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Article Dans Une Revue Social Influence Année : 2015

When a service request precedes the target request: another compliance without pressure technique?

Résumé

Empirical observation led us to identify a particular and widespread form of solicitation involving requesting a service before making the target request. Relating this form of solicitation to compliance paradigms based on consistency, we hypothesized that the technique would increase the compliance rates of individuals. 167 passersby were approached in the street for a money donation according to two conditions: the appeal for money was preceded by a service request or not. We found that those passersby receiving the service request and the monetary appeal were significantly more compliant than those receiving the monetary appeal only. The discussion focuses on the psychological mechanisms at work in the acceptance of the requests, and avenues for future research are suggested

Domaines

Psychologie
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Dates et versions

hal-01960595 , version 1 (08-01-2019)

Identifiants

Citer

Sébastien Meineri, Mickaël Dupré, Boris Vallée, Nicolas Guéguen. When a service request precedes the target request: another compliance without pressure technique?. Social Influence, 2015, 10 (4), pp.278-285. ⟨10.1080/15534510.2015.1102762⟩. ⟨hal-01960595⟩
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