Repeating “Yes” in a First Request and Compliance with a Later Request: the Four Walls Technique
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چکیده
منابع مشابه
Repeating “yes” in a First Request and Compliance with a Later Request: the Four Walls Technique
The commitment/consistency principle for compliance implies that people act in ways consistent with their previous behavior. Cialdini and Sagarin (2005) have stated that, according to this principle, asking individuals questions to which they would be expected to say “yes” could be associated with achieving greater compliance with a subsequent request. However, this procedure, referred to as th...
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ژورنال
عنوان ژورنال: Social Behavior and Personality: an international journal
سال: 2013
ISSN: 0301-2212
DOI: 10.2224/sbp.2013.41.2.199