JACOB, Celine; GUEGUEN, Nicolas; PASCUAL, Alexandre; LUBOMIR, Lamy

doi:10.24425/ppb.2024.150354

JACOB, Celine
Université de Bretagne Sud [UBS]

GUEGUEN, Nicolas
Université de Bretagne Sud - Vannes [UBS Vannes]

PASCUAL, Alexandre

Laboratoire de psychologie [LabPsy]

Langue

Article de revue

Ce document a été publié dans

Polish Psychological Bulletin. 2024-06-12, vol. 55, p. 32-36

Résumé en anglais

This study examined the effect of the pique technique preceded by a disrupting process. Passersby in the street were asked for money, either for a common amount of change (control) or 37 cents (pique technique). In half of the cases, the requester added a disrupting sentence at the beginning of the request. Results showed that the pique technique alone and the disrupting technique alone increased compliance with the request. Adding a first disrupting sentence to the pique also increased compliance compared with the other three conditions. These results support the theoretical explanation that the initial disrupting sentence associated with the pique could reduce the influence of the refusal script activated by the money request< Réduire

Mots clés en anglais

Request

Compliance

Pique

Disrupting

URI

https://oskar-bordeaux.fr/handle/20.500.12278/203360

DOI

http://dx.doi.org/10.24425/ppb.2024.150354

Unités de recherche

Laboratoire de psychologie (LabPsy) - UR 4139

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Disrupt Pique Technique: When Disrupting First Increases the Effectiveness of the Pique Technique

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Résumé en anglais

Mots clés en anglais

URI

DOI

Unités de recherche