SEQUENTIAL-REQUEST PERSUASIVE STRATEGIES - META-ANALYSIS OF FOOT-IN-THE-DOOR AND DOOR-IN-THE-FACE

被引：144

作者：

DILLARD, JP

HUNTER, JE

BURGOON, M

机构：

[1] MICHIGAN STATE UNIV,E LANSING,MI 48824

[2] UNIV ARIZONA,TUCSON,AZ 85721

来源：

HUMAN COMMUNICATION RESEARCH | 1984年 / 10卷 / 04期

关键词：

D O I：

10.1111/j.1468-2958.1984.tb00028.x

中图分类号：

G2 [信息与知识传播];

学科分类号：

05 ; 0503 ;

摘要：

引用

页码：461 / 488

页数：28

共 53 条

[1] FOOT-IN-DOOR PHENOMENON - MEDIATING EFFECTS OF SIZE OF FIRST REQUEST AND SEX OF REQUESTER [J].

BARON, RA .

BULLETIN OF THE PSYCHONOMIC SOCIETY, 1973, 2 (02) :113-114

[2]

BEAMAN AL, 1974, PERSONALITY SOCIAL P, V1, P122

[3]

Bem D. J., 1972, ADV EXP SOC PSYCHOL, V6, DOI 10.1016/S0065-2601(08)60024-6

[4] SELF-PERCEPTION - AN ALTERNATIVE INTERPRETATION OF COGNITIVE DISSONANCE PHENOMENA [J].

BEM, DJ .

PSYCHOLOGICAL REVIEW, 1967, 74 (03) :183-&

[5] EFFECTS OF INITIAL REQUEST SIZE AND TIMING OF A 2ND REQUEST ON COMPLIANCE - FOOT IN DOOR AND DOOR IN FACE [J].

CANN, A ;

SHERMAN, SJ ;

ELKES, R .

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1975, 32 (05) :774-782

[6]

CIALDINI RB, 1976, J PERS SOC PSYCHOL, V34, P599

[7] TEST OF A CONCESSION PROCEDURE FOR INDUCING VERBAL, BEHAVIORAL, AND FURTHER COMPLIANCE WITH A REQUEST TO GIVE BLOOD [J].

CIALDINI, RB ;

ASCANI, K .

JOURNAL OF APPLIED PSYCHOLOGY, 1976, 61 (03) :295-300

[8] LOW-BALL PROCEDURE FOR PRODUCING COMPLIANCE - COMMITMENT THEN COST [J].

CIALDINI, RB ;

BASSETT, R ;

CACIOPPO, JT ;

MILLER, JA .

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1978, 36 (05) :463-476

[9] RECIPROCAL CONCESSIONS PROCEDURE FOR INDUCING COMPLIANCE - DOOR-IN-FACE TECHNIQUE [J].

CIALDINI, RB ;

VINCENT, JE ;

LEWIS, SK ;

CATALAN, J ;

WHEELER, D ;

DARBY, BL .

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1975, 31 (02) :206-215

[10]

CRANO WD, J SOCIAL COGNITION

← 1 2 3 4 5 6 →