Guéguen Nicolas, Marchand Marie, Pascual Alexandre, Lourel Marcel
Université de Bretagne-Sud, UFR LSHS, Lorient, France.
Psychol Rep. 2008 Oct;103(2):529-34. doi: 10.2466/pr0.103.2.529-534.
"Foot-in-the-door" is a well-known compliance technique which increases compliance to a request. Many investigations with this paradigm have generally used prosocial requests to test its effect. Evaluation of the effect of foot-in-the-door was carried out with a courtship request. 360 young women were solicited in the street to accept having a drink with a young male confederate. In the foot-in-the-door condition, before being solicited to have a drink, the young woman was asked to give directions to the confederate or to give him a light for his cigarette. Analysis showed foot-in-the-door was associated with greater compliance to the second request. The theoretical implication of such results with this nonprosocial request are discussed.
“得寸进尺”是一种广为人知的依从技巧，它能提高对请求的依从性。许多采用这种范式的研究通常使用亲社会请求来测试其效果。本研究通过一个求爱请求来评估“得寸进尺”效应。研究人员在街上邀请360名年轻女性与一名年轻男性同伙喝一杯。在“得寸进尺”条件下，在邀请年轻女性喝一杯之前，先让她给同伙指路或为他点烟。分析表明，“得寸进尺”效应与对第二个请求更高的依从性相关。本文讨论了这些关于非亲社会请求结果的理论意义。
