEDURE FOR INDUCING VERBAL, BEHAVIORAL, AND FURTHER COMPLIANCE WITH A REQUEST TO GIVE BLOOD [J].
CIALDINI, RB ;
ASCANI, K .
JOURNAL OF APPLIED PSYCHOLOGY, 1976, 61 (03) :295-300
[6]   RECIPROCAL CONCESSIONS PROCEDURE FOR INDUCING COMPLIANCE - DOOR-IN-FACE TECHNIQUE [J].
CIALDINI, RB ;
VINCENT, JE ;
LEWIS, SK ;
CATALAN, J ;
WHEELER, D ;
DARBY, BL .
JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1975, 31 (02) :206-215
[7]   COMPLIANCE WITHOUT PRESSURE - FOOT-IN-DOOR TECHNIQUE [J].
FREEDMAN, JL ;
FRASER, SC .
JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1966, 4 (02) :195-&
[9]  
KIRK ER, 1968, EXPT DESIGN PROCEDUR
[10]   COMPLIANCE WITHOUT PRESSURE - SOME FURTHER DATA ON FOOT-IN-DOOR TECHNIQUE [J].
PLINER, P ;
HART, H ;
KOHL, J ;
SAARI, D .
JOURNAL OF EXPERIMENTAL SOCIAL PSYCHOLOGY, 1974, 10 (01) :17-22