THE INFLUENCE OF VERBAL RESPONSES TO COMMON GREETINGS ON COMPLIANCE BEHAVIOR - THE FOOT-IN-THE-MOUTH EFFECT

被引：37

作者：

HOWARD, DJ

机构：

[1] Southern Methodist University, Dallas, Texas

来源：

JOURNAL OF APPLIED SOCIAL PSYCHOLOGY | 1990年 / 20卷 / 14期

关键词：

D O I：

10.1111/j.1559-1816.1990.tb00399.x

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

This study reports the results of three field experiments which demonstrate that asking someone how they feel, having them verbally respond, and then acknowledging that response, facilitates compliance with a charitable request. The findings are discussed with respect to the influence of public commitments on behavioral consistency. Before you ask anyone for a donation, you first ask them how they're feeling. After they tell you they're feeling good, and you tell them you're glad they're feeling good, the/11 be more likely to contribute to helping someone who isn't. Copyright © 1990, Wiley Blackwell. All rights reserved

引用

页码：1185 / 1196

页数：12

共 11 条

[1] WAFFLE PHENOMENON - NEGATIVE EVALUATIONS OF THOSE WHO SHIFT ATTITUDINALLY [J].