PASCUAL, Alexandre; SALANOVA, Thomas; BOUHASSINE, I.; DENIS-RÉMIS, C.; PRIOLO, D.; GIRANDOLA, F.; GUÉGUEN, N.

doi:10.1016/j.erap.2021.100654

Laboratoire de psychologie [LabPsy]

SALANOVA, Thomas
Laboratoire de psychologie [LabPsy]

BOUHASSINE, I.

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Article de revue

Ce document a été publié dans

European Review of Applied Psychology - Revue Européenne de Psychologie Appliquée. 2021, vol. 71, n° 3

Résumé en anglais

The chaining procedure consists in linking together two or more compliance gaining strategies in order to obtain greater behavioral compliance. In two studies we tested chaining that included two compliance gaining procedures: the "but you are free" technique (BYAF) and social proof (SP). A total of 2204 passersby were approached in different countries (France, Tunisia, China and Moldavia). They were asked to donate money for cancer research with, respectively, a control formulation, a BYAF formulation, a SP formulation or a BYAF + SP formulation. Results indicate that chaining did not work because the BYAF + SP condition produced the same behavioral compliance as BYAF or SP separately (studies 1 and 2). Furthermore, we analyzed the participants' justifications after complying with or rejecting the request and the reasons were substantially the same under each condition (study 2). Failure to observe the chaining process is interpreted through theoretical explanations whereby BYAF and SP are antagonistic.< Réduire

Mots clés en anglais

evocation of freedom

descriptive norm

compliance gaining

money donation

meta-analysis

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https://oskar-bordeaux.fr/handle/20.500.12278/136538

DOI

http://dx.doi.org/10.1016/j.erap.2021.100654

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Laboratoire de psychologie (LabPsy) - UR 4139

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Does "chaining" always really work towards compliance gaining? The case of the "but you are free" technique and social proof applied to charitable donation

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Résumé en anglais

Mots clés en anglais

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