When a service request precedes the target request: another compliance without pressure technique?

Sébastien Meineri 1 Mickaël Dupré 1 Boris Vallée 1 Nicolas Guégen 1
1 CRPCC EA 1285 - Centre de Recherches en Psychologie Cognition et Communication
Abstract : Empirical observation led us to identify a particular and widespread form of solicitation involving requesting a service before making the target request. Relating this form of solicitation to compliance paradigms based on consistency, we hypothesized that the technique would increase the compliance rates of individuals. 167 passersby were approached in the street for a money donation according to two conditions: the appeal for money was preceded by a service request or not. We found that those passersby receiving the service request and the monetary appeal were significantly more compliant than those receiving the monetary appeal only. The discussion focuses on the psychological mechanisms at work in the acceptance of the requests, and avenues for future research are suggested
Keywords : Compliance without pressure Service Consistency Commitment
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Submitted on : Tuesday, January 8, 2019 - 3:55:15 PM
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Sébastien Meineri, Mickaël Dupré, Boris Vallée, Nicolas Guégen. When a service request precedes the target request: another compliance without pressure technique?. Social Influence, Taylor & Francis (Routledge), 2015, 10 (4), pp.278-285. ⟨10.1080/15534510.2015.1102762⟩. ⟨hal-01960595⟩

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