Literaturnachweis - Detailanzeige
Autor/inn/en | O'Keefe, Daniel J.; Figge, Marianne |
---|---|
Titel | A Guilt-Based Explanation of the Door-in-the-Face Influence Strategy. |
Quelle | In: Human Communication Research, 24 (1997) 1, S.64-81 |
Sprache | englisch |
Dokumenttyp | gedruckt; Zeitschriftenaufsatz |
ISSN | 0360-3989 |
Schlagwörter | Stellungnahme; Communication Research; Guilt; Higher Education; Interpersonal Communication; Meta Analysis; Social Influences |
Abstract | 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) |
Erfasst von | ERIC (Education Resources Information Center), Washington, DC |