Evocation of freedom and compliance: The "but you are free of..." technique

Current Research in Social Psychology

Volumn 5, Issue 18, 2000, Pages 1-7

  Guéguen, Nicolas ^a   Pascual, Alexandre ^b  

^a South Brittany University   (France)

^b UNIVERSITÉ DE BORDEAUX   (France)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0039891076     PISSN: 10887423     EISSN: None     Source Type: Journal    
DOI: None     Document Type: Article

References (23)

1. Beaman, A., S. Svanum, S. Manlove, and C. Hamtpton (1974). "An attribution theory explanation of the foot-in-the-door effects." Personality-and-Social-Psychology-Bulletin, 1:122-123.
2. Berkowitz, L. and L. Daniels (1963). "Responsability and dependency." Journal of Abnormal Social Psychology, 66:429-436.
3. Brehm, P. (1966). A theory of psychological reactance. New-York : Academic Press.
4. Burger, J. (1986). "Increasing compliance by improving the deal: the that's-not-all technique." Journal of Personality and Social Psychology, 51:277-283.
5. Chartrand, T., S. Pinckert, and J. Burger (1999). "When manipulation backfires: the effects of time delay and requester on the foot-in-the-door technique." Journal of Applied Social Psychology, 29:211-221.
6. Cialdini, R. (1993). Influence. New-York: HarperCollins.
7. Cialdini, R., J. Cacioppo, R. Bassett and J. Miller (1978). "Low-ball procedure for producing compliance: commitment then cost." Journal of Personality and Social Psychology, 36:463-476.
8. Cialdini, R. and D. Schroeder (1976). "Increasing compliance by legitimizing paltry contributions: when even a penny help." Journal of Personality and Social Psychology, 34:599-604.
9. Cialdini, R., J. Vincent, S. Lewis, J. Catalan, D. Wheeler and B. Lee Darby (1975). "Reciprocal concessions procedure for inducing compliance : the door-in-the-face technique." Journal of Personality and Social Psychology, 31:206-215.
10. Enzle, M. and M. Harvey (1982). "Rhetorical request for help." Social Psychology Quarterly, 45:172-176.
11. Freedman, J. and S. Fraser (1966). "Compliance without pressure: the foot-in-the-door technique." Journal of Personality and Social Psychology, 4:195-202.
12. Gorassini, D. and J. Olson (1995). "Does self-perception change explain the foot-in-the door effect?" Journal of Personality and Social Psychology, 69:91-105.
13. Guéguen, N. and J. Fisher-Lokou (1999). "Sequential request strategy: effect on donor generosity." The Journal of Social Psychology, 139:669-671.
14. Harris, M. (1972). "The effects of performing one altruistic act on the likelihood of performing another." The Journal of Social Psychology, 88:65-73.
15. Howard, D. (1990). "The influence of verbal responses to common greetings on compliance behavior: the foot-in-the-mouth effect." Journal of Applied Social Psychology, 20:1,185-1,196.
16. Joule, R-V., F. Gouilloux, and F. Weber (1989). "The lure: a new compliance procedure." The Journal of Social Psychology, 129:741-749.
17. Kiesler, C. (1971). The psychology of commitment. New-York: Academic Press.
18. Konecni, V. (1972). "Some effects of guilt on compliance: a field replication." Journal of Personality and Social Psychology, 23:30-32.
19. O'Keffe, D. and M. Figge (1997). "A guilt-based explanation of the door-in-the-face influence strategy." Human Communication Research, 24:64-81.
20. Pollock, C., S. Smith., E. Knowles, and H. Bruce (1998). "Mindfulness limits compliance with the that's-not-all technique." Personality and Social Psychology Bulletin, 24:1,153-1,157.
21. Reeves, R., R. Macolini, and R. Martin (1987). "Legitimizing paltry contributions: on-the-spot vs. mail-in-requests." Journal of Applied Social Psychology, 17:731-738.
22. Reeves, R. and P. Saucer (1993). "A test of commitment in legitimizing paltry contributions." Journal of Social Behavior and Personality, 8:537-544.
23. Zuckerman, M., M. Lazzaro and D. Waldgeir (1979). "Undermining effects of the Foot-in-the-door technique with extrinsic rewards." Journal of Applied Social Psychology, 9:292-296.