Does “chaining” always work towards compliance gaining? The case of the “but you are free” technique and social proof applied to charitable donation-Reference-Cited by-同舟云学术

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

Published:2021-05 Issue:3 Volume:71 Page:100654
ISSN:1162-9088
Container-title:European Review of Applied Psychology
language:en
Short-container-title:European Review of Applied Psychology

Author:

Pascual A.,Salanova T.,Bouhassine I.,Denis-Rémis C.,Priolo D.,Girandola F.,Guéguen N.

Publisher

Elsevier BV

Subject

Applied Psychology

Reference41 articles.

1. Encouraging charitable contributions: an examination of three models of door-in-the-face compliance;Abrahams;Communication Research,1994

2. Effects of group pressure upon the modification and distortion of judgment;Asch,1951

3. Norm perception and cooperation in large-scale social dilemmas;Biel,1999

4. A theory of psychological reactance;Brehm,1966

5. A meta-analysis of the effectiveness of the “but you are free” compliance-gaining technique;Carpenter;Communication Studies,2013

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