On Inducing Compliance with Requests

Peter H. Reingen

117 citations0/0 files storedJournal of Consumer Research

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Psychology of Social Influence Nonprofit Sector and Volunteering Experimental Behavioral Economics Studies

Abstract

Six behavioral influence strategies of inducing people to comply with a request to donate money were investigated in a field experiment. The findings, replicated with a different subject population, demonstrate the efficacy of several alternatives to a direct request for compliance. Possible processes that could explain the results are discussed.

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2013Experimental Design: Procedures for the Behavioral Sciences 1972Self-Perception Theory 1968A Theory of Psychological Reactance 1975Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique.1976The Effects of Trial and Incentives on Repeat Purchase Behavior 1974Compliance without pressure: Some further data on the foot-in-the-door technique 1975To comply or not comply: Testing the self-perception explanation of the "foot-in-the-door" phenomenon.

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