1,857
Views
9
CrossRef citations to date
0
Altmetric
Articles

The low-ball compliance procedure: a meta-analysis

&
Pages 214-220 | Received 09 Mar 2015, Accepted 04 May 2015, Published online: 17 Jul 2015

References

  • References marked with an asterisk indicate studies included in the meta-analysis.
  • Brehm, J. W. (1966). A theory of psychological reactance. New York, NY: Academic Press.
  • Brownstein, R. J.Katzev, R. D. (1985). The relative effectiveness of three compliance techniques in eliciting donations to a cultural organization. Journal of Applied Social Psychology, 15, 564–574. doi:10.1111/j.1559-1816.1985,tb00920.x.
  • Burger, J. M. (1999). The foot-in-the-door compliance procedure: A multiple-process analysis and review. Personality and Social Psychology Review, 3, 303–325. doi:10.1207/s15327957pspr0304_2.
  • *Burger, J. M., & Cornelius, T. (2003). Raising the price of agreement: Public commitment and the low-ball compliance procedure. Journal of Applied Social Psychology, 33, 923–934. doi:10.1111/j.1559-1816.2003.tb01931.x.
  • *Burger, J. M., & Petty, R. E. (1981). The low-ball compliance technique: Task or person commitment? Journal of Personality and Social Psychology, 40, 492–500. doi:10.1037/0022-3514.40.3.492.
  • Cialdini, R. B. (2008). Influence: Science and practice (5th ed.). Boston, MA: Allyn & Bacon.
  • *Cialdini, R. B., Cacioppo, J. T., Bassett, R., & Miller, J. A. (1978). Low-ball procedure for producing compliance: Commitment then cost. Journal of Personality and Social Psychology, 36, 463–476. doi:10.1037/0022-3514.36.5.463.
  • *Gueguen, N., & Pascual, A. (2014). Low-ball and compliance: Commitment even if the request is a deviant one. Social Influence, 9, 162–171. doi:10.1080/15534510.2013.798243.
  • *Gueguen, N., Pascual, A., & Dagot, L. (2002). Low-ball and compliance to a request: An application in a field setting. Psychological Reports, 91, 81–84. doi:10.2466/pr0.2002.91.1.81.
  • *Hornik, J., Zaig, T., & Shadmon, D. (1991). Reducing refusals in telephone surveys on sensitive topics. Journal of Advertising Research, 31, 49–56.
  • *Joule, R. V. (1987). Tabacco deprivation: The foot-in-the-door technique versus the low-ball technique. European Journal of Social Psychology, 17, 361–365. doi:10.1002/ejsp.2420170311.
  • Joule, R. -V., Girandola, F., & Bernard, F. (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, 493–505. doi:10.1111/j.1751-9004.2007.00018.x.
  • *Katzev, R., & Brownstein, R. (1988). The influence of enlightenment on compliance. Journal of Social Psychology, 129, 335–347. doi:10.1080/00224545.1989.9712050.
  • Kiesler, C. A. (1971). The psychology of commitment. New York, NY: Academic Press.
  • *Motes, W. H., & Woodside, A. G. (1979). Influence of low-balling on buyers' compliance. Journal of Psychology, 101, 219–221. doi:10.1080/00223980.1979.9915074.
  • Pratkanis, A. R. (2007). Social influence analysis: An index of tactics. In A. R. Pratkanis (Ed.), The science of social influence: Advances and future progress (pp. 17–82). New York, NY: Psychology Press.
  • Rosenthal, R. (1991). Meta-analytic procedures for social research (2nd ed.). Newbury Park, CA: Sage.
  • Schlenker, B. R., & Pontari, B. A. (2000). The strategic control of information: Impression management and self-presentation in daily life. In A. Tesser, R. B. Felson, & J. M. Suls (Eds.), Psychological perspectives on self and identity (pp. 199–232). Washington, DC: American Psychological Association.
  • Sherif, M., & Sherif, C. W. (1967). Attitude as the individual's own categories: The social judgment-involvement approach to attitude and attitude change. In C. W. Sherif & M. Sherif (Eds.), Attitude, ego-involvement, and change (pp. 105–139). Westport, CT: Greenwood Press.
  • *Wang, T., Brownstein, R., & Katzev, R. (1989). Promoting charitable behaviour with compliance techniques. Applied Psychology: An International Review, 38, 165–183. doi:10.1111/j.1464-0597.1989.tb1207.x.

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.