-
1
-
-
84965435822
-
Encouraging charitable contributions: An examination of three models of door-in-the-face compliance
-
Abrahams, M., & Bell, R. (1994). Encouraging charitable contributions: An examination of three models of door-in-the-face compliance. Communication Research, 21, 131-153.
-
(1994)
Communication Research
, vol.21
, pp. 131-153
-
-
Abrahams, M.1
Bell, R.2
-
2
-
-
0023020183
-
The moderator-mediator variable distinction social psychological research: Conceptual, strategic, and statistical considerations
-
Baron, R. M., & Kenny, D. (1986). The moderator-mediator variable distinction social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51, 1173-1182.
-
(1986)
Journal of Personality and Social Psychology
, vol.51
, pp. 1173-1182
-
-
Baron, R.M.1
Kenny, D.2
-
3
-
-
84972952204
-
Personal narratives about guilt: Role in action control and interpersonal relationships
-
Baumeister, R., Stillwell, A., & Heatherton, T. (1995). Personal narratives about guilt: Role in action control and interpersonal relationships. Basic and Applied Social Psychology, 17, 173-198.
-
(1995)
Basic and Applied Social Psychology
, vol.17
, pp. 173-198
-
-
Baumeister, R.1
Stillwell, A.2
Heatherton, T.3
-
4
-
-
85064782032
-
The door-in-the-face compliance strategy: An individual differences analysis of two models in an AIDS fund raising context
-
Bell, R., Abrahams, M., Clark, C., & Schlatter, C. (1996). The door-in-the-face compliance strategy: An individual differences analysis of two models in an AIDS fund raising context. Communication Quarterly, 44, 107-124.
-
(1996)
Communication Quarterly
, vol.44
, pp. 107-124
-
-
Bell, R.1
Abrahams, M.2
Clark, C.3
Schlatter, C.4
-
6
-
-
0040294310
-
The impact of guilt and type of compliance-gaining message on compliance
-
Boster, F., Mitchell, M., Lapinski, M., Cooper, H., Orrego, V., & Rienke, R. (1999). The impact of guilt and type of compliance-gaining message on compliance. Communication Monographs, 66, 168-177.
-
(1999)
Communication Monographs
, vol.66
, pp. 168-177
-
-
Boster, F.1
Mitchell, M.2
Lapinski, M.3
Cooper, H.4
Orrego, V.5
Rienke, R.6
-
7
-
-
84986409484
-
The perceptual contrast explanation of sequential request strategy effectiveness
-
Cantrill, J., & Seibold, D. (1986). The perceptual contrast explanation of sequential request strategy effectiveness. Human Communication Research, 13, 253-267.
-
(1986)
Human Communication Research
, vol.13
, pp. 253-267
-
-
Cantrill, J.1
Seibold, D.2
-
8
-
-
0035343795
-
Facing guilt: Role of negative affectivity, need for reparation, and fear of punishment in leading to prosocial behaviour and aggression
-
Caprara, G., Barbaranelli, C., Pastorelli, C., Cermak, I., & Rosza, S. (2001). Facing guilt: Role of negative affectivity, need for reparation, and fear of punishment in leading to prosocial behaviour and aggression. European Journal of Personality, 15, 219-237.
-
(2001)
European Journal of Personality
, vol.15
, pp. 219-237
-
-
Caprara, G.1
Barbaranelli, C.2
Pastorelli, C.3
Cermak, I.4
Rosza, S.5
-
9
-
-
0016965610
-
Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood
-
Cialdini, R., & 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.1
Ascani, K.2
-
10
-
-
0001013541
-
Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique
-
Cialdini, R., Vincent, J., Lewis, S., Catalan, J., Wheeler, D., & Darby, B. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31, 206-215.
-
(1975)
Journal of Personality and Social Psychology
, vol.31
, pp. 206-215
-
-
Cialdini, R.1
Vincent, J.2
Lewis, S.3
Catalan, J.4
Wheeler, D.5
Darby, B.6
-
11
-
-
0029448776
-
Guilt appeals in advertising: What are their effects?
-
Coulter, R., & Pinto, M. (1995). Guilt appeals in advertising: What are their effects? Journal of Applied Psychology, 80, 697-705.
-
(1995)
Journal of Applied Psychology
, vol.80
, pp. 697-705
-
-
Coulter, R.1
Pinto, M.2
-
12
-
-
0000049217
-
The current status of research on sequential-request compliance techniques
-
Dillard, J. P. (1991). The current status of research on sequential-request compliance techniques. Personality and Social Psychological Bulletin, 17, 283-288.
-
(1991)
Personality and Social Psychological Bulletin
, vol.17
, pp. 283-288
-
-
Dillard, J.P.1
-
13
-
-
84987553961
-
Sequential-request persuasive strategies: Meta-analysis of foot-in-the-door and door-in-the-face
-
Dillard, J. P., Hunter, J., & Burgoon, M. (1984). Sequential-request persuasive strategies: Meta-analysis of foot-in-the-door and door-in-the-face. Human Communications Research, 10, 461-488.
-
(1984)
Human Communications Research
, vol.10
, pp. 461-488
-
-
Dillard, J.P.1
Hunter, J.2
Burgoon, M.3
-
14
-
-
0000064204
-
Effectiveness of multiple request strategies: A synthesis of research results
-
Fern, E., Monroe, K., & Avila, R. (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.1
Monroe, K.2
Avila, R.3
-
15
-
-
84928219829
-
Door-in-the-face procedure: Reciprocal concession, perceptual contrast, or worthy person
-
Goldman, M., McVeigh, J., & Richterkessing, J. (1984). Door-in-the-face procedure: Reciprocal concession, perceptual contrast, or worthy person. Journal of Social Psychology, 123, 245-251.
-
(1984)
Journal of Social Psychology
, vol.123
, pp. 245-251
-
-
Goldman, M.1
McVeigh, J.2
Richterkessing, J.3
-
16
-
-
0001149473
-
The effects of two sequential request strategies on teachers' acceptability and use in a classroom intervention
-
Martens, R., Kelly, S., & Diskin, M. (1996). The effects of two sequential request strategies on teachers' acceptability and use in a classroom intervention. Journal of Educational and Psychological Consultation, 7, 211-221.
-
(1996)
Journal of Educational and Psychological Consultation
, vol.7
, pp. 211-221
-
-
Martens, R.1
Kelly, S.2
Diskin, M.3
-
17
-
-
0035001942
-
Promoting health behaviors with door-in-the-face: The influence of the beneficiary of the request
-
Millar, M. G. (2001). Promoting health behaviors with door-in-the-face: The influence of the beneficiary of the request. Psychology, Health, & Medicine, 6, 115-121.
-
(2001)
Psychology, Health, & Medicine
, vol.6
, pp. 115-121
-
-
Millar, M.G.1
-
18
-
-
0000548339
-
Perceptual contrast versus reciprocal concession as mediators of induced compliance
-
Miller, R., Seligman, C., Clark, N., & Bush, M. (1976). Perceptual contrast versus reciprocal concession as mediators of induced compliance. Canadian Journal of Behavioral Sciences, 8, 401-409.
-
(1976)
Canadian Journal of Behavioral Sciences
, vol.8
, pp. 401-409
-
-
Miller, R.1
Seligman, C.2
Clark, N.3
Bush, M.4
-
19
-
-
0031496089
-
A guilt-based explanation of the door-in-the-face influence strategy
-
O'Keefe, D., & Figge, M. (1997). A guilt-based explanation of the door-in-the-face influence strategy. Human Communication Research, 24, 64-80.
-
(1997)
Human Communication Research
, vol.24
, pp. 64-80
-
-
O'Keefe, D.1
Figge, M.2
-
20
-
-
0037627273
-
Guilt and expected guilt in the door-in-the-face technique
-
O'Keefe, D., & Figge, M. (1999). Guilt and expected guilt in the door-in-the-face technique. Communication Monographs, 66, 312-324.
-
(1999)
Communication Monographs
, vol.66
, pp. 312-324
-
-
O'Keefe, D.1
Figge, M.2
-
21
-
-
0037627274
-
An odds-ratio-based meta-analysis of research on the door-in-the-face influence strategy
-
O'Keefe, D., & Hale, S. (2001). An odds-ratio-based meta-analysis of research on the door-in-the-face influence strategy, Communication Reports, 14, 31-38.
-
(2001)
Communication Reports
, vol.14
, pp. 31-38
-
-
O'Keefe, D.1
Hale, S.2
-
22
-
-
0031512650
-
The use of meta-communication in compliance: Door-in-the-face and single request strategies
-
Patch, M., Hoang, V., & Stahelski, A. (1997). The use of meta-communication in compliance: Door-in-the-face and single request strategies. Journal of Social Psychology, 137, 88-97.
-
(1997)
Journal of Social Psychology
, vol.137
, pp. 88-97
-
-
Patch, M.1
Hoang, V.2
Stahelski, A.3
-
23
-
-
0002038631
-
Self-presentation and the door-in-the-face technique for inducing compliance
-
Pendleton, M., & Batson, D. (1979). Self-presentation and the door-in-the-face technique for inducing compliance. Personality and Social Psychology Bulletin, 5, 77-81.
-
(1979)
Personality and Social Psychology Bulletin
, vol.5
, pp. 77-81
-
-
Pendleton, M.1
Batson, D.2
-
24
-
-
0000875999
-
The door-in-the-face technique: Reciprocal concessions vs. self-presentational explanations
-
Reeves, R., Baker, G., Boyd, J., & Cialdini, R. (1991). The door-in-the-face technique: Reciprocal concessions vs. self-presentational explanations. Journal of Social Behavior and Personality, 6, 545-558.
-
(1991)
Journal of Social Behavior and Personality
, vol.6
, pp. 545-558
-
-
Reeves, R.1
Baker, G.2
Boyd, J.3
Cialdini, R.4
-
25
-
-
0015416477
-
Voluntary expiation of guilt: A field experiment
-
Regan, D., Williams, M., & Sparling, S. (1972). Voluntary expiation of guilt: A field experiment. Journal of Personality and Social Psychology, 24, 41-45.
-
(1972)
Journal of Personality and Social Psychology
, vol.24
, pp. 41-45
-
-
Regan, D.1
Williams, M.2
Sparling, S.3
-
26
-
-
84986406949
-
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
-
27
-
-
0038302701
-
The effects of delay upon compliance with socially undesirable request in the door-in-the-face paradigm
-
Shanab, M., & Isonio, S. (1980). The effects of delay upon compliance with socially undesirable request in the door-in-the-face paradigm. Bulletin of the Psychonomics Society, 15, 76-78.
-
(1980)
Bulletin of the Psychonomics Society
, vol.15
, pp. 76-78
-
-
Shanab, M.1
Isonio, S.2
-
28
-
-
0034144883
-
The psychological reality of the door-in-the-face: It's helping, not bargaining
-
Tusing, K., & Dillard, J. (2000). The psychological reality of the door-in-the-face: It's helping, not bargaining. Journal of Language and Social Psychology, 19, 5-25.
-
(2000)
Journal of Language and Social Psychology
, vol.19
, pp. 5-25
-
-
Tusing, K.1
Dillard, J.2
|