Literaturnachweis - Detailanzeige
Autor/inn/en | Abrahams, Matthew F.; Bell, Robert A. |
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Titel | Encouraging Charitable Contributions: An Examination of Three Models of Door-in-the-Face Compliance. |
Quelle | In: Communication Research, 21 (1994) 2, S.131-53 |
Sprache | englisch |
Dokumenttyp | gedruckt; Zeitschriftenaufsatz |
ISSN | 0093-6502 |
Schlagwörter | Communication Research; Fund Raising; Higher Education; Interpersonal Communication; Models; Persuasive Discourse |
Abstract | Tests three models of the door-in-the-face (DITF) compliance strategy--reciprocal concessions, perceptual contrast, and self-presentation. Finds that concession labeling led to stronger feelings of obligation to donate but did not affect compliance; and facilitated charity when interaction with the solicitor was anticipated but backfired when interaction was not expected. (SR) |
Erfasst von | ERIC (Education Resources Information Center), Washington, DC |
Update | 2004/1/01 |