When death is compelling: door-in-the-face compliance under mortality salience

Publikation: Beiträge in ZeitschriftenZeitschriftenaufsätzeForschungbegutachtet

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Research on terror management theory has found evidence that people under mortality salience strive to live up to activated social norms and values. Recently, research has shown that mortality salience also increases adherence to the norm of reciprocity. Based on this, in the current paper we investigated the idea that mortality salience influences persuasion strategies that are based on the norm of reciprocity. We therefore assume that mortality salience should enhance compliance for a request when using the door-in-the-face technique - a persuasion strategy grounded in the norm of reciprocity. In a hypothetical scenario (Study 1), and in a field experiment (Study 2), applying the door-in-the-face technique enhanced compliance in the mortality salience condition compared to a control group.

OriginalspracheEnglisch
ZeitschriftSocial Psychology
Jahrgang46
Ausgabenummer6
Seiten (von - bis)352-360
Anzahl der Seiten9
ISSN1864-9335
DOIs
PublikationsstatusErschienen - 11.2015
Extern publiziertJa

DOI