The Pique Technique: A Goal-Oriented Effect?

Abstract : The effect of justifying a request for money combined with the pique technique was examined in three studies. Passersby in the street were asked for money, either for some small change (control condition) or for exactly 42 cents (pique technique condition). Results reported that use of the pique technique increased compliance (Study 1), particularly when a legitimate reason for asking was given (Study 2). Study 3 found that, when the requester stated that they were close to obtaining the sum necessary to buy a product, compliance was increased with the pique technique. The pique technique likely increased participants’ feeling that the person asking was close to reaching the sum necessary to buy something, thus increasing the pressure to comply with the request.
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Journal articles
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https://hal.univ-rennes2.fr/hal-01764934
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Submitted on : Thursday, April 12, 2018 - 2:35:14 PM
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Nicolas Guéguen, Lubomir Lamy. The Pique Technique: A Goal-Oriented Effect?. Communication Reports, Taylor & Francis (Routledge), 2015, 29 (2), pp.115 - 125. ⟨10.1080/08934215.2015.1050120⟩. ⟨hal-01764934⟩

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