54
Views
39
CrossRef citations to date
0
Altmetric
Original Articles

The Lure: A New Compliance Procedure

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

References

  • Beaman , A. L. , Cole , C. M. , Preston , M. , Klentz , B. and Steblay , N. M. 1983 . Fifteen years of foot-in-the-door research: A meta-analysis . Personality and Social Psychology Bulletin , 9 : 181 – 196 .
  • Beaman , A. L. , Steblay , N. M. , Preston , M. and Klentz , B. 1988 . Compliance as a function of elapsed time between first and second requests . Journal of Social Psychology , 128 : 233 – 243 .
  • Bem , D. J. 1972 . “ Self-perception theory ” . In Advances in experimental social psychology , Edited by: Berkowitz , L. Vol. 6 , 1 – 62 . New York : Academic Press .
  • Brock , T. C. 1969 . On interpreting effects of transgression upon compliance . Psychological Bulletin , 72 : 138 – 145 .
  • Carlson , M. D. 1973 . How to get your car repaired without getting gypped , New York : Harrow Books .
  • Cialdini , R. B. , Cacioppo , J. T. , Basset , R. and Miller , J. A. 1978 . The low-ball procedure for producing compliance: Commitment then cost . Journal of Personality and Social Psychology , 36 : 463 – 476 .
  • Cialdini , R. B. and Schroeder , D. A. 1976 . Increasing compliance by legitimizing paltry contributions: When even a penny helps . Journal of Personality and Social Psychology , 34 : 599 – 604 .
  • Cialdini , R. B. , Vincent , J. E. , Lewis , S. K. , Catalan , J. , Wheeler , D. and Darby , B. L. 1975 . A reciprocal concessions procedure for inducing compliance: The door-in-the-face technique . Journal of Personality and Social Psychology , 31 : 206 – 215 .
  • Dejong , W. 1979 . An examination of the self-perception mediation of the foot-in-the-door effect . Journal of Personality and Social Psychology , 37 : 2221 – 2239 .
  • Dillard , J. P. , Hunter , J. E. and Burgoon , M. 1984 . Sequential-request persuasive strategies. Meta-analysis of foot-in-the-door and door-in-the-face . Human Communication Research , 10 : 461 – 488 .
  • Freedman , J. L. and Fraser , S. C. 1966 . Compliance without pressure: The foot-in-the-door technique . Journal of Personality and Social Psychology , 4 : 195 – 202 .
  • Goldman , M. 1986 . Compliance employing a combined foot-in-the-door and door-in-the-face procedure . Journal of Social Psychology , 126 : 111 – 116 .
  • Helmreich , R. 1975 . Applied social psychology: The unfulfilled promise . Personality and Social Psychology Bulletin , 1 : 548 – 560 .
  • Joule , R. V. 1986 . Rationalisation et engagement dans la soumission librement consentie [Rationalization and commitment in voluntary submission] , Doctoral dissertation Grenoble, , France : University of Social Sciences .
  • Joule , R. V. 1987a . Le-pied-dans-la-porte: Un paradigme à la recherche d'une théorie [Foot-in-the-door: A paradigm in search of a theory] . Psychologie Française , 32 : 301 – 306 .
  • Joule , R. V. 1987b . Tobacco deprivation: The foot-in-the-door technique versus the low-ball technique . European Journal of Social Psychology , 17 : 361 – 365 .
  • Joule , R. V. and Beauvois , J. L. 1987 . Petit traité de manipulation à l'usage des honnêtes gens [Handbook on manipulation for use by honest people] , Grenoble, , France : Presses Universitaires de Grenoble .
  • Kiesler , C. A. 1971 . The psychology of commitment. Experiments linking behavior to belief , New York : Academic Press .
  • Lewin , K. 1947 . “ Group decision and social change ” . In Readings in social psychology , Edited by: Newcomb , M. and Hartley , E. L. 197 – 211 . New York : Holt, Rinehart, & Winston .
  • Smith , M. B. 1972 . Is experimental social psychology advancing? . Journal of Experimental Social Psychology , 8 : 86 – 96 .
  • Zazzo , R. 1960 . Le test des deux barrages. Manuel pour l'examen psychologique de l'enfant [The crossing-out-twice test. Manual for the psychological examination of children] , Paris : Delachaux & Niestlé .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.