The “foot-in-the-door” phenomenon: Mediating effects of size of first request and sex of requester
Author:
Publisher
Springer Science and Business Media LLC
Subject
General Chemistry,Catalysis
Link
http://link.springer.com/content/pdf/10.3758/BF03327736.pdf
Reference5 articles.
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2. Brehm, J. W. A theory of psychological reactance. New York: Academic Press, 1966.
3. Freedman, J. L., & Fraser, S. C. Compliance without pressure: The foot-in-the-door technique. Journal of Personality & Social Psychology, 1966, 4, 195–202.
4. Helson, H. Adaptation-level as a basis for a quantitative theory of frames of reference. Psychological Review, 1948, 55, 297–313.
5. Hovland, C. I., & Weiss, W. The influence of source credibility on communication effectiveness. Public Opinion Quarterly, 1951, 15, 635–650.
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