Details

Title

“You will probably refuse, but…”: When activating reactance in a single sentence increases compliance with a request

Journal title

Polish Psychological Bulletin

Yearbook

2016

Numer

No 2

Publication authors

Divisions of PAS

Nauki Humanistyczne i Społeczne

Publisher

Committee for Psychological Science PAS

Date

2016

Identifier

ISSN 0079-2993

References

Reeves (1987), Legitimizing paltry contributions : On - the - spot vs mail - in requests, Journal of Applied Social Psychology, 731, doi.org/10.1111/j.1559-1816.1987.tb00336.x ; Reeves (1993), A test of commitment in legitimizing paltry contributions, Journal of Social Behavior and Personality, 537. ; Jacob (2013), Even a single package of pastas will help : The effectiveness of the legitimizing paltry contribution technique on altruism, Nonprofit and Voluntary Sector Quarterly, 828, doi.org/10.1177/0899764012461953 ; Millar (2002), The effectiveness of the door - in - the - face compliance strategy on friends and strangers The, Journal of Social Psychology, 142. ; Guéguen (2013), I m free but I ll comply with your request : Generalization and multidimensional effects of the evoking freedom technique, Journal of Applied Social Psychology, 116, doi.org/10.1111/j.1559-1816.2012.00986.x ; Rind (1994), Effects of public image concerns and self - image on compliance The, Journal of Social Psychology, 134. ; Dolinski (2001), Dialogue involvement as a social influence technique, Personality and Social Psychology Bulletin, 1395, doi.org/10.1177/01461672012711001 ; Fointiat (2000), Foot - in - the - Mouth versus Door - in - the - Face requests The, Journal of Social Psychology, 264, doi.org/10.1080/00224540009600468 ; Enzle (1982), Rhetorical request for help, Social Psychology Quarterly, 172, doi.org/10.2307/3033650 ; Langer (1978), The mindlessness of ostensibly thoughtful action : The role of placebic information in interpersonal interaction, Journal of Personality and Social Psychology, 635, doi.org/10.1037/0022-3514.36.6.635 ; Guéguen (2000), Evocation of freedom and compliance : The But you are free of technique Current Research in, Social Psychology, 264. ; Howard (1990), The influence of verbal responses to common greetings on compliance behavior : The foot - in - the - mouth effect, Journal of Applied Social Psychology, 1185, doi.org/10.1111/j.1559-1816.1990.tb00399.x ; Aune (1994), A relational approach to the foot - in - the - mouth effect, Basic and Applied Social Psychology, 546, doi.org/10.1111/j.1559-1816.1994.tb00598.x ; Cialdini (2004), Social influence : Compliance and conformity, Annual Review of Psychology, 591, doi.org/10.1146/annurev.psych.55.090902.142015 ; Cialdini (1976), Increasing compliance by legitimizing paltry contributions : When even a penny helps, Journal of Personality and Social Psychology, 599, doi.org/10.1037/0022-3514.34.4.599

DOI

10.1515/ppb-2016-0019

×