INCREASING COMPLIANCE BY IMPROVING THE DEAL - THE THATS-NOT-ALL TECHNIQUE

[1] 15 YEARS OF FOOT IN THE DOOR RESEARCH - A META-ANALYSIS [J]. PERSONALITY AND SOCIAL PSYCHOLOGY BULLETIN, 1983, 9 (02) : 181 - 196

[2] LOTTERY WINNERS AND ACCIDENT VICTIMS - IS HAPPINESS RELATIVE [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1978, 36 (08) : 917 - 927

[3] BURGER JM, 1981, J PERS SOC PSYCHOL, V40, P492

[4] Cialdini R., 1984, INFLUENCE WHY PEOPLE

[5] LOW-BALL PROCEDURE FOR PRODUCING COMPLIANCE - COMMITMENT THEN COST [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1978, 36 (05) : 463 - 476

[6] RECIPROCAL CONCESSIONS PROCEDURE FOR INDUCING COMPLIANCE - DOOR-IN-FACE TECHNIQUE [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1975, 31 (02) : 206 - 215

[7] Cialdini RB., 1980, APPLIED SOCIAL PSYCH, V1, P21, DOI DOI 10.1111/J.1751-9004.2009.00239.X

[8] EXAMINATION OF SELF-PERCEPTION MEDIATION OF THE FOOT-IN-THE-DOOR EFFECT [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1979, 37 (12) : 2221 - 2239

[9] THE NORM OF RECIPROCITY - A PRELIMINARY STATEMENT [J]. AMERICAN SOCIOLOGICAL REVIEW, 1960, 25 (02) : 161 - 178

[10] HELSON H, 1964, ADAPTATION LEVEL THE

[1] 15 YEARS OF FOOT IN THE DOOR RESEARCH - A META-ANALYSIS [J]. PERSONALITY AND SOCIAL PSYCHOLOGY BULLETIN, 1983, 9 (02) : 181 - 196

[2] LOTTERY WINNERS AND ACCIDENT VICTIMS - IS HAPPINESS RELATIVE [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1978, 36 (08) : 917 - 927

[3] BURGER JM, 1981, J PERS SOC PSYCHOL, V40, P492

[4] Cialdini R., 1984, INFLUENCE WHY PEOPLE

[5] LOW-BALL PROCEDURE FOR PRODUCING COMPLIANCE - COMMITMENT THEN COST [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1978, 36 (05) : 463 - 476

[6] RECIPROCAL CONCESSIONS PROCEDURE FOR INDUCING COMPLIANCE - DOOR-IN-FACE TECHNIQUE [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1975, 31 (02) : 206 - 215

[7] Cialdini RB., 1980, APPLIED SOCIAL PSYCH, V1, P21, DOI DOI 10.1111/J.1751-9004.2009.00239.X

[8] EXAMINATION OF SELF-PERCEPTION MEDIATION OF THE FOOT-IN-THE-DOOR EFFECT [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1979, 37 (12) : 2221 - 2239

[9] THE NORM OF RECIPROCITY - A PRELIMINARY STATEMENT [J]. AMERICAN SOCIOLOGICAL REVIEW, 1960, 25 (02) : 161 - 178

[10] HELSON H, 1964, ADAPTATION LEVEL THE