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

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When death is compelling: door-in-the-face compliance under mortality salience. / Schindler, Simon; Reinhard, Marc André.
In: Social Psychology, Vol. 46, No. 6, 11.2015, p. 352-360.

Research output: Journal contributionsJournal articlesResearchpeer-review

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Schindler S, Reinhard MA. When death is compelling: door-in-the-face compliance under mortality salience. Social Psychology. 2015 Nov;46(6):352-360. doi: 10.1027/1864-9335/a000252

Bibtex

@article{475615cf72214085aae0dee49cb02a74,
title = "When death is compelling: door-in-the-face compliance under mortality salience",
abstract = "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.",
keywords = "Door-in-the-face technique, Mortality salience, Norm of reciprocity, Persuasion, Terror management theory, Psychology",
author = "Simon Schindler and Reinhard, {Marc Andr{\'e}}",
year = "2015",
month = nov,
doi = "10.1027/1864-9335/a000252",
language = "English",
volume = "46",
pages = "352--360",
journal = "Social Psychology",
issn = "1864-9335",
publisher = "Hogrefe Verlag GmbH & Co. KG",
number = "6",

}

RIS

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 -