Techniques of Social Influence: The psychology of gaining compliance by Dariusz Dolinski

Author:Dariusz Dolinski
Language: eng
Format: mobi
ISBN: 9781317599623
Publisher: Taylor and Francis
Published: 2015-07-02T14:00:00+00:00

TABLE 4.4 Percentage of persons complying with the experimenter’s request to devote 15 minutes of their time to answer questions about the local press in Dolinski, Nawrat and Rudak (2001) experiment

Source: Personality and Social Psychology Bulletin, 2001, vol. 27, p. 1403.

Copyright 2001 by the Society for Personality and Social Psychology, Inc.

In a series of experiments we succeeded in demonstrating that the initiation of a dialogue with a stranger makes that person more likely to comply with a request subsequently directed towards him. Considering that the subjects broached in the conversations concerned various questions, and the requests involved various actions, we may assume that the rule we have uncovered is of a largely universal character. The results of the last experiment presented in this section also demonstrate certain limitations of this rule: when the conversation relates to important issues, dialogue only serves to increase submissiveness when the interlocutors are in possession of analogical opinions.

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