SMALL REQUEST: Would you answer a few simple questions on
your family's driving status?
LARGE REQUEST: Would you assist in collecting information
for two hours,standing on the side of the road, recording traffic
information?
After one of these questions, a subsequent
question was asked, either immediately or 7-10 days later.
SUBSEQUENT QUESTION: Could we send you 15 pamphlets
promoting traffic safety, and have you pass them out?
CONTROL CONDITION: Subjects were asked to
participate in a charitableact (hang up posters for charity).
They were also told that they would also have to do something of
more cost (go pick the posters up). LOW-BALL CONDITION:
Subjects were firts asked to do a chariable act (hang posters).
If they agreed, they were then informed that they wouldhave to do
something of more cost (go pick up posters). FOOT-IN-THE-DOOR
CONDITION: Subjects were asked to do the charitableact of hanging
posters that the experimenter had with him. If they complied,
the experimenter then told them that he, in fact, did nothave a
poster with him and that in order to hang posters, they would
have to go pick them up. No specific messages were listed for this
study.
Dejong, 1981
Messages used for the first phone call were: "Hello, is Mr./Mrs.
____ home? My name is ____, and I'm from the Greater Boston Civic
Club, and we're conducting a survey on the quality of life in the
Boston suburbs. I'm calling you tonight to ask if you could
spend a couple of minutes answering five short yes/no questions
concerning your impression of what it is like to live in the
Boston suburbs". examples of questions are: "Do you feel there
are enough cultural opportunities in the Boston area?" and "Do
you feel there are enough fast food restaurants in the Boston
area?".
Subjects in the consensus group were told at the end of the
survey, "Of the 51 people called so far you are the 48th person
who has agreed to participate in our survey. We appreciate your
cooperation." Those in the nonconsensus group were made to feel
unique in their cooperation: "Thank you very much for your time.
Of the 51 people I have called so far you are only the fourth
person who has agreed to participate in our survey. We
appreciate your cooperation." Subjects in the no information
group were thanked in a similar manner, but they were told
nothing about how others had responded to the request.
Second Message for the return call was: "Hello, Mr./Mrs.____.
My name is ____, and I'm from the Committee to Keep New England
Beautiful. Our group is conducting a survey concerning the
public's use of state parks, beaches, and recreational
facilities. This survey will take around 10 minutes, and I'd
like to know if you'd be willing to participate". Subjects
willing to participate were merely asked to compile a list of
local residents wishing
to participate. They were told the survey would be conducted in
the near future.
Two female experimeners were asked to individually approach
selected rooms between 6 p.m. and 10 p.m. and make the following
request: Hi, my name is ______, and I am working as a volunteer
for the Red Cross. Our bloodmobile is to be here next week (on
Tuesday) (tomorrow) and Wednesday from 12:00 to 6:00 p.m. Would
you help us advertise its visit by putting this on your door?
The next experimenter then took the subject's name, recorded his
or her sex, and thanked them for ther help. If the person did not
cooperate, they were thanked for taking the time to listen.
Subjects were asked to answer few questions about blood
donation. If they agreed, they were asked five
questiones including if they had ever donated blood. There were
no explicit messages in the article.
There were no explicit messages stated in this paper. However,
subjects were asked about their knowledge
of and experience with blood donation.
At the time of the first contact, the experimenter introduced
himself by name and told the subjects that he was from the
California Consumers' Group. The messages were as follows: "We
are calling you this morning to ask if you would answer a number
of questiones about household products you use so that we can
have this information for our public service publication, "The
Guide." "Would you be willing to give us this information for our
survey?" If the subjects agreed, questiones dealing with
household soap were asked.
The small-sign condition and the safe-driving condition were
told that the experimenter was from the Community Committee for
Traffic Safety, that he was visiting a number of homes in attempt
to make the citizens more aware of the need to drive carefully
all the time and that he would like the subject to take a small
sign and put it on the car window or on the car so that it will
serve as a reminder of the need to drive carefully. The sign said
"Be a Safe Driver" and looked rather amateurish and unattractive.
The other three experimental conditions were approached by
researchers that identified themselves as the Keep California
Beautiful Committee and the sign said "Keep California
Beautiful."
<
The questiones that wereasked during the interview focused on
how the person felt about some issues at hand (i.e. "all car
dealers overcharge for repair work"). Subjects were also asked if
they had bought a new car within the last three years.
The participants were stopped on the street and asked "Could
you please give me a dime?" and "Excause me, I wonder if you
could tell me what time it is?" and "Excause me, could you tell
me how to get to Central Avenue?"
Favor condition were asked: "Would you do us the favor of
trying one of our cookies and tell us how you like it. Your
honest opinion would be most appreciated." The subjects in the
Bribe conditon were told: "Here, we would like to give you one of
our cookies made especially in this shape and color to remind
people of ecology and to thank you for being such a good
listener." The subjects in the Control condition were told: "When
we have our sale, how many cookies could you contribute or, if
you prefer, how much money could you donate?"
Experiment 1
Initial request
Excuse me, could you please watch these (indicating a textbook, a
notebook and a 3" by 4.75" Zenith portable radio in a black case)
for a few minutes?
Second request
Say, I'm hungary and I haven't any money. Could you give me $.50
for ______? Depending upon high or low need it was for milk and a
sandwich or coke and a piece of cake respectively.
Surprise statement
My radio is gone! Someone must have taken it!
Experiment 2
Initial request was identical to that used in experiment 1.
Second request
I've forgotten my wallet and I have to Xerox this seven page
article, (pointing to an article in a histroy periodical he was
carrying), could you give me $.50 (copying charges in the library
were $.07 per page.)
Third request
Could you give me anything?
Hello, Mr. (Mrs. or Miss) ______, my name is _______ from the
Market Research Corporation. Our organization is currently
interested in collecting information about consumer reaction to
cars. The information obtained will be used to market a new line
of cars. The questions we have are too many to be asked over the
phone. However, we would like to send you a 6-page questionnaire
to fill out. We would of course provide a stamped return
envelope. Would you be willing to help us with this survey?
Small-initial-request condition
Hello, Mr. (Mrs. or Miss) _____, my name is _______ from the
Market Research Corporation. Our organization is currently
interested in collecting information about consumer reaction to
soft drinks. The information obtained will be used to market a
new line of soft drinks. Would you mind answering four short
questions for us?
Large-initial-request condition
Heloo, Mr. (Mrs. or Miss) ______, my name is _____ from the
Market Research Corporation. Our organization is currently
interested in collecting information about consumer reaction to
soft drinks. The information obtained will be used to market a
bew line of soft drinks. We would like to know if you would be
willing to assist us. This would involve your spending about
three hours for one night for a personal interview with us at
your home. would you be willing to help us with this survey?
Hello, my name is ______, of the Market Research Corporation. We
are in the process of compling research that will be used to
market a new line of products. we are calling to ask if you
would be willing to answer ___ questions over the telephone about
products used in your household. (For A and B subjects: Because
this information is so valuable to us, we will see to it that you
receive a $5 gift certificate for the department store of your
choice.) Would you be willing to help us with this survey?
(Subsequent Request)
Hello, my name is _____, from the Consumer Research Division of
S&M Industries. We are currently doing research on consumer
reaction to various products that are presently on the market.
We are calling to ask if you would be willing to answerr 20
questions over the telephone concerning products you use in your
household. Would you be willing to aid us in the survey?
More interesting stuff and bother here.
Moderate prior request. Same conditions as above except
the person answering the door was asked to not only wear the pin
themselves the next day, but persuade another to do so as
well.
No prior request. Subjects received only the large second
request of monetary donation.
Standard message of large second request. Hello my name
is _____, and I'm canvassing for the Cancer Society. would you
like to make a contribution?
Donation-Request-Only Control Condition
Small-Then-Donation-request Condition
Extreme-Then-Donation Request Condition
Even-A-Penny Condition
Small-Then-Donation Request, Even-A-Penny Condition
Extreme-Then-Donation Request, Even-A-Penny Condition
Volunteer-request-Only Control Condition
The message expressed by the confederate, white, young,
male,child was; "could you please get it for me." With reference
to the child having, correctly inserted the two dimes into the
coin slot, desiring candy or a soft drink.
The initial request message included the following statement:
Hello , my name is ______________. A group of students at
___________ University will be starting a recycling program in a
few weks, and we would like to start some publicity for it. Would
you be will to display this sign in your window this week?
The sign read: CONSERVE RESOURCES-RECYCLE.
The sign was : 71/2 by 91/2 inches, in dimensions.
The moderate and large second request message was: Hello, my
name is __________________. A group of students at _____________
University are concerned that ecology issues will be forgotten
during this energy crisis. We are going to be mailing out
publicity leaflets to residents of the Chicago area. It seems
more personal if envelopes were handwritten, and we need help
from people like yourself if the project is to succeed. Would you
be willing to help us out by addressing (25,27) envelopes for us?
Just put the envelopes in this big self-addressed envelope, send
it to us, and we will stuff and mail them.
Initial message: Hello, my name is __________. A group of
students at _________ University will be starting a recycling
program in a few weeks and we would like to start some publicity
for it. Would you be willing to display this sign in your window
this week? The sign was 7.5 by 9.5 inches reading "CONSERVE
RESOURCES-RECYCLE."
Moderate and Large Second Request: Hello, my name is __________.
A group of students at _________ University are concerned that
ecology issues will be forgotten during this energy crisis. We
are going to be mailing out publicity leaflets to residents of
the Chicago area. It seems more personal if envelopes were
handwritten, and we need help from people like yourself if the
project is to succeed. Would you be willing to help us out by
addressing (25, 75) envelopes for us? Just put the envelopes in
this big self-addressed envelope, send it to us, and we will
stuff and mail them.
The requests were the same for Experiment 1 as well as Experiment
2.
The small request was:
"We are looking for people who are willing to serve as supporters
of the new prepaid health plan. a supporter is simply an
individual who has seen the film and thinks that the plan is a
good
one. If you are willing to be a supporter, we will put your name
on our list of supporters. This list will be used to show other
people in the community that many of their neighbors support the
prepaid plan. If you are willing to give us permission to use
your
name as a supporter, please mark yes on this form and sign your
name."
The second request was that they enroll in the new prepaid health
plan.
Wagener & Laird, 1980
In the questionnaire-first group, the experimenter handed
out the questionnaire and said, "I would really appreciate it if
you wouldtake the time to fill out this questionnaire." Both the
questionnaire-first group and the control group, the experimenter
said, "We are trying to get together a list of students who
areinterested in participating in a psychology experiment over
thecourse of the next few weeks. The experiment you will be
asked toparticipate in will be described to you when the
experimenter callsyou to make arrangements to be in his study.
If you areinterested, please put your name on one of these white
cards I'llbe giving to you." The small
request message for the pay group was:"Hello, my name is
___________ and I'm doing a survey for theBureau of Civic Safety.
We are calling you today to ask if youwould be willing to aid us
in our study of pedestrian and motorsafety by answering a 5
minute questionnaire over the telephone. We would appreciate it
very much if you would participate becausewe do depend on
people's good will. This study is being funded andif you will
participate, you will be paid $1.50. Would you bewilling to
cooperate in this survey?"The small request message for the
non-pay group was identical tothe pay group, minus the sentence
concerning the study beingfunded. The larger request
was:"Hello, my name is _______________ and I'm doing a survey for
theConsumer's Interest Group and I'm compiling a guide to
aidconsumers. I'm calling you today to ask if you would be
willingto participate in a 25 minute questionnaire over the
telephone.
Baron, 1973
SMALL FIRST REQUEST CONDITION:
Subjects were asked to accept a one page leaflet describing the
dangers of air and water pollution.
MODERATE FIRST REQUEST CONDITION:
Subjects were asked to sign a petitiom calling for stricter
antipollution legislation and to get two friends to sign copies
of the same document and then return the copies in provided
stamped envelopes.
---In both conditions, the experimenters introduced themselves as
members of "South Carolinians For A Clean Environment" (a
fictitious association) and asked one of the two requests.
One week after the initial contact, subjects were contacted
again. The experimenters again informed them of the fictitious
group they were in and then asked them to comply with a request
larger than the first. Subjects were asked if they would put a
3x5ft sign in their yard which read "FIGHT POLLUTION: The World
You Save May Be Your Own"
At this time, a third condition entered the study: these subjects
were only asked to comply to the request just discussed.
Cialdini, & Ascani,
1976
CONTROL CONDITION/ CRITICAL REQUEST ONLY:
Subjects were directly asked to comply with a request (give 1
pint of blood at a blood drive tomorrow).
FOOT-IN-THE-DOOR/ MINIMAL-THEN-CRITICAL REQUEST:
Subjects were askedto perform a small task (take a card which
advertises blood services anddisplay it somewhere- like car
window). If they complied, which alldid, they were asked to do
something larger (donate 1 pint of bloodat the blood drive).
DOOR-IN-THE-FACE/ EXTREME-THEN-CRITICAL REQUEST:
Subjects were askedfirst if they would perform a large task
(become a long- term donor ofblood, give blood every 2 months for
3 years). If they declined, which all did, they were asked a
smaller favor (give blood at the blood drive tomorrow).Cialdini, Cacioppo, Bassett, &
Miller, 1978
Foss & Dempsey:
Study 2, 1979
Dejong & Funder, 1977
The message used with an incentive was, "Hello, this is ____, and
I'm from the Palo Alto Civic Club, and we're conducting a survey
on life in the Palo Alto area. We have the money to pay you $2,
and we were hoping you would answer 15 questions about living in
Palo Alto so we could use the information in our survey. Could
you spare just a few minutes to help us out? We will pay you $2
if you could do this for us." The second message was, "Hello, my
name is ____, from the Citizens' Committee for Traffic Safety,
and we were calling you today to ask if you would be willing to
aid
us in our survey by answering 50 questions over the telephone
concerning your attitudes toward highway safety and driving
regulations. Would you be willing to cooperate with us in our
survey?"
Fish & Kaplan, 1974
No messages are provided by the authors. However, the messages
were related to poverty problems in the Detriot community.
Foss & Dempsey Study 1, 1979
Foss & Dempsey Study 2, 1979
Foss & Dempsey Study 3, 1979
Freedman & Fraser Study 1, 1966
Freedman & Fraser Study 2, 1966
Furse, Stewart, & Rados, 1981
The article did not provide the actual messages used in the mail
survey or the telephone interviews. All members of the sample
mailed questionnaires on attitudes and usage of long distance
telephone services, demographic characteristics of the
respondent, and several promotional and advertising concepts.
The subjects in group 3 were contacted by telephone prior to the
receipt of the survey and asked to answer a brief series of
agree/disagree questions about telephone usage patterns.
Hansen & Robinson, 1980
Harris, 1972
Harris, Liguori & Stack, 1973
Harris & Samerotte, 1976
Reingen & Kernan, 1979
Critical-request-only message for control group
conditionReingen & Kernan, 1977
(Initial Request)The Next Study
Pliner, etal., 1974
Small prior request. Explaining that one was from the
Cancer Society, the person asked the person answering the door if
he or she would wear a plastic daffodil lapel pin the next day to
publicize the fund drive. When the individual agreed, he or she
was thanked and given a lapel pin to wear.The Next Study
Reingen, 1978
As part of our annual campus fund-raising drive, I'm collecting
money for the Heart association. Would you be willing to help by
giving a single donation?
We're currently doing a survey on what people think of the Heart
Association. Would you mind answering four short questions for
us? [If the subject agreed, the experimenter posed four Heart
Association-related questions (e.g.; "have you heard of the Heart
Association?"), and recorded the responses the subject gave.
After completion of the survey, the experimenter continued.]
There is also another way you could help us if you'd like. As
part of our annual campus fund-raising drive.....
As part of our annual campus fund-raising drive, we're currently
asking students to become involved in our Long Term Donor
Program. Long term donors are those students who pledge to give
three dollars per month for a period of at least 12 months.
Would you be willing to enroll in our Long Term Donor Program?
[After the subject declined, the experimenter continued.] Well,
maybe you'd be interested in another activity we're asking
students to participate in. I'm also collecting money....
Subjects were asked the direct request for funds followed with:
Even a penny will help.
Subjects receive the small-then-donation request message followed
with:
Even a penny will help.
Subjects receive the extreme-then-donation request message
followed with:
Even a penny will help.
As part of our annual fund-raising drive, the Heart Association
is looking for volunteers to solicit funds from the public.
Would you be interested in becoming a Heart Association
fund-raising volunteer?Rittle, 1981
Seligman, Bush, & Kirsch
Scott,1976
Tybout, 1978
Zuckerman, Lazzaro, & Waldgeir, 1979