Access the full text.
Sign up today, get DeepDyve free for 14 days.
Loading next page...
/lp/springer-journals/examing-the-effects-of-positive-social-labeling-time-and-request-sizes-ksW2Vi1Xpk
References (31)
-
D. Paulhus, D. Shaffer, L. Downing (1976)
Effects of Making Blood Donor Motives Salient Upon Donor Retention: A Field ExperimentPersonality and Social Psychology Bulletin, 3
-
A. Cann, S. Sherman, R. Elkes (1975)
Effects of initial request size and timing of a second request on compliance: the foot in the door and the door in the face.Journal of personality and social psychology, 32 5
-
R. Cialdini, Joyce Vincent, Stephen Lewis, J. Catalan, Diane Wheeler, B. Darby (1975)
Reciprocal Concessions Procedure for Inducing Compliance: The Door-in-the-Face TechniqueJournal of Personality and Social Psychology, 31
-
Chris Allen, W. Dillon (1983)
Self-Perception Development and Consumer Choice Criteria: Is There a LinkageACR North American Advances
-
M. Goldman, M. Seever, Margaret Seever (1982)
Social Labeling and the Foot-in-the-Door EffectJournal of Social Psychology, 117
-
M.B. Brown (1983)
Two-Way and Multiway Frequency Tables: Measures of Association and the Log Linear Model -
J. Brehm (1981)
A theory of psychological reactance. -
S. Gurwitz, Bruce Topol (1978)
Determinants of confirming and disconfirming responses to negative social labelsJournal of Experimental Social Psychology, 14
-
Carol Scott (1978)
Self-Perception Processes in Consumer Behavior: Interpreting One's Own ExperiencesACR North American Advances
-
Edward Fern, K. Monroe, Ramon Avila (1986)
Effectiveness of Multiple Request Strategies: A Synthesis of Research ResultsJournal of Marketing Research, 23
-
Peter Reingen, W. Bearden (1983)
Salience of Behavior and the Effects of LabelingACR North American Advances
-
M. Snyder, M. Cunningham (1975)
To comply or not comply: testing the self-perception explanation of the "foot-in-the-door" phenomenon.Journal of personality and social psychology, 31 1
-
A. Beaman, C. Cole, M. Preston, B. Klentz, N. Steblay (1983)
Fifteen Years of Foot-in-the Door ResearchPersonality and Social Psychology Bulletin, 9
-
Alice Tybout, Richard Yalch (1980)
The Effect of Experience: A Matter of Salience?Journal of Consumer Research, 6
-
R. Miller, P. Brickman, Diana Bolen (1975)
Attribution versus persuasion as a means for modifying behavior.Journal of personality and social psychology, 31 3
-
P. Green, F. Carmone, David Wachspress (1977)
On the Analysis of Qualitative Data in Marketing ResearchJournal of Marketing Research, 14
-
H. Kelley (1967)
Attribution theory in social psychology, 15
-
C. Steele (1975)
Name-calling and compliance.Journal of Personality and Social Psychology, 31
-
S. Fienberg (1980)
The analysis of cross-classified categorical data -
L. McArthur, C. Kiesler, B. Cook (1969)
Acting on an attitude as a function of self-percept and inequity.Journal of personality and social psychology, 12 4
-
Brian Everitt (1977)
The analysis of contingency tables -
R. Miller, J. Suls (1977)
Helping, Self-Attribution, and the Size of an Initial RequestJournal of Social Psychology, 103
-
William Swinyard, M. Ray (1977)
Advertising–selling interactions: An attribution theory experiment.Journal of Marketing Research, 14
-
E. Moore, W. Bearden, Jesse Teel (1985)
Use of Labeling and Assertions of Dependency in Appeals for Consumer SupportJournal of Consumer Research, 12
-
Trudy Kehret-Ward, Richard Yalch (1984)
To Take or Not to Take the Only One: Effects of Changing the Meaning of a Product Attribute on Choice BehaviorJournal of Consumer Research, 10
-
J. Freedman, S. Fraser (1966)
Compliance without pressure: the foot-in-the-door technique.Journal of personality and social psychology, 4 2
-
W. DeJong (1979)
An examination of self-perception mediation of the foot-in-the-door effect.Journal of Personality and Social Psychology, 37
-
J. Mowen (1983)
Attribution, Self-Perception, Salience, and Weird InteractionsACR North American Advances
-
W. Seaver, A. Patterson (1976)
Decreasing fuel-oil consumption through feedback and social commendation.Journal of applied behavior analysis, 9 2
-
R. Kraut (1973)
Effects of social labeling on giving to charityJournal of Experimental Social Psychology, 9
-
D. Bem (1972)
Self-Perception TheoryAdvances in Experimental Social Psychology, 6
- Publisher
- Springer Journals
- Copyright
- 1987 Academy of Marketing Science
- ISSN
- 0092-0703
- eISSN
- 1552-7824
- DOI
- 10.1007/BF02723286
- Publisher site
- See Article on Publisher Site
Abstract
Abstract Following the lead of Reingen and Bearden (1983), this study examines the effectiveness of positive social labeling, particularly in conjunction with other factors, as a means of influencing verbal and behavioral compliance in a multistage marketing survey context. Such results offer a systematic extension to the labeling literature and provide further insight into labeling’s role as a practicable method of shaping and stimulating respondent behavior.
Journal
Journal of the Academy of Marketing Science – Springer Journals
Published: Dec 1, 1987