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Guilt Cues Enhance the Door-on-the-Face Technique

dc.rights.licenseopenen_US
hal.structure.identifierUniversité de Bretagne Sud [UBS]
hal.structure.identifierUniversité de Bretagne Sud - Vannes [UBS Vannes]
hal.structure.identifierLaboratoire de Psychologie : Cognition, Comportement, Communication [LP3C - EA1285]
dc.contributor.authorGUEGUEN, Nicolas
hal.structure.identifierUniversité de Bretagne Sud [UBS]
dc.contributor.authorJACOB, Celine
hal.structure.identifierLaboratoire de psychologie [LabPsy]
dc.contributor.authorPASCUAL, Alexandre
ORCID: 0000-0002-6454-8433
IDREF: 069740070
hal.structure.identifierLaboratoire de Psychologie : Cognition, Comportement, Communication [LP3C - EA1285]
dc.contributor.authorLAMY, Lubomir
dc.date.accessioned2024-11-19T10:31:31Z
dc.date.available2024-11-19T10:31:31Z
dc.date.issued2024-11-07
dc.identifier.issn0197-3533en_US
dc.identifier.urioai:crossref.org:10.1080/01973533.2024.2425927
dc.identifier.urihttps://oskar-bordeaux.fr/handle/20.500.12278/203348
dc.description.abstractEnThe door-in-the-face (DITF) technique consists of making a large request with a high probability of rejection and immediately after being rejected, making a second moderate request which subsequently has a higher probability of being accepted than when this later request is directly addressed. In this study, we examined the influence of adding a guilt cue after the rejection of the initial large request. Participants in the street were asked to buy raffle tickets for a humanitarian organization. In the DITF condition, participants were first asked to volunteer to help the organization each weekend during the winter. In the DITF with guilt, after the refusal of the first request, participants received a guilt-ridden argument about people’s altruism. It was reported that more compliance was found in the DITF condition than in the control condition and that more compliance was observed in the DITF + Guilt cue condition than in the traditional DITF condition. These findings supported the assumption that adding a guilt cue after the rejection of the first request increased compliance and suggested that further cues could be examined in the future.
dc.language.isoENen_US
dc.sourcecrossref
dc.title.enGuilt Cues Enhance the Door-on-the-Face Technique
dc.title.alternativeBasic Appl Soc Psychen_US
dc.typeArticle de revueen_US
dc.identifier.doi10.1080/01973533.2024.2425927en_US
dc.subject.halSciences de l'Homme et Société/Psychologieen_US
bordeaux.journalBasic and Applied Social Psychologyen_US
bordeaux.page1-6en_US
bordeaux.hal.laboratoriesLaboratoire de psychologie (LabPsy) - UR 4139en_US
bordeaux.institutionUniversité de Bordeauxen_US
bordeaux.peerReviewedouien_US
bordeaux.inpressnonen_US
bordeaux.import.sourcedissemin
hal.identifierhal-04790517
hal.version1
hal.date.transferred2024-11-19T10:31:36Z
hal.popularnonen_US
hal.audienceInternationaleen_US
hal.exporttrue
workflow.import.sourcedissemin
dc.rights.ccPas de Licence CCen_US
bordeaux.COinSctx_ver=Z39.88-2004&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.jtitle=Basic%20and%20Applied%20Social%20Psychology&rft.date=2024-11-07&rft.spage=1-6&rft.epage=1-6&rft.eissn=0197-3533&rft.issn=0197-3533&rft.au=GUEGUEN,%20Nicolas&JACOB,%20Celine&PASCUAL,%20Alexandre&LAMY,%20Lubomir&rft.genre=article


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