When saying yes leads to saying no: Preference for consistency and the reverse foot-in-the-door effect

被引:56
作者
Guadagno, RE
Asher, T
Demaine, LJ
Cialdini, RB
机构
[1] Arizona State Univ, Dept Psychol, Tempe, AZ 85257 USA
[2] RAND Corp, Santa Monica, CA 90406 USA
[3] Arizona State Univ, Tempe, AZ 85287 USA
关键词
D O I
10.1177/0146167201277008
中图分类号
B84 [心理学];
学科分类号
04 ; 0402 ;
摘要
A requester using the foot-in-the-door (FITD) tactic begins by gaining compliance with a small request anti then advances to a related, larger request. Previous work has demonstrated that a strong preference for consistency among targets of the tactic can enhance the FITD effect. Other work has indicated that an inadequate delay between the requests can produce resistance and can significantly reduce the effect. Study 1 found that high levels of preference for consistency (PFC) were sufficient to override this resistance, provided that participants' prior helpfulness in complying with the initial request was made salient. Study 2 replicated this finding among high-PFC participants and showed that low-PFC participants demonstrated a reverse FITD effect when their prior helpfulness was made salient. The authors conclude that high- and low-PFC individuals are likely to become more or less consistent with an action (respectively) when focused on the personal implications of that action.
引用
收藏
页码:859 / 867
页数:9
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