Increasing health club attendance through self-prophecy

Marketing Letters

Volumn 8, Issue 1, 1997, Pages 23-31

  Spangenberg, Eric R ^a  

^a WASHINGTON STATE UNIVERSITY   (United States)

Author keywords

Compliance techniques; Self prediction; Self prophecy

Indexed keywords

EID: 0037538909     PISSN: 09230645     EISSN: None     Source Type: Journal    
DOI: 10.1023/A:1007977025902     Document Type: Article

References (12)

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8. Kelley, Harold H. (1967). "Attribution Theory in Social Psychology." In David Levin (ed.), Nebraska Symposium on Motivation (pp. 192-238). Lincoln: University of Nebraska Press.
9. Obermiller, Carl, Eric R. Spangenberg, and April Atwood. (1992). "Getting People to Give More: A Telephone Funds-Soliciting Strategy Based on the Self-Erasing Nature of Errors of Prediction," Marketing Theory and Applications 3, 339-345.
10. Sherman, Steven J. (1980). "On the Self-Erasing Nature of Errors of Prediction," Journal of Personality and Social Psychology 39, 211-221.
11. Skov, Richard B., Esther F. Heruitz, and Caryl B. Stock. (1981). "The Effects of Explaining Hypothetical Future Events: From Possiblity to Probability to Actuality and Beyond." Journal of Experimental Social Psychology 17, 142-158.
12. Spangenberg, Eric R., and Carl Obermiller. (1996). "To Cheat or Not to Cheat: Reducing Cheating by Requesting Self-Prophecy." Forthcoming in Marketing Education Review.