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The Effects of Initial Request Size on Compliance: More About the That's-Not-All Technique.

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Title: The Effects of Initial Request Size on Compliance: More About the That's-Not-All Technique.
Authors: Burger, Jerry M., Reed, Michelle, Decesare, Karen, Rauner, Steve, Rozolis, Jennifer
Source: Basic & Applied Social Psychology. Sep99, Vol. 21 Issue 3, p243-249. 7p. 1 Chart.
Subjects: Legal compliance, Attitude (Psychology), Cooperativeness, Research, Social psychology, Virtues, Social influence, Psychology, Influence
Abstract: Research on the that's-not-all compliance procedure finds that making a request more attractive before the recipient has an opportunity to respond increases compliance beyond that of recipients who receive only the final version of the request. However, participants in Studies 1 and 2 presented with an improved offer before responding to a request were significantly less likely to agree to the final request than those not exposed to the technique. Studies 3 and 4 demonstrated that this reversal is a function of the size of the initial request. Compared to a control group receiving only the final request, participants presented with an initial request that was substantially larger than the final request were less likely to comply, whereas participants presented with an initial request that was only slightly larger than the final request were more likely to comply. The findings suggest an important limit to the application of the that's-not-all technique. [ABSTRACT FROM AUTHOR]
Copyright of Basic & Applied Social Psychology is the property of Taylor & Francis Ltd and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
Database: Psychology and Behavioral Sciences Collection
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  Data: The Effects of Initial Request Size on Compliance: More About the That's-Not-All Technique.
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  Data: <searchLink fieldCode="AR" term="%22Burger%2C+Jerry+M%2E%22">Burger, Jerry M.</searchLink><br /><searchLink fieldCode="AR" term="%22Reed%2C+Michelle%22">Reed, Michelle</searchLink><br /><searchLink fieldCode="AR" term="%22Decesare%2C+Karen%22">Decesare, Karen</searchLink><br /><searchLink fieldCode="AR" term="%22Rauner%2C+Steve%22">Rauner, Steve</searchLink><br /><searchLink fieldCode="AR" term="%22Rozolis%2C+Jennifer%22">Rozolis, Jennifer</searchLink>
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  Data: <searchLink fieldCode="JN" term="%22Basic+%26+Applied+Social+Psychology%22">Basic & Applied Social Psychology</searchLink>. Sep99, Vol. 21 Issue 3, p243-249. 7p. 1 Chart.
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  Data: <searchLink fieldCode="DE" term="%22Legal+compliance%22">Legal compliance</searchLink><br /><searchLink fieldCode="DE" term="%22Attitude+%28Psychology%29%22">Attitude (Psychology)</searchLink><br /><searchLink fieldCode="DE" term="%22Cooperativeness%22">Cooperativeness</searchLink><br /><searchLink fieldCode="DE" term="%22Research%22">Research</searchLink><br /><searchLink fieldCode="DE" term="%22Social+psychology%22">Social psychology</searchLink><br /><searchLink fieldCode="DE" term="%22Virtues%22">Virtues</searchLink><br /><searchLink fieldCode="DE" term="%22Social+influence%22">Social influence</searchLink><br /><searchLink fieldCode="DE" term="%22Psychology%22">Psychology</searchLink><br /><searchLink fieldCode="DE" term="%22Influence%22">Influence</searchLink>
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  Data: Research on the that's-not-all compliance procedure finds that making a request more attractive before the recipient has an opportunity to respond increases compliance beyond that of recipients who receive only the final version of the request. However, participants in Studies 1 and 2 presented with an improved offer before responding to a request were significantly less likely to agree to the final request than those not exposed to the technique. Studies 3 and 4 demonstrated that this reversal is a function of the size of the initial request. Compared to a control group receiving only the final request, participants presented with an initial request that was substantially larger than the final request were less likely to comply, whereas participants presented with an initial request that was only slightly larger than the final request were more likely to comply. The findings suggest an important limit to the application of the that's-not-all technique. [ABSTRACT FROM AUTHOR]
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  Data: <i>Copyright of Basic & Applied Social Psychology is the property of Taylor & Francis Ltd and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.</i> (Copyright applies to all Abstracts.)
PLink https://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=pbh&AN=3344518
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        Value: 10.1207/15324839951036407
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      – Code: eng
        Text: English
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        StartPage: 243
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      – SubjectFull: Legal compliance
        Type: general
      – SubjectFull: Attitude (Psychology)
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      – SubjectFull: Cooperativeness
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      – SubjectFull: Research
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      – SubjectFull: Social influence
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      – SubjectFull: Influence
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            NameFull: Decesare, Karen
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              M: 09
              Text: Sep99
              Type: published
              Y: 1999
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