When death is compelling: door-in-the-face compliance under mortality salience
Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet
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When death is compelling : door-in-the-face compliance under mortality salience. / Schindler, Simon; Reinhard, Marc André.
in: Social Psychology, Jahrgang 46, Nr. 6, 11.2015, S. 352-360.Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet
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TY - JOUR
T1 - When death is compelling
T2 - door-in-the-face compliance under mortality salience
AU - Schindler, Simon
AU - Reinhard, Marc André
PY - 2015/11
Y1 - 2015/11
N2 - 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.
AB - 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.
KW - Door-in-the-face technique
KW - Mortality salience
KW - Norm of reciprocity
KW - Persuasion
KW - Terror management theory
KW - Psychology
UR - http://www.scopus.com/inward/record.url?scp=84949761953&partnerID=8YFLogxK
U2 - 10.1027/1864-9335/a000252
DO - 10.1027/1864-9335/a000252
M3 - Journal articles
AN - SCOPUS:84949761953
VL - 46
SP - 352
EP - 360
JO - Social Psychology
JF - Social Psychology
SN - 1864-9335
IS - 6
ER -