-
1
-
-
84965435822
-
Encouraging charitable contributions: An examination of three models of door-in-the-face compliance
-
Abrahams, M. F., and Bell, R. A., 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.F.1
Bell, R.A.2
-
3
-
-
84973065272
-
The impact of construct system development on communication and impression formation in persuasive contexts
-
Applegate, J., 1982. The impact of construct system development on communication and impression formation in persuasive contexts. Communication Monographs, 49: 277–289.
-
(1982)
Communication Monographs
, vol.49
, pp. 277-289
-
-
Applegate, J.1
-
5
-
-
0041127961
-
An examination of the state of compliance-gaining message behavior research
-
Dillard J.P., (ed), Scottsdale, AZ: Gorsuch-Scarisbrick,. Edited by
-
Boster, F. J., 1990. “ An examination of the state of compliance-gaining message behavior research. ”. In Seeking compliance: The production of interpersonal influence messages, Edited by: Dillard, J. P., 7–17. Scottsdale, AZ: Gorsuch-Scarisbrick.
-
(1990)
Seeking compliance: The production of interpersonal influence messages
, pp. 7-17
-
-
Boster, F.J.1
-
6
-
-
84987472011
-
Compliance gaining message selection behavior
-
Boster, F. J., and Stiff, J. B., 1984. Compliance gaining message selection behavior. Human Communication Research, 10: 539–556.
-
(1984)
Human Communication Research
, vol.10
, pp. 539-556
-
-
Boster, F.J.1
Stiff, J.B.2
-
7
-
-
0000234354
-
Relational communication, satisfaction, compliance-gaining strategies, and compliance in communication between physicians and patients
-
Burgoon, J. K., Pfau, M., Parrott, R., Birk, T., Coker, R., and Burgoon, M., 1987. Relational communication, satisfaction, compliance-gaining strategies, and compliance in communication between physicians and patients. Communication Monographs, 54: 307–324.
-
(1987)
Communication Monographs
, vol.54
, pp. 307-324
-
-
Burgoon, J.K.1
Pfau, M.2
Parrott, R.3
Birk, T.4
Coker, R.5
Burgoon, M.6
-
8
-
-
0016570725
-
Effects of initial request size and timing of a second request on compliance: The foot-in-the-door and door-in-the-face
-
Cann, A., Sherman, S. J., and Elkes, R., 1975. Effects of initial request size and timing of a second request on compliance: The foot-in-the-door and door-in-the-face. Journal of Personality and Social Psychology, 32: 774–782.
-
(1975)
Journal of Personality and Social Psychology
, vol.32
, pp. 774-782
-
-
Cann, A.1
Sherman, S.J.2
Elkes, R.3
-
9
-
-
84928832907
-
Inducing health care voluntarism through sequential requests: Perceptions of effort and novelty
-
Cantrill, J. G., 1991. Inducing health care voluntarism through sequential requests: Perceptions of effort and novelty. Health Communication, 3: 59–71.
-
(1991)
Health Communication
, vol.3
, pp. 59-71
-
-
Cantrill, J.G.1
-
10
-
-
84986409484
-
The perceptual contrast explanation of sequential request strategy effectiveness
-
Cantrill, J. G., and Seibold, D. R., 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.G.1
Seibold, D.R.2
-
11
-
-
0004117419
-
-
New York: William Morrow
-
Cialdini, R. B., 1984. Influence., New York: William Morrow.
-
(1984)
Influence.
-
-
Cialdini, R.B.1
-
12
-
-
0016965610
-
Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood
-
Cialdini, R. B., and 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.B.1
Ascani, K.2
-
13
-
-
0001013541
-
Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique
-
Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., and 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.
-
(1975)
Journal of Personality and Social Psychology
, vol.31
, pp. 206-215
-
-
Cialdini, R.B.1
Vincent, J.E.2
Lewis, S.K.3
Catalan, J.4
Wheeler, D.5
Darby, B.L.6
-
14
-
-
84950007305
-
The impact of self interest and desire for liking on the selection of communicative strategies
-
Clark, R. A., 1979. The impact of self interest and desire for liking on the selection of communicative strategies. Communication Monographs, 46: 257–273.
-
(1979)
Communication Monographs
, vol.46
, pp. 257-273
-
-
Clark, R.A.1
-
15
-
-
0042297438
-
The impact of relational consequences and intimacy on the selection of interpersonal persuasion tactics: A reanalysis
-
Cody, M. J., McLaughlin, M. L., and Schneider, M. J., 1981. The impact of relational consequences and intimacy on the selection of interpersonal persuasion tactics: A reanalysis. Communication Quarterly, 29: 91–106.
-
(1981)
Communication Quarterly
, vol.29
, pp. 91-106
-
-
Cody, M.J.1
McLaughlin, M.L.2
Schneider, M.J.3
-
16
-
-
0041006432
-
A new scale of social desirability independent of psycho-pathology
-
Crowne, D. P., and Marlowe, D., 1960. A new scale of social desirability independent of psycho-pathology. Journal of Consulting Psychology, 24: 349–354.
-
(1960)
Journal of Consulting Psychology
, vol.24
, pp. 349-354
-
-
Crowne, D.P.1
Marlowe, D.2
-
17
-
-
84938050299
-
The development of persuasive communication strategies in kindergartners through twelfth-graders
-
Delia, J., Kline, S., and Burleson, B., 1979. The development of persuasive communication strategies in kindergartners through twelfth-graders. Communication Monographs, 46: 241–256.
-
(1979)
Communication Monographs
, vol.46
, pp. 241-256
-
-
Delia, J.1
Kline, S.2
Burleson, B.3
-
19
-
-
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 Psychology Bulletin, 17: 283–288.
-
(1991)
Personality and Social Psychology Bulletin
, vol.17
, pp. 283-288
-
-
Dillard, J.P.1
-
20
-
-
1842606737
-
Situational influences on the selection of compliance-gaining messages: Two tests of the predictive utility of the Cody-McLaughlin typology
-
Dillard, J. P., and Burgoon, M., 1985. Situational influences on the selection of compliance-gaining messages: Two tests of the predictive utility of the Cody-McLaughlin typology. Communication Monographs, 52: 289–304.
-
(1985)
Communication Monographs
, vol.52
, pp. 289-304
-
-
Dillard, J.P.1
Burgoon, M.2
-
21
-
-
0002223205
-
Prosocialness and sequential request compliance techniques: Limits to the foot-in-the-door and the door-in-the-face?
-
Dillard, J. P., and Hale, J. L., 1992. Prosocialness and sequential request compliance techniques: Limits to the foot-in-the-door and the door-in-the-face?. Communication Studies, 43: 220–232.
-
(1992)
Communication Studies
, vol.43
, pp. 220-232
-
-
Dillard, J.P.1
Hale, J.L.2
-
22
-
-
84987553961
-
Sequential-request persuasive strategies: Meta-analysis of foot-in-the-door and door-in-the-face
-
Dillard, J. P., Hunter, J. E., and Burgoon, M., 1984. Sequential-request persuasive strategies: Meta-analysis of foot-in-the-door and door-in-the-face. Human Communication Research, 10: 461–488.
-
(1984)
Human Communication Research
, vol.10
, pp. 461-488
-
-
Dillard, J.P.1
Hunter, J.E.2
Burgoon, M.3
-
23
-
-
84984420157
-
The door in the face technique: Effects of the size of the initial request
-
Even-Chen, M., Yinon, Y., and Bizman, A., 1978. The door in the face technique: Effects of the size of the initial request. European Journal of Social Psychology, 8: 135–140.
-
(1978)
European Journal of Social Psychology
, vol.8
, pp. 135-140
-
-
Even-Chen, M.1
Yinon, Y.2
Bizman, A.3
-
24
-
-
0000064204
-
Effectiveness of multiple request strategies: A synthesis of research results
-
Fern, E. F., Monroe, K. B., and Avila, R. A., 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.F.1
Monroe, K.B.2
Avila, R.A.3
-
25
-
-
84928219829
-
Door-in-the-face procedure: Reciprocal concession, perceptual contrast, or worthy person
-
Goldman, M., McVeigh, J. F., and Richterkessing, J. L., 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.F.2
Richterkessing, J.L.3
-
26
-
-
0000039816
-
The norm of reciprocity: A preliminary statement
-
Gouldner, A. W., 1960. The norm of reciprocity: A preliminary statement. American Sociological Review, 25: 161–178.
-
(1960)
American Sociological Review
, vol.25
, pp. 161-178
-
-
Gouldner, A.W.1
-
28
-
-
0002947501
-
Social comparison of abilities: A self-presentational approach to decision-making in groups
-
Suls J.M., Miller R., (eds), Washington D. C.: Hemisphere Publishers Inc., and,. Edited by
-
Jellison, J. M., and Arkin, R. M., 1977. “ Social comparison of abilities: A self-presentational approach to decision-making in groups. ”. In Social comparison processes: Theoretical and empirical perspectives, Edited by: Suls, J. M., and Miller, R., 235–259. Washington D. C.: Hemisphere Publishers Inc.
-
(1977)
Social comparison processes: Theoretical and empirical perspectives
, pp. 235-259
-
-
Jellison, J.M.1
Arkin, R.M.2
-
29
-
-
33947142117
-
A self-presentation interpretation of the seeking of social approval
-
Jellison, J. M., and Gentry, K. W., 1978. A self-presentation interpretation of the seeking of social approval. Personality and Social Psychology Bulletin, 4: 227–230.
-
(1978)
Personality and Social Psychology Bulletin
, vol.4
, pp. 227-230
-
-
Jellison, J.M.1
Gentry, K.W.2
-
30
-
-
84986409541
-
Acquiring assistance from others: The effect of indirect requests and relational intimacy on verbal compliance
-
Jordan, J. M., and Roloff, M. E., 1990. Acquiring assistance from others: The effect of indirect requests and relational intimacy on verbal compliance. Human Communication Research, 16: 519–555.
-
(1990)
Human Communication Research
, vol.16
, pp. 519-555
-
-
Jordan, J.M.1
Roloff, M.E.2
-
31
-
-
84990617098
-
Classifying compliance gaining messages: Taxonomic disorder and strategic confusion
-
Kellermann, K., and Cole, T., 1994. Classifying compliance gaining messages: Taxonomic disorder and strategic confusion. Communication Theory, 4: 3–60.
-
(1994)
Communication Theory
, vol.4
, pp. 3-60
-
-
Kellermann, K.1
Cole, T.2
-
32
-
-
84970363717
-
Patient compliance and satisfaction with physician influence attempts: A reinforcement expectancy approach to compliance-gaining over time
-
Klingle, R. S., and Burgoon, M., 1995. Patient compliance and satisfaction with physician influence attempts: A reinforcement expectancy approach to compliance-gaining over time. Communication Research, 22: 148–187.
-
(1995)
Communication Research
, vol.22
, pp. 148-187
-
-
Klingle, R.S.1
Burgoon, M.2
-
33
-
-
84973040642
-
A revised measure of approval motivation and its relationship to social desirability
-
Martin, H. J., 1984. A revised measure of approval motivation and its relationship to social desirability. Journal of Personality Assessment, 48: 508–519.
-
(1984)
Journal of Personality Assessment
, vol.48
, pp. 508-519
-
-
Martin, H.J.1
-
34
-
-
84955224697
-
Dimensions of compliance-gaining behavior: An empirical analysis
-
Marwell, G., and Schmitt, D. R., 1967. Dimensions of compliance-gaining behavior: An empirical analysis. Sociometry, 30: 350–364.
-
(1967)
Sociometry
, vol.30
, pp. 350-364
-
-
Marwell, G.1
Schmitt, D.R.2
-
35
-
-
0002395399
-
Personality and susceptibility to social influence
-
Borgatta E.F., Lambert W.W., (eds), New York: Academic Press,. Edited by
-
McGuire, W. J., 1968. “ Personality and susceptibility to social influence. ”. In Handbook of personality theory and research, Edited by: Borgatta, E. F., and Lambert, W. W., 1130–1187. New York: Academic Press.
-
(1968)
Handbook of personality theory and research
, pp. 1130-1187
-
-
McGuire, W.J.1
-
36
-
-
84972947929
-
Compliance-gaining message strategies: A typology of some findings concerning effects of situational differences
-
Miller, G. R., Boster, F. J., Roloff, M. E., and Seibold, D. R., 1977. Compliance-gaining message strategies: A typology of some findings concerning effects of situational differences. Communication Monographs, 44: 37–51.
-
(1977)
Communication Monographs
, vol.44
, pp. 37-51
-
-
Miller, G.R.1
Boster, F.J.2
Roloff, M.E.3
Seibold, D.R.4
-
37
-
-
0040000076
-
On implementing the door-in-the-face compliance technique in a business context
-
Mowen, J. C., and Cialdini, R. B., 1980. On implementing the door-in-the-face compliance technique in a business context. Journal of Marketing Research, 17: 253–258.
-
(1980)
Journal of Marketing Research
, vol.17
, pp. 253-258
-
-
Mowen, J.C.1
Cialdini, R.B.2
-
38
-
-
85032070020
-
The revised exchange-orientation scale
-
Murstein, B. I., Wadlin, R., and Bond, C. F., 1987. The revised exchange-orientation scale. Small Group Behavior, 18: 212–223.
-
(1987)
Small Group Behavior
, vol.18
, pp. 212-223
-
-
Murstein, B.I.1
Wadlin, R.2
Bond, C.F.3
-
39
-
-
0002005712
-
The logic of regulative communication: Understanding the rationality of message designs
-
Dillard J.P., (ed), Scottsdale, AZ: Gorsuch-Scarisbrick,. Edited by
-
O'Keefe, B. J., 1990. “ The logic of regulative communication: Understanding the rationality of message designs. ”. In Seeking compliance: The production of interpersonal influence messages, Edited by: Dillard, J. P., 87–106. Scottsdale, AZ: Gorsuch-Scarisbrick.
-
(1990)
Seeking compliance: The production of interpersonal influence messages
, pp. 87-106
-
-
O'Keefe, B.J.1
-
40
-
-
84938048737
-
Construct comprehensiveness and cognitive complexity as predictors of the number and strategic adaptation of arguments and appeals in a persuasive message
-
O'Keefe, B. J., and Delia, J. G., 1979. Construct comprehensiveness and cognitive complexity as predictors of the number and strategic adaptation of arguments and appeals in a persuasive message. Communication Monographs, 46: 231–240.
-
(1979)
Communication Monographs
, vol.46
, pp. 231-240
-
-
O'Keefe, B.J.1
Delia, J.G.2
-
42
-
-
0000839313
-
The role of source legitimacy in sequential request strategies of compliance
-
Patch, M. E., 1986. The role of source legitimacy in sequential request strategies of compliance. Personality and Social Psychology Bulletin, 12: 199–205.
-
(1986)
Personality and Social Psychology Bulletin
, vol.12
, pp. 199-205
-
-
Patch, M.E.1
-
43
-
-
0002038631
-
Self-presentation and the door-in-the-face technique for inducing compliance
-
Pendleton, M. G., and Batson, C. 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.G.1
Batson, C.D.2
-
44
-
-
0000875999
-
The door-in-the-face technique: Reciprocal concessions vs. self-presentational explanations
-
Reeves, R. A., Baker, G. A., Boyd, J. G., and Cialdini, R. B., 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.A.1
Baker, G.A.2
Boyd, J.G.3
Cialdini, R.B.4
-
45
-
-
1842554489
-
The situational use of pro- and anti-social compliance-gaining strategies by high and low machiavellians
-
Ruben B.D., (ed), New Brunswick, NJ: Transaction Books, and,. Edited by
-
Roloff, M. E., and Bamicott, E. F., Jr. 1978. “ The situational use of pro- and anti-social compliance-gaining strategies by high and low machiavellians. ”. In Communication yearbook, Edited by: Ruben, B. D., vol. 2, 193–205. New Brunswick, NJ: Transaction Books.
-
(1978)
Communication yearbook
, vol.2
, pp. 193-205
-
-
Roloff, M.E.1
Bamicott, E.F.2
-
46
-
-
84986384793
-
Overcoming obstacles to interpersonal compliance: A principle of message construction
-
Roloff, M. E., and Janiszewski, C. A., 1989. Overcoming obstacles to interpersonal compliance: A principle of message construction. Human Communication Research, 16: 33–61.
-
(1989)
Human Communication Research
, vol.16
, pp. 33-61
-
-
Roloff, M.E.1
Janiszewski, C.A.2
-
47
-
-
84986406949
-
The application of the door-in-the-face technique when established customs exist
-
Schwarzwald, J., Raz, M., and Zvibel, M., 1979. The application of the door-in-the-face technique when established 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
-
48
-
-
0038302701
-
The effects of delay upon compliance with socially undesirable requests in the door-in-the-face paradigm
-
Shanab, M. E., and Isonio, S. A., 1980. The effects of delay upon compliance with socially undesirable requests in the door-in-the-face paradigm. Bulletin of the Psychonomic Society, 15: 76–78.
-
(1980)
Bulletin of the Psychonomic Society
, vol.15
, pp. 76-78
-
-
Shanab, M.E.1
Isonio, S.A.2
-
49
-
-
77957077319
-
The psychology of self-affirmation: Sustaining the integrity of the self
-
Berkowitz L., (ed), San Diego, CA: Academic Press,. Edited by
-
Steele, C. M., 1988. “ The psychology of self-affirmation: Sustaining the integrity of the self. ”. In Advances in experimental social psychology, Edited by: Berkowitz, L., Vol. 21, 261–302. San Diego, CA: Academic Press.
-
(1988)
Advances in experimental social psychology
, vol.21
, pp. 261-302
-
-
Steele, C.M.1
-
50
-
-
0000492375
-
Individual differences as a crucible in theory construction
-
Underwood, B. J., 1975. Individual differences as a crucible in theory construction. American Psychologist, 30(2): 128–134.
-
(1975)
American Psychologist
, vol.30
, Issue.2
, pp. 128-134
-
-
Underwood, B.J.1
-
51
-
-
84980185176
-
Promoting charitable behaviour with compliance techniques
-
Wang, T., Brownstein, R., and Katzev, R., 1989. Promoting charitable behaviour with compliance techniques. Applied psychology: An international review, 38: 165–183.
-
(1989)
Applied psychology: An international review
, vol.38
, pp. 165-183
-
-
Wang, T.1
Brownstein, R.2
Katzev, R.3
-
54
-
-
0000574887
-
A multidimensional scaling validation of an inductively-derived set of compliance-gaining strategies
-
Wiseman, R. L., and Schenck-Hamlin, W., 1981. A multidimensional scaling validation of an inductively-derived set of compliance-gaining strategies. Communication Monographs, 48: 251–270.
-
(1981)
Communication Monographs
, vol.48
, pp. 251-270
-
-
Wiseman, R.L.1
Schenck-Hamlin, W.2
-
55
-
-
0040355046
-
Compliance-gaining in marital interaction: Power bases, processes, and outcomes
-
Witteman, H., and Fitzpatrick, M. A., 1986. Compliance-gaining in marital interaction: Power bases, processes, and outcomes. Communication Monographs, 53: 130–143.
-
(1986)
Communication Monographs
, vol.53
, pp. 130-143
-
-
Witteman, H.1
Fitzpatrick, M.A.2
|