K. R. Aune and M. D. Basil, A relational approach to the foot-in-themouth effect, Basic and Applied Social Psychology, vol.24, pp.546-556, 1994.

H. Bierhoff, Prosocial behaviour, 2002.

J. W. Brehm, A theory of psychological reactance, 1966.

S. S. Brehm and J. W. Brehm, Psychological reactance, 1981.

P. Brown and S. C. Levinson, Politeness: Some universals in language usage, 1987.

J. M. Burger, Increasing compliance by improving the deal: The that's-not-all technique, Journal of Personality and Social Psychology, vol.51, pp.277-283, 1986.

J. M. Burger, N. Messian, S. Patel, A. Del-prado, and C. Anderson, What a coincidence! The effects of incidental similarity on compliance, Personality and Social Psychology Bulletin, vol.30, pp.35-43, 2004.

R. B. Cialdini, J. T. Cacioppo, R. Basset, and J. A. Miller, Low-ball procedure for producing compliance: Commitment then cost, Journal of Personality and Social Psychology, vol.36, pp.463-476, 1978.

R. B. Cialdini and D. A. Schroeder, Increasing compliance by legitimizing paltry contributions: When Even a Penny Helps, Journal of Personality and Social Psychology, vol.34, pp.599-604, 1976.

R. B. Cialdini, J. E. Vincent, S. K. Lewis, J. Catalan, D. Wheeler et al., Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique, Journal of Personality and Social Psychology, vol.31, pp.206-215, 1975.

D. Dolinski, M. Nawrat, and I. Rudak, Dialogue involvement as a social influence technique, Personality and Social Psychology Bulletin, vol.27, pp.1395-1406, 2001.

J. Dunyon, V. Gossling, S. Willden, and J. S. Seiter, Compliments and purchasing behavior in telephone sales interactions, Psychological Reports, vol.106, pp.27-30, 2010.

M. E. Enzle and M. D. Harvey, Rhetorical request for help, Social Psychology Quarterly, vol.45, pp.172-176, 1982.

V. Fointiat, Door-in-the-Face"requests, The Journal of Social Psychology, vol.140, pp.264-266, 2000.

J. L. Freedman and S. C. Fraser, Compliance without pressure: The foot-in-the-door technique, Journal of Personality and Social Psychology, vol.4, pp.195-202, 1966.

A. W. Gouldner, The norm of reciprocity: A preliminary statement, American Sociological Review, vol.25, pp.161-178, 1960.

N. Guéguen, Toucher et soumission à une requête : Réplications expérimen-tales en situation naturelle et évaluation de l'impact du statut. Revue Internationale de, vol.14, pp.113-158, 2001.

N. Guéguen and C. Jacob, Nineending price and consumer behavior: An evaluation with a new price presentation, Psychological Reports, vol.96, pp.1121-1122, 2005.

N. Guéguen, J. Legouvello, A. Pascual, T. Morineau, and C. Jacob, Request solicitation and semantic evocation of freedom: An evaluation in a computermediated communication context. Perceptual and Motor Skills, vol.95, pp.208-212, 2002.

N. Guéguen and A. Pascual, Evocation of freedom and compliance: The "But you are free of, technique. Current Research in Social Psychology, vol.5, pp.264-270, 2000.

J. Hornik, Cognitive thoughts mediating compliance in multiple request situations, Journal of Economic Psychology, vol.9, pp.69-79, 1988.

T. Horvitz and A. R. Pratkanis, A laboratory demonstration of the fraudulent telemarketers' 1-in-5 prize tactic, Journal of Applied Social Psychology, vol.31, pp.310-317, 2002.

D. J. Howard, The influence of verbal responses to common greetings on compliance behavior: The foot-in-themouth effect, Journal of Applied Social Psychology, vol.20, pp.1185-1196, 1990.

R. Joule and J. Beauvois, La soumission librement consentie, 1998.

R. Joule, F. Girandola, and F. Bernard, How can people be induced to willingly change their behavior? The path from persuasive communication to binding communication. Social and Personality Psychology Compass, vol.1, pp.493-505, 2007.
DOI : 10.1111/j.1751-9004.2007.00018.x

URL : https://hal.archives-ouvertes.fr/hal-00585299

R. Joule, F. Gouilloux, and F. Weber, The lure: A new compliance procedure, The Journal of Social Psychology, vol.129, pp.741-749, 1989.
DOI : 10.1080/00224545.1989.9712082

C. A. Kiesler, The psychology of commitment. Experiments liking behavior to belief, 1971.

C. A. Kiesler and J. Sakumura, A test of a model for commitment, Journal of Personality and Social Psychology, vol.3, pp.349-353, 1966.

C. Kleinke, Compliance to requests made by gazing and touching experimenters in field settings, Journal of Experimental Social Psychology, vol.13, pp.218-223, 1977.
DOI : 10.1016/0022-1031(77)90044-0

C. Kleinke, Interaction between gaze and legitimacy of request on compliance in a field setting, Journal of Nonverbal Behavior, vol.5, pp.3-12, 1980.

G. Mermet, Francoscopie, 2010.

A. Pascual and N. Guéguen, Reciprocity rules and compliance to a request: An experimental evaluation in a natural setting, An Interdisciplinary Journal, vol.40, pp.16-19, 2003.

A. R. Pratkanis, The science of social influence, 2007.

R. A. Reeves, R. M. Macolini, and R. C. Martin, Legitimizing paltry contributions: On-the-spot vs. mail-in-requests, Journal of Applied Social Psychology, vol.17, pp.731-738, 1987.
DOI : 10.1111/j.1559-1816.1987.tb00336.x

R. A. Reeves and P. R. Saucer, A test of commitment in legitimizing paltry contributions, Journal of Social Behavior and Personality, vol.8, pp.537-544, 1993.

D. T. Regan, Effects of a favor and liking on compliance, Journal of Experimental Social Psychology, vol.7, pp.627-639, 1971.

P. Reingen, On inducing compliance with requests, Journal of Marketing Research, vol.5, pp.96-102, 1978.
DOI : 10.1086/208720

M. D. Santos, C. Leve, and A. R. Pratkanis, Hey buddy, can you spare seventeen cents? Mindful persuasion and the pique technique, Journal of Applied Social Psychology, vol.24, pp.755-764, 1994.
DOI : 10.1111/j.1559-1816.1994.tb00610.x

H. Solomon, L. Zener-solomon, M. Arnone, B. Maur, R. Reda et al., Anonymity and helping, The Journal of Social Psychology, vol.113, pp.37-43, 1981.
DOI : 10.1080/00224545.1981.9924347

R. B. Van-baaren, R. W. Holland, K. Kawakami, and A. Van-knippenberg, Mimicry and prosocial behaviour, Psychological Science, vol.14, pp.71-74, 2004.

R. A. Wicklund, Freedom and reactance, 1974.