Reingen, P.H. (1978). On Inducing Compliance With Requests. Journal on Consumer Research, 5, 96-102.
The theory and rationale behind this study brings us to look at seven conditions involving the use of FITD and DITF strategies. Participants behaviors were utilized to assess the effectiveness of sequential request compliance techniques through measurement of monetary donations. Each condition involved the manipulation of different messages that were predicted to evoke a stronger behavioral compliance. Procedures involved utilizing a double blind experimental field design and were replicated at a subsequent date with a new population. Results confirmed predictions of FITD techniques, however implications discuss the possibility of a new strategy to use with either FITD or DITF.
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SRS Researcher: Greg Wight, Department of Communication Studies, West Virginia University
© Greg Wight, Steve Butterfield, and the SRS Team, 1996
Created February 21, 1996; Last updated March 11, 1996.