| Abstract: | Determined whether a reciprocal concessions approach or a perceptual contrast approach better explains the success of a compliance strategy in which a 2nd moderate-sized request is asked immediately after the refusal of a 1st large-sized request. One of 4 Es contacted each undergraduate S by phone and made 2 requests which were varied so that Ss were in 1 of 4 conditions: yielding plus gaining, gaining-only, yielding-only, and control. In the yielding strategy, the sacrifice of the requestor was emphasized while in the gaining strategy, the lessened cost to the S was emphasized. Data from 77 Ss support the view that the critical manipulation in eliciting compliance is the reduction of relative cost to the S, not personal concession shown by the requestor. (French summary) (PsycINFO Database Record (c) 2010 APA, all rights reserved) |
