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ERIC Number: EJ551800
Record Type: Journal
Publication Date: 1997
Pages: N/A
Abstractor: N/A
Reference Count: N/A
ISBN: N/A
ISSN: ISSN-0360-3989
A Guilt-Based Explanation of the Door-in-the-Face Influence Strategy.
O'Keefe, Daniel J.; Figge, Marianne
Human Communication Research, v24 n1 p64-81 Sep 1997
Proposes a new explanation for accumulated research findings concerning door-in-the-face (DITF) influence strategy. Treats successful DITF implementations as guilt based. Finds explanation consistent with theoretical and empirical understandings of the nature of guilt and with guilt-based social influence. Suggests a significant role for a new moderator, the identity of the beneficiary of the requests. (PA)
Publication Type: Information Analyses; Journal Articles; Opinion Papers
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A