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Original Articles

The Lure: A New Compliance Procedure

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Pages 741-749 | Received 13 Jan 1989, Published online: 01 Jul 2010

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Read on this site (7)

Virginie Charles-Sire, Nicolas Guéguen, Alexandre Pascual & Sébastien Meineri. (2012) Words as Environmental Cues: The Effect of the Word “Loving” on Compliance to a Blood Donation Request. The Journal of Psychology 146:5, pages 455-470.
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Jill M. Sundie, Robert B. Cialdini, Vladas Griskevicius & Douglas T. Kenrick. (2012) The world's (truly) oldest profession: Social influence in evolutionary perspective. Social Influence 7:3, pages 134-153.
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Rosanna E. Guadagno & Robert B. Cialdini. (2010) Preference for consistency and social influence: A review of current research findings. Social Influence 5:3, pages 152-163.
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Daniele Scarpi. (2008) The impact of decoys and background information on consumers' preferences and decision making. The International Review of Retail, Distribution and Consumer Research 18:1, pages 1-15.
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V. Fointiat. (2000) “Foot-in-the-Mouth” Versus “Door-in-the-Face” Requests. The Journal of Social Psychology 140:2, pages 264-266.
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Robert Alan Bell, Matthew Cholerton, KevinE. Fraczek, GuyS. Rohlfs & BrianA. Smith. (1994) Encouraging donations to charity: A field study of competing and complementary factors in tactic sequencing. Western Journal of Communication 58:2, pages 98-115.
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Articles from other publishers (32)

Yota Hatano, Jun Baba, Junya Nakanishi, Yuichiro Yoshikawa & Hiroshi Ishiguro. (2024) Field Experiments on the Effects of Multiple-Robot Expressions for Robot Influence in Recommendation Situations. IEEE Robotics and Automation Letters 9:4, pages 3609-3616.
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Thomas Maxwell. (2022) Les défis épistémologique, théorique et méthodologique d’une stratégie de communication engageante. Communication:vol. 39/1.
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Jean Babei & Gilles Paché. (2021) Engagement de la direction générale et climat de travail. Revue Française de Gestion Industrielle 35:1, pages 7-23.
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. (2019) Bibliographie. Le Journal des psychologues n° 372:10, pages 42-43.
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Mickaël Dupré. (2018) Quand les influenceurs s’influencent eux-mêmes. Annales des Mines - Gérer et comprendre N° 134:4, pages 48-57.
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. 2016. Attitudes et comportements : comprendre et changer. Attitudes et comportements : comprendre et changer 117 156 .
A. Pascual, C.J. Carpenter, N. Guéguen & F. Girandola. (2016) A meta-analysis of the effectiveness of the low-ball compliance-gaining procedure. European Review of Applied Psychology 66:5, pages 261-267.
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Franklin J. Boster. 2015. The International Encyclopedia of Interpersonal Communication. The International Encyclopedia of Interpersonal Communication 1 9 .
M. Marchand, R.-V. Joule & N. Guéguen. (2015) The lure technique: Generalization and moderating effects. European Review of Applied Psychology 65:2, pages 105-113.
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Marie Marchand, Robert-Vincent Joule & Nicolas Guéguen. (2015) The Lure Technique: Replication and Refinement in a Field Setting. Psychological Reports 116:1, pages 275-279.
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Anne-Lise Sibony. 2015. European Perspectives on Behavioural Law and Economics. European Perspectives on Behavioural Law and Economics 71 106 .
Nicolas Guéguen. (2013) “Even a donation one time in your live will help…”: The effect of the legitimizing paltry contribution technique on blood donation. Transfusion and Apheresis Science 49:3, pages 489-493.
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Jakob D. Jensen, Andy J. King & Nick Carcioppolo. (2013) Driving toward a goal and the goal‐gradient hypothesis: the impact of goal proximity on compliance rate, donation size, and fatigue. Journal of Applied Social Psychology 43:9, pages 1881-1895.
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Eric Julienne. (2013) The bond between consumers and their behaviors. Recherche et Applications en Marketing (English Edition) 28:1, pages 25-41.
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Eric Julienne. (2013) Le lien entre le consommateur et ses actes. Recherche et Applications en Marketing (French Edition) 28:1, pages 27-45.
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Nicolas Guéguen, Robert‐Vincent Joule, Séverine Halimi‐Falkowicz, Alexandre Pascual, Jacques Fischer‐Lokou & Maya Dufourcq‐Brana. (2013) I 'm free but I 'll comply with your request: generalization and multidimensional effects of the “evoking freedom” technique . Journal of Applied Social Psychology 43:1, pages 116-137.
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Nicolas Guéguen, Céline Jacob & Virginie Charles‐Sire. (2011) The effect of the word “Loving” on compliance to a fundraising request: evidence from a French field study. International Journal of Nonprofit and Voluntary Sector Marketing 16:4, pages 371-380.
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Vittorio Pelligra. 2011. Social Capital, Corporate Social Responsibility, Economic Behaviour and Performance. Social Capital, Corporate Social Responsibility, Economic Behaviour and Performance 80 100 .
Nicolas Guéguen & Robert-Vincent Joule. 2010. La psychologie sociale : applicabilité et applications. La psychologie sociale : applicabilité et applications 87 112 .
Heribert Gierl. (2008) Hängt die wirkung eines phantoms von seinem Typ ab?. der markt 47:2, pages 63-84.
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Nicolas Gueguen & Céline JACOB. (2008) La technique du leurre en situation d'achat. La Revue des Sciences de Gestion 234:6, pages 115.
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Robert‐Vincent Joule, Fabien Girandola & Françoise Bernard. (2007) How Can People Be Induced to Willingly Change Their Behavior? The Path from Persuasive Communication to Binding Communication. Social and Personality Psychology Compass 1:1, pages 493-505.
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Heribert Gierl & Christina Eleftheriadou. (2016) Asymmetrisch überlegene Stockouts als Phantomprodukte. Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung 57:6, pages 475-502.
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Alexandre Pascual & Nicolas Guéguen. (2016) Foot-in-the-Door and Door-in-the-Face: A Comparative Meta-Analytic Study. Psychological Reports 96:1, pages 122-128.
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Agnès Helme-Guizon & Stéphane Amato. (2004) Favoriser l’achat et la fidélité des internautes : Les apports de la théorie psychosociale de l’engagement. Décisions Marketing N° 34:2, pages 53-66.
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Heribert Gierl & Christina Eleftheriadou. 2004. Fundierung des Marketing. Fundierung des Marketing 113 133 .
Nicolas Guéguen. (2003) Fund-Raising on the Web: The Effect of an Electronic Door-in-the-Face Technique on Compliance to a Request. CyberPsychology & Behavior 6:2, pages 189-193.
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Nicolas Guéguen, Céline Jacob, Alexandre Pascual & Thierry Morineau. (2016) Request Solicitation and Semantic Evocation of Freedom: An Evaluation in a Computer-Mediated Communication Context. Perceptual and Motor Skills 95:1, pages 208-212.
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NICOLAS GUEGUEN. (2002) REQUEST SOLICITATION AND SEMANTIC EVOCATION OF FREEDOM: AN EVALUATION IN A COMPUTER-MEDIATED COMMUNICATION CONTEXT. Perceptual and Motor Skills 95:5, pages 208.
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Nicolas Guéguen & Céline Jacob. (2001) Fund-Raising on the Web: The Effect of an Electronic Foot-in-the-Door on Donation. CyberPsychology & Behavior 4:6, pages 705-709.
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DANIEL J. O'KEEFE & MARIANNE FIGGÉ. (1997) A Guilt-Based Explanation of the Door-in-the-Face Influence Strategy. Human Communication Research 24:1, pages 64-81.
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Robert Vincent Joule, Valerie Fointiat, Claude Pasquier & Gabriel Mugny. (2006) Behavioural conversion in a compliance paradigm: A replication and a refinement. European Journal of Social Psychology 21:4, pages 365-369.
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