메뉴 건너뛰기




Volumn 13, Issue 2, 1996, Pages 157-170

Application of compliance techniques to direct-mail requests for charitable donations

Author keywords

[No Author keywords available]

Indexed keywords


EID: 0030304141     PISSN: 07426046     EISSN: None     Source Type: Journal    
DOI: 10.1002/(SICI)1520-6793(199602)13:2<157::AID-MAR3>3.0.CO;2-E     Document Type: Review
Times cited : (30)

References (32)
  • 2
    • 0011268349 scopus 로고
    • Organizational fundraising: Further evidence on the effect of legitimizing small donations
    • Brockner, J., Guzzi, B., Kane, J., Levine, E., & Shaplen, K. (1984). Organizational fundraising: Further evidence on the effect of legitimizing small donations. Journal of Consumer Research, 11, 611-614.
    • (1984) Journal of Consumer Research , vol.11 , pp. 611-614
    • Brockner, J.1    Guzzi, B.2    Kane, J.3    Levine, E.4    Shaplen, K.5
  • 3
    • 85016699834 scopus 로고
    • The relative effectiveness of three compliance techniques in eliciteng donations to a cultural organization
    • Brownstein, R. J., II, & Katzev, R. D. (1985). The relative effectiveness of three compliance techniques in eliciteng donations to a cultural organization. Journal of Applied Social Psychology, 15, 564-574.
    • (1985) Journal of Applied Social Psychology , vol.15 , pp. 564-574
    • Brownstein R.J. II1    Katzev, R.D.2
  • 4
    • 0016570725 scopus 로고
    • Effects of initial request size and the timing of a second request on compliance: The foot in the door and the door in the face
    • Cann, A., Sherman, S. J., & Elkes, R. (1975). Effects of initial request size and the timing of a second request on compliance: The foot in the door and the door in the face. Journal of Personality and Social Psychology, 32, 774-782.
    • (1975) Journal of Personality and Social Psychology , vol.32 , pp. 774-782
    • Cann, A.1    Sherman, S.J.2    Elkes, R.3
  • 5
    • 84928832907 scopus 로고
    • Inducing health care voluntarism through sequential requests: Perception of effort and novelty
    • Cantril, J. G. (1991). Inducing health care voluntarism through sequential requests: Perception of effort and novelty. Health Communication, 3, 59-74.
    • (1991) Health Communication , vol.3 , pp. 59-74
    • Cantril, J.G.1
  • 6
    • 0021536189 scopus 로고
    • The foot-in-the-donor technique: Initial request and organ donation
    • Carducci, B. J., & Deuser, P. S. (1984). The foot-in-the-donor technique: Initial request and organ donation. Basic and Applied Social Psychology, 5, 78-81.
    • (1984) Basic and Applied Social Psychology , vol.5 , pp. 78-81
    • Carducci, B.J.1    Deuser, P.S.2
  • 9
    • 0016965610 scopus 로고
    • Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood
    • Cialdini, R. B., & Ascani, K. (1976). Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood. Journal of Applied Psychology, 61, 295-300.
    • (1976) Journal of Applied Psychology , vol.61 , pp. 295-300
    • Cialdini, R.B.1    Ascani, K.2
  • 11
    • 0000569811 scopus 로고
    • Increasing compliance by legitimizing paltry contributions: When even a penny helps
    • Cialdini, R. B., & Schroeder, D. A. (1976). Increasing compliance by legitimizing paltry contributions: When even a penny helps. Journal of Personality and Social Psychology, 34, 599-604.
    • (1976) Journal of Personality and Social Psychology , vol.34 , pp. 599-604
    • Cialdini, R.B.1    Schroeder, D.A.2
  • 13
    • 0011315696 scopus 로고
    • Effect of legitimizing small contributions and labeling potential donors as "helpers" on responses to a direct mail solicitation for charity
    • DeJong, W., & Oopik, A. J. (1992). Effect of legitimizing small contributions and labeling potential donors as "helpers" on responses to a direct mail solicitation for charity. Psychological Reports, 71, 923-928.
    • (1992) Psychological Reports , vol.71 , pp. 923-928
    • Dejong, W.1    Oopik, A.J.2
  • 14
    • 84987553961 scopus 로고
    • Sequential-request persuasive strategies: A meta-analysis of foot-in-the-door and door-in-the-face
    • Dillard, J. P., Hunter, J. E., & Burgoon, M. (1984). Sequential-request persuasive strategies: A meta-analysis of foot-in-the-door and door-in-the-face. Human Communication Research, 10, 461-488.
    • (1984) Human Communication Research , vol.10 , pp. 461-488
    • Dillard, J.P.1    Hunter, J.E.2    Burgoon, M.3
  • 15
    • 0011364370 scopus 로고
    • Ask and you shall be given: Request size and donations to a good cause
    • Doob, A. N., & McLaughlin, D. S. (1989). Ask and you shall be given: Request size and donations to a good cause. Journal of Applied Social Psychology, 19, 1049-1056.
    • (1989) Journal of Applied Social Psychology , vol.19 , pp. 1049-1056
    • Doob, A.N.1    McLaughlin, D.S.2
  • 16
    • 0000064204 scopus 로고
    • Effectiveness of multiple request strategies: A synthesis of research results
    • Fern, E. F., Monroe, K. B., & Avila, R. A. (1986). Effectiveness of multiple request strategies: A synthesis of research results. Journal of Marketing Research, 23, 144-152.
    • (1986) Journal of Marketing Research , vol.23 , pp. 144-152
    • Fern, E.F.1    Monroe, K.B.2    Avila, R.A.3
  • 17
    • 0018459492 scopus 로고
    • Blood donation and the foot-in-the-door technique: A limiting case
    • Foss, R. D., & Dempsey, C. B. (1979). Blood donation and the foot-in-the-door technique: A limiting case. Journal of Personality and Social Psychology, 37, 580-590.
    • (1979) Journal of Personality and Social Psychology , vol.37 , pp. 580-590
    • Foss, R.D.1    Dempsey, C.B.2
  • 18
    • 0001214113 scopus 로고
    • Increasing contributions in solicitation campaigns: The use of large and small anchorpoints
    • Fraser, C., Hite, R. E., & Sauer, P. L. (1988). Increasing contributions in solicitation campaigns: The use of large and small anchorpoints. Journal of Consumer Research, 15, 284-287.
    • (1988) Journal of Consumer Research , vol.15 , pp. 284-287
    • Fraser, C.1    Hite, R.E.2    Sauer, P.L.3
  • 20
    • 84941923933 scopus 로고
    • Compliance employing a combined foot-in-the-door and door-in-the-face procedure
    • Goldman, M. (1985). Compliance employing a combined foot-in-the-door and door-in-the-face procedure. Journal of Applied Social Psychology, 126, 111-116.
    • (1985) Journal of Applied Social Psychology , vol.126 , pp. 111-116
    • Goldman, M.1
  • 21
    • 0003041477 scopus 로고
    • Reducing refusals in telephone surveys on sensitive topics
    • Hornik, J., Zaig, T., & Shadmon, D. (1991). Reducing refusals in telephone surveys on sensitive topics. Journal of Advertising Research, 31, 49-56.
    • (1991) Journal of Advertising Research , vol.31 , pp. 49-56
    • Hornik, J.1    Zaig, T.2    Shadmon, D.3
  • 22
    • 84985790449 scopus 로고
    • Tobacco deprivation: The foot-in-the-door technique versus the low-ball technique
    • Joule, R. V. (1987). Tobacco deprivation: The foot-in-the-door technique versus the low-ball technique. European Journal of Social Psychology, 17, 361-365.
    • (1987) European Journal of Social Psychology , vol.17 , pp. 361-365
    • Joule, R.V.1
  • 23
    • 0016374073 scopus 로고
    • Compliance without pressure: Some further data on the foot-in-the-door technique
    • Pliner, P., Hart, H., Kohl, J., & Saari, D. (1974). Compliance without pressure: Some further data on the foot-in-the-door technique. Journal of Experimental Social Psychology, 10, 17-22.
    • (1974) Journal of Experimental Social Psychology , vol.10 , pp. 17-22
    • Pliner, P.1    Hart, H.2    Kohl, J.3    Saari, D.4
  • 25
    • 0011269389 scopus 로고
    • On inducing compliance with requests
    • Reingen, P. H. (1978). On inducing compliance with requests. Journal of Consumer Research, 5, 96-102.
    • (1978) Journal of Consumer Research , vol.5 , pp. 96-102
    • Reingen, P.H.1
  • 26
    • 0011307729 scopus 로고
    • Test of a list procedure for inducing compliance with a request to donate money
    • Reingen, P. H. (1982). Test of a list procedure for inducing compliance with a request to donate money. Journal of Applied Psychology, 67, 110-118.
    • (1982) Journal of Applied Psychology , vol.67 , pp. 110-118
    • Reingen, P.H.1
  • 27
    • 0011268350 scopus 로고
    • The foot-in-the-door paradigm: Effects of second request size on donation probability and donor generosity
    • Schwarzwald, J., Bizman, A., & Raz, M. (1983). The foot-in-the-door paradigm: Effects of second request size on donation probability and donor generosity. Personality and Social Psychology Bulletin, 9, 443-450.
    • (1983) Personality and Social Psychology Bulletin , vol.9 , pp. 443-450
    • Schwarzwald, J.1    Bizman, A.2    Raz, M.3
  • 28
    • 84986406949 scopus 로고
    • The applicability of the door-in-the-face technique when established behavioral customs exist
    • Schwarzwald, J., Raz, M., & Zvibel, M. (1979). The applicability of the door-in-the-face technique when established behavioral customs exist. Journal of Applied Social Psychology, 9, 576-586.
    • (1979) Journal of Applied Social Psychology , vol.9 , pp. 576-586
    • Schwarzwald, J.1    Raz, M.2    Zvibel, M.3
  • 29
    • 0001405382 scopus 로고
    • Relative effectiveness of three behavioral influence strategies as supplements to persuasion in a marketing context
    • Tybout A. M. (1978). Relative effectiveness of three behavioral influence strategies as supplements to persuasion in a marketing context. Journal of Marketing Research, 15, 229-242.
    • (1978) Journal of Marketing Research , vol.15 , pp. 229-242
    • Tybout, A.M.1
  • 31
    • 0011322779 scopus 로고
    • Applying social psychology to induce charitable donations
    • Weyant, J. M. (1984). Applying social psychology to induce charitable donations. Journal of Applied Social Psychology, 14, 441-447.
    • (1984) Journal of Applied Social Psychology , vol.14 , pp. 441-447
    • Weyant, J.M.1
  • 32
    • 0011353748 scopus 로고
    • Getting more by asking for less: The effects of request size on donations to charity
    • Weyant, J. M., & Smith, S. L. (1987). Getting more by asking for less: The effects of request size on donations to charity. Journal of Applied Social Phychology, 17, 392-400.
    • (1987) Journal of Applied Social Phychology , vol.17 , pp. 392-400
    • Weyant, J.M.1    Smith, S.L.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.