The effects of initial request size on compliance: More about the that's-not-all technique

Basic and Applied Social Psychology

Volumn 21, Issue 3, 1999, Pages 243-249

  Burger, Jerry M ^a   Reed, Michelle ^b   DeCesare, Karen ^b   Rauner, Steve ^b   Rozolis, Jennifer ^b  

^a SANTA CLARA UNIVERSITY   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0033196467     PISSN: 01973533     EISSN: None     Source Type: Journal    
DOI: 10.1207/S15324834BASP2103_7     Document Type: Article

References (12)

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9. Regan, D. T. (1971). Effects of a favor and liking on compliance. Journal of Experimental Social Psychology, 7, 627-639.
10. Schwarzwald, J., Raz, M., & Zvibel, M. (1979). The applicability of the door-in-the-face technique when established behavioral customs exit. Journal of Applied Social Psychology, 9, 576-586.
11. Sherif, M., & Hovland, C. I. (1961). Social judgment: Assimilation and contrast effects in communication and attitude change. New Haven, CT: Yale University Press.
12. Sherif, M., & Sherif, C. W. (1967). Attitude as the individual's own categories: The social judgment-involvement approach to attitude and attitude change. In C. W. Sherif & M. Sherif (Eds.), Attitude, ego-involvement, and change (pp. 105-139). Westport, CT: Greenwood.