WHATS IN A NAME - A COMPLIMENTARY MEANS OF PERSUASION

被引:41
作者
HOWARD, DJ [1 ]
GENGLER, C [1 ]
JAIN, A [1 ]
机构
[1] RUTGERS STATE UNIV, CAMDEN, NJ 08102 USA
关键词
D O I
10.1086/209445
中图分类号
F [经济];
学科分类号
02 ;
摘要
Three experiments demonstrate that remembering someone's name facilitates their compliance with a purchase request made by the rememberer. Experiment 1 shows that name remembrance increases request compliance, but name forgetting does not cause a decrease in compliance. Experiments 2 and 3 show that name remembrance is perceived as a compliment by the person remembered, which mediates compliance with the purchase request. Experimental manipulations of the likelihood of name remembrance (experiment 2) and need for self-enhancement (experiment 3) provide results consistent with a complimentary explanation for the findings.
引用
收藏
页码:200 / 211
页数:12
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