Facilitating Compliance by Manipulating the Nature of the Comparison: Relative Cost vs. Reciprocal Concession

Abstract

Get full access to this article

View all access options for this article.

References

Benton, A.A. , Kelley, H.H. , and Liebling, B. Effects of extremity of offers and concession rate on the outcomes of bargaining . Journal of Personality and Social Psychology , 1972, 24, 73-83.

Brickman, P. , and Campbell, D.T. Hedonic relativism and planning the good society. In Appley, M. H. (Ed.), Adaption-Level Theory: A Symposium . New York: Academic Press, 1971.

Chertkoff, J.M. , and Conley, M. Opening offer and frequency of concession as bargaining strategies . Journal of Personality and Social Psychology, 1967, 7, 185-193.

Cialdini, R. , Vincent, J.E. , Lewis, S.K. , Catalan, J. , Wheeler, D. , and Darby, B.L. , A reciprocal concessions procedure for inducing compliance: the door in the face technique. Journal of Personality and Social Psychology , in press.

Gouldner, A.W. The norm of reciprocity: a preliminary statement. American Sociological Review, 1960, 25, 161-178.

Wilke, H. , and Lanzetta, J.T. The obligation to help: The effects of amount of prior help on subsequent helping behavior. Journal of Experimental Social Psychology , 1970, 6, 488-493.