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The Influence of Verbal Responses to Common Greetings on Compliance Behavior: The Foot‐In‐The‐Mouth Effect
Author(s) -
Howard Daniel J.
Publication year - 1990
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/j.1559-1816.1990.tb00399.x
Subject(s) - feeling , psychology , compliance (psychology) , social psychology , consistency (knowledge bases) , ask price , donation , law , geometry , mathematics , economy , political science , economics
This study reports the results of three field experiments which demonstrate that asking someone how they feel, having them verbally respond, and then acknowledging that response, facilitates compliance with a charitable request. The findings are discussed with respect to the influence of public commitments on behavioral consistency. Before you ask anyone for a donation, you first ask them how they're feeling. After they tell you they're feeling good, and you tell them you're glad they're feeling good, the/11 be more likely to contribute to helping someone who isn't.