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“YOU'RE HELPFUL” VERSUS “THAT'S CLEAR”. SOCIAL VERSUS FUNCTIONAL LABEL IN THE FOOT-IN-THE-DOOR PARADIGM

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Abstract:

In this experiment, the effect of two kinds of labels in the foot-in-the-door paradigm were tested. The first one refers to what the individual is (social label); the second refers to the usefulness of the performed behavior (functional label). It appears that the social label increases compliance whereas the functional label decreases compliance. Taking into account the social versus the functional dimension, rather than the classical positive/negative dimension should open a new area in research into compliance and resistance to persuasion.

Document Type: Research Article

DOI: https://doi.org/10.2224/sbp.2006.34.5.461

Publication date: 2006-01-01

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