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Preference for consistency as a moderator of the low-ball technique
preference for consistency
low-ball technique
social influence techniques
social influence
individual differences
compliance
Online First 2022-04-28
This study aims to fill the knowledge gap related to the role of the preference for consistency in understanding the effectiveness of sequential social influence techniques. Previous research has shown, at least in part, that these effects are moderated by the preference for consistency. For those who prefer consistency in their beliefs and behaviors, the foot-in-the-door technique will be a more effective tool of inducing compliance while people with a low preference for consistency, who value unpredictability, are more susceptible to the door-in-the-face technique. So far, there has been no research on the role of preference for consis tency in the effectiveness of the third sequential request technique—low-ball. Our results suggest that, indeed, the preference for consistency is a strong moderator of the latter mentioned technique. While the low-ball technique was generally successful in inducing compliance, the strongest effect was noticed among people with a high preference for consistency.
cris.lastimport.wos | 2024-04-10T02:48:16Z | |
dc.abstract.en | This study aims to fill the knowledge gap related to the role of the preference for consistency in understanding the effectiveness of sequential social influence techniques. Previous research has shown, at least in part, that these effects are moderated by the preference for consistency. For those who prefer consistency in their beliefs and behaviors, the foot-in-the-door technique will be a more effective tool of inducing compliance while people with a low preference for consistency, who value unpredictability, are more susceptible to the door-in-the-face technique. So far, there has been no research on the role of preference for consis tency in the effectiveness of the third sequential request technique—low-ball. Our results suggest that, indeed, the preference for consistency is a strong moderator of the latter mentioned technique. While the low-ball technique was generally successful in inducing compliance, the strongest effect was noticed among people with a high preference for consistency. | pl |
dc.affiliation | Wydział Zarządzania i Komunikacji Społecznej : Instytut Psychologii Stosowanej | pl |
dc.contributor.author | Maksim, Ada | pl |
dc.contributor.author | Śpiewak, Sławomir - 132340 | pl |
dc.date.accessioned | 2022-06-20T10:32:05Z | |
dc.date.available | 2022-06-20T10:32:05Z | |
dc.date.issued | 2023 | pl |
dc.date.openaccess | 0 | |
dc.description.accesstime | w momencie opublikowania | |
dc.description.additional | Online First 2022-04-28 | pl |
dc.description.number | 2 | pl |
dc.description.physical | 185-194 | pl |
dc.description.publication | 0,7 | pl |
dc.description.version | ostateczna wersja wydawcy | |
dc.description.volume | 14 | pl |
dc.identifier.doi | 10.1177/19485506221086176 | pl |
dc.identifier.eissn | 1948-5514 | pl |
dc.identifier.issn | 1948-5506 | pl |
dc.identifier.uri | https://ruj.uj.edu.pl/xmlui/handle/item/293109 | |
dc.language | eng | pl |
dc.language.container | eng | pl |
dc.rights | Udzielam licencji. Uznanie autorstwa - Użycie niekomercyjne 4.0 Międzynarodowa | * |
dc.rights.licence | CC-BY-NC | |
dc.rights.uri | http://creativecommons.org/licenses/by-nc/4.0/legalcode.pl | * |
dc.share.type | inne | |
dc.subject.en | preference for consistency | pl |
dc.subject.en | low-ball technique | pl |
dc.subject.en | social influence techniques | pl |
dc.subject.en | social influence | pl |
dc.subject.en | individual differences | pl |
dc.subject.en | compliance | pl |
dc.subtype | Article | pl |
dc.title | Preference for consistency as a moderator of the low-ball technique | pl |
dc.title.journal | Social Psychological & Personality Science | pl |
dc.type | JournalArticle | pl |
dspace.entity.type | Publication |