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Communication Research1
Communication Skills1
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Communication Studies1
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Dillard, James Price1
Hale, Jerold L.1
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Prosocialness and Sequential Request Compliance Techniques: Limits to the Foot-in-the Door and the Door-in-the-Face?
Peer reviewed Peer reviewed
Dillard, James Price; Hale, Jerold L. – Communication Studies, 1992
Reports a test of three competing explanations of the influence of prosocialness (benefiting society) on the operation of two sequential request techniques (foot-in-the-door and door-in-the-face). Finds that prosocialness did influence compliance but that it had no demonstrable impact on the operation of either request technique. (NH)
Descriptors: Communication Research, Communication Skills, Higher Education, Persuasive Discourse