Dump-and-Chase: The effectiveness of persistence as a sequential request compliance-gaining strategy

Communication Studies

Volumn 60, Issue 3, 2009, Pages 219-234

  Boster, Franklin J ^a   Shaw, Allison S ^a   Hughes, Mikayla ^b   Kotowski, Michael R ^c   Strom, Renee E ^d   Deatrick, Leslie M ^e  

^a MICHIGAN STATE UNIVERSITY   (United States)

^b UNIVERSITY OF CALIFORNIA   (United States)

^c UNIVERSITY OF TENNESSEE   (United States)

^d ST CLOUD STATE UNIVERSITY   (United States)

^e UNIVERSITY OF OKLAHOMA   (United States)

Author keywords

Compliance gaining; Persistence; Persuasion

Indexed keywords

EID: 85010039129     PISSN: 10510974     EISSN: 17451035     Source Type: Journal    
DOI: 10.1080/10510970902955976     Document Type: Article

References (40)

1. Asch, S. E., (1951). Effects of group pressure upon the modification and distortion of judgment. In H., Geutzkow (Ed.), Groups, leadership and men (pp. 174–183). Pittsburgh, PA: Carnegie.
2. Boster, F. J., Levine, T., & Kazoleas, D., (1993). The impact of argumentativeness and verbal aggressiveness on strategic diversity and persistence in compliance-gaining behavior. Communication Quarterly, 41, 405–414.
3. Cacioppo, J. T., & Petty, R. E., (1979). Effects of message repetition and position on cognitive response, recall, and persuasion. Journal of Personality and Social Psychology, 37, 97–109.
4. Cacioppo, J. T., & Petty, R. E., (1989). Effects of message repetition on argument processing, recall, and persuasion. Basic and Applied Social Psychology, 10, 3–12.
5. Calder, T., Insko, C., & Yandell, B., (1974). The relation of cognitive and memorial processes to persuasion in a simulated jury trial. Journal of Applied Social Psychology, 4, 62–93.
6. Carlsmith, J. M., & Gross, A. E., (1969). Some effects of guilt on compliance. Journal of Personality and Social Psychology, 11, 232–239.
7. Cialdini, R. B., (2001). Influence: Science and practice, (4th ed.). Boston, MA: Allyn and Bacon.
8. Cialdini, R. B., & Trost, M. R., (1998). Social influence: Social norms, conformity, and compliance. In D. T., Gilbert, S. T., Fiske, & G., Lindzey (Eds.), The handbook of social psychology, Vol. 2, (4th ed., pp. 151–192). New York, NY: Oxford University Press.
9. Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L., (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31, 206–215.
10. Claypool, H. M., Mackie, D. M., Garcia-Marques, T., McIntosh, A., & Udal, A., (2004). The effects of personal relevance and repetition on persuasive processing. Social Cognition, 22, 310–335.
11. Dillard, J. P., (1990). A goal-driven model of interpersonal influence. In J. P., Dillard (Ed.), Seeking compliance: The production of interpersonal influence messages (pp. 41–56). Scottsdale, AZ: Gorsuch Scarisbrick.
12. Dillard, J. P., Hunter, J. E., & Burgoon, M. E., (1984). Sequential request persuasive strategies: Meta-analysis of foot-in-the-door and door-in-the-face. Human Communication Research, 10, 461–488.
13. Dolinski, D., (2000). On inferring one's beliefs from one's attempt and consequences for subsequent compliance. Journal of Personality and Social Psychology, 78, 260–272.
14. 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.
15. Festinger, L., (1957). A theory of cognitive dissonance. Stanford: Stanford University Press.
16. Foa, E. G., Turner, J. L., & Foa, U. G., (1972). Response generalization in aggression. Human Relations, 25, 337–350.
17. Francik, E. P., & Clark, H. H., (1985). How to make requests that overcome obstacles to compliance. Journal of Memory and Language, 24, 560–568.
18. Freedman, J. L., & Fraser, S. C., (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195–202.
19. Freedman, J. L., Wallington, S., & Bless, E., (1967). Compliance without pressure: The effect of guilt. Journal of Personality and Social Psychology, 7, 117–124.
20. Goffman, E., (1952). One cooling the mark out: Some aspects of adaptation to failure. Psychiatry, 15, 451–463.
21. Gouldner, A. W., (1960). The norm of reciprocity: A preliminary statement. American Sociological Review, 25, 161–178.
22. Hale, J. L., & Laliker, M., (1999). Explaining the door-in-the-face: Is it really time to abandon reciprocal concessions? Communication Studies, 50, 203–210.
23. Harkins, S. G., & Petty, R. E., (1981). Effects of source magnification of cognitive effort on attitudes: An information-processing view. Journal of Personality and Social Psychology, 40, 401–413.
24. Harkins, S. G., & Petty, R. E., (1987). Information utility and the multiple source effect. Journal of Personality and Social Psychology, 52, 260–268.
25. Heavey, C. L., Layne, C., & Christensen, A., (1993). Gender and conflict structure in marital interaction: A replication and extension. Journal of Consulting and Clinical Psychology, 61, 16–27.
26. Ifert, D. E., & Roloff, M. E., (1998). Understanding obstacles preventing compliance: Conceptualization and classification. Communication Research, 25, 131–153.
27. Konecni, V. J., (1972). Some effects of guilt on compliance: A field replication. Journal of Personality and Social Psychology, 23, 30–32.
28. Kowalski, R. M., (1997). Aversive interpersonal behaviors. New York: Plenum Press.
29. Kowalski, R. M., (2001). Behaving badly: Aversive behaviors in interpersonal relationships. Washington, DC: American Psychological Association.
30. Langer, E., Blank, A., & Chanowitz, B., (1978). The mindless of ostensibly thoughtful action: The role of “placebic” information in interpersonal interaction. Journal of Personality and Social Psychology, 36, 635–642.
31. Marwell, G., & Schmitt, D. R., (1967). Dimensions of compliance-gaining behavior: An empirical analysis. Sociometry, 30, 350–364.
32. Milgram, S., (1974). Obedience to authority. New York, NY: Harper and Row.
33. Roloff, M. E., & Jordan, J. M., (1991). The influence of effort, experience and persistence in the elements of bargaining pleas. Communication Research, 18, 306–332.
34. Tversky, A., & Kahneman, D., (1974). Judgment under uncertainty: Heuristics and biases. Science, 185, 1124–1131.
35. Weiss, R. F., (1969). Repetition of persuasion. Psychological Reports, 25, 669–670.
36. White, D., (1975). Contextual determinants of opinion judgments: Field experiments probe of judgmental relativity boundary conditions. Journal of Personality and Social Psychology, 32, 1047–1054.
37. Williamson, G. M., & Clarke, M. S., (1989). Providing help and desired relationship type as determinants of changes in moods and self-evaluations. Journal of Personality and Social Psychology, 56, 722–734.
38. Wilson, W., & Miller, H., (1968). Repetition, order of presentation, and timing of arguments and measures as determinants of opinion change. Journal of Personality and Social Psychology, 9, 184–188.
39. Youngs, G. A., (1986). Patterns of threat and punishment reciprocity in a conflict setting. Journal of Personality and Social Psychology, 51, 541–546.
40. Zajonc, R. B., (1968). Attitudinal effects of mere exposure. Journal of Personality and Social Psychology, 9, 1–27.