Consistency-based compliance across cultures

A field study investigated cross-cultural differences in choice-congruent behavior and its impact on compliance. U.S. and Asian participants received a request to complete an online survey and a month later they were approached with a larger, related request. Compliance with the initial request had a stronger impact on subsequent compliance among the U.S. participants than among the Asian participants. Despite their lower rate of compliance with the initial request, the U.S. participants who chose to comply were more likely than their Asian counterparts to agree to the subsequent request. Further analyses revealed that this effect was driven by differences in the individualistic/collectivistic orientation of the participants from the two cultures. Within both cultures, the more individualistic participants showed stronger consistency with their earlier compliance than the more collectivistically oriented participants.     

Asymmetrical effects of reward and punishment on attributions of morality

The authors found that 3 experiments revealed that compliance with a pro-social request for an anticipated reward as opposed to a threatened punishment resulted in greater inferences of personal morality. In Experiment 1, participants received information about a teaching assistant (TA) who was either promised a reward or threatened with a punishment when asked for compliance. The participants perceived the TA as more moral for complying given the positive incentive as opposed to the negative incentive. Experiment 2 replicated this finding in a different culture, using different vignettes and incentives. Last, in Experiment 3, the results revealed that a perceived actor's real intentions mediated the effect of incentive valence on dispositional causation. That is, given a reward relative to a punishment, participants were more likely to assume that the agent would have helped even if no incentive had been offered.     

An evaluation of touch on a large request: a field setting

The effect of touch on compliance to a request has traditionally been tested with small solicitation (answer to a small questionnaire, give a dime to a confederate ....). In our experiment a larger request was evaluated. Passersby, 53 men and 67 women, were asked by two confederates to look after a large and very excited dog for 10 minutes because each wanted to go into a pharmacy where animals were prohibited. In half of the cases, subjects were touched during the request. Analysis showed that, when touched, 55% of the subjects agreed with the request whereas 35% only in the no-touch control condition agreed. This finding indicates that touch was positively associated with the subjects' compliance (p<.03).     

The Applicability of the Door-in-the Face Technique when Established Behavioral Customs Exist

The applicability of the door-in-the-face technique was tested in a monetary donation context where established behavioral standards exist, and where the target person has standards by which to judge the legitimacy of the solicitor's demand. Based on the proposition that exaggerated initial requests might discredit the solicitor and thereby halt the give-and-take process, it was expected that (a) with legitimate initial requests, the probability of compliance with a request would be greater when preceded by a larger request than if presented alone; and that (b) with illegitimate initial requests, the probability of compliance with a second request would be smaller when preceded by a larger request than if presented alone. On the national collection day for the Association for the Rehabilitation of the Mentally Handicapped, 400 subjects were asked to contribute IL 10, 15, or 20. In the experimental groups, these amounts were preceded with requests for larger sums which were judged previously by a pretest to be considered legitimate or illegitimate. In the control groups, subjects were asked to contribute the same amounts, but no larger amounts were first requested. The replicability of the door-in-the-face technique has been proven with requests for which established customs exist. However, the technique was only effective with legitimate initial requests. With initial requests that were previously judged as unreasonable, the technique had a "boomerang effect" and suppressed compliance.     

Effects of initial request size and timing of a second request on compliance: the foot in the door and the door in the face.

A field experiment tested four separate procedures for influencing compliance to the second of two requests. Two factors--size of initial request and timing of the second request--were included in a 2 X 2 factorial design. Subjects were induced either to comply with a small initial request or to refuse a large initial request. They then received a moderate request either immediately (no delay) or 7--10 days later (delay). Compliance to the second request was the dependent measure. The results in the two delay conditions and the small-request--no delay condition supported a self-perception position in that the induction of one kind of behavior (compliance or noncompliance) carried over to affect subsequent behavior similarly. The large-request--no dealy condition supported a bargaining explanation, as initial refusal to comply led to an increase in subsequent compliance. Possible processes that could account for these results are discussed.     

When Manipulation Backfires: The Effects of Time Delay and Requester on the Foot-in-the-Door Technique

We examined the effects of 2 variables on compliance rates within the foot-in-the-door procedure. Participants who agreed to a small request were presented with a larger request either immediately after the first request or 2 days later. The second request was presented either by the same person or by a different requester. Compared to a control group receiving only the large request, participants were more likely to agree to the second request in all experimental conditions except one. When the same requester presented the second request without delay, participants were less likely than the control group to agree to the target request. This latter condition represents a situation in which typical foot-in-the-door procedures can backfire on the requester.     

Understanding the foot‐in‐the‐door effect as a pseudo‐effect from the perspective of the Campbell paradigm

Compliance with a small request (a metaphorical foot‐in‐the‐door) promotes compliance with a subsequent big request. Whereas some explanations expect a drop in the behavioural costs of the big request, others suspect that the effect comes from boosting the underlying attitude. However, evidence for both explanations is equivocal and circumstantial, at best. Drawing on what Kaiser et al. (2010) call the Campbell paradigm, we present an integrative account: Compliance with any request demands a corresponding attitude to counterbalance the costs of the request. In our research, 229 participants were randomly assigned to either a foot‐in‐the‐door (i.e., initially asked to sign a pro‐environmental petition) or a control condition. Small‐request‐compliant participants were more likely than control participants to also comply with the big request and to continue filling out environmental‐issues‐related questionnaires. However, this foot‐in‐the‐door effect occurred without diminishing behavioural costs or increasing attitude levels. Accordingly, the greater likelihood of small‐request‐compliant participants to also comply with the big request can be parsimoniously explained by baseline variability in people's attitude levels that manifests in their compliance with the initial request. We conclude that several of the foot‐in‐the‐door effects reported in the literature carry the risk of representing mere pseudo‐effects.     

Recruiting Teen Smokers in Shopping Malls to a Smoking-Cessation Program Using the Foot-in-the-Door Technique

Persuading teen smokers to volunteer for smoking-cessation programs is a challenging yet understudied problem. As a method of dealing with this problem, we used and tested a foot-in-the-door (FITD) approach. Teen smokers were intercepted at malls and were assigned randomly to request compliance with a small behavior request of either (a) answering a few questions (light FITD) or (b) answering the same questions and a few additional ones, plus watching a short video about the effects of nicotine (heavy FITD). Participants were then called back by telephone several weeks later and asked to comply with a large behavior request of joining a cessation program that involved the use of self-help materials and telephone counseling. Although no differences were found in responses from the light and heavy groups, consent to enter the program was obtained from 12% of the pooled qualified intercepts and their parents (for those under 18 years). This recruitment rate was considered good, given that this is one of the only reported studies that recruited teen smokers from the general population to cessation programs.     

Synchronous activity boosts compliance with requests to aggress

An experiment demonstrates that cultural practices involving physical synchrony can emotionally bind people together, making those people more likely to comply with others' requests to engage in aggressive behavior. Participants who acted in synchrony with a confederate were more likely than were participants in the asynchronous and control conditions to comply with the confederate's request to administer a noise blast to another group of participants. Increased feelings of emotional connection with the confederate mediated the relationship between synchrony and heightened compliance with the request to engage in aggressive behavior.     

Asymmetrical consequences of behavioral change through reward and punishment

Previous research (Greitemeyer & Weiner, 2003 ) has demonstrated that compliance, because of an anticipated reward is attributed more to the person than compliance because of an anticipated punishment. The present research extended these findings to an educational context. Three studies revealed that parents who ask their children to change inappropriate behaviors are more likely to ascribe their children's improvement to the child, if the child was promised a reward, rather than threatened, to receive a punishment if the child did not improve. Moreover, because a child's improved behavior is more likely to be ascribed to the child given a reward as compared to a punishment, parents expect that rewards (as opposed to punishments) are more likely to sustain improved behavior, when the incentive is no longer offered. Finally, participants report to be more likely to induce behavioral change through reward rather than punishment. Copyright © 2007 John Wiley & Sons, Ltd.     

Low-ball and compliance to a request: an application in a field setting

The low-ball refers to a compliance technique in which a demand of someone to agree to a request is followed by telling the person the real cost of the request. The number of people who maintain their first decision is larger than the number in the condition in which the real cost of the request is stated prior to the initial compliance. Researches in this paradigm traditionally included a request addressed by a professor to students but was never tested between strangers. So, an experiment was carried out in which people were solicited to keep a dog (8 kg) on a lead until a male confederate returned from a visit to someone in a hospital. In low-ball condition, the confederate told the subject who agreed to the request that it would take 30 min., whereas in the control condition the confederate gave this information when stating his request. Analysis showed that low-ball technique leads people to maintain their first decision.     

Differential effects of social and non‐social reward on response inhibition in children and adolescents

An important issue in the field of clinical and developmental psychopathology is whether cognitive control processes, such as response inhibition, can be specifically enhanced by motivation. To determine whether non‐social (i.e. monetary) and social (i.e. positive facial expressions) rewards are able to differentially improve response inhibition accuracy in typically developing children and adolescents, an ‘incentive’ go/no‐go task was applied with reward contingencies for successful inhibition. In addition, the impact of children's personality traits (such as reward seeking and empathy) on monetary and social reward responsiveness was assessed in 65 boys, ages 8 to 12 years. All subjects were tested twice: At baseline, inhibitory control was assessed without reward, and then subjects were pseudorandomly assigned to one of four experimental conditions, including (1) social reward only, (2) monetary reward only, (3) mixed social and monetary reward, or (4) a retest condition without reward. Both social and non‐social reward significantly improved task performance, although larger effects were observed for monetary reward. The higher the children scored on reward seeking scales, the larger was their improvement in response inhibition, but only if monetary reward was used. In addition, there was a tendency for an association between empathic skills and benefits from social reward. These data suggest that social incentives do not have an equally strong reinforcing value as compared to financial incentives. However, different personality traits seem to determine to what extent a child profits from different types of reward. Clinical implications regarding probable hyposensitivity to social reward in subjects with autism and dysregulated reward‐seeking behaviour in children with attention‐deficit/hyperactivity disorder (ADHD) are discussed.     

金钱奖赏对海洛因戒断者工作记忆刷新功能的促进作用减弱

采用有无金钱奖赏条件下的n-back任务，探讨金钱奖赏对海洛因戒断者工作记忆刷新功能的影响。结果发现：所有被试在金钱奖赏条件下的反应时都显著短于无奖赏条件下的反应时；海洛因戒断组在有无金钱奖赏条件下的反应时的差值显著小于正常组在有无金钱奖赏条件下的反应时的差值；在1-back和2-back任务中，正常组的正确率显著高于海洛因戒断组的正确率。结果表明：金钱奖赏对海洛因戒断者工作记忆刷新功能存在一定的促进作用，但是其促进作用幅度要弱于正常人；海洛因戒断者的工作记忆刷新功能可能存在损伤。     

Reduction of children's locomotor activity by modeling and the promise of contingent reward

Sixty children aged 4 and 5 were observed in an open field situation under instructions to stay in one part of a playroom and to play with a single toy of their choice during an initial 15-minute period. They were then placed for 5 minutes in an adjacent observation room and exposed to 1 of 5 different experimental conditions. Subjects in the modeling conditions observed an adult male sitting in one distinctive part of the playroom and playing with Tinker Toys. Subjects in the enriched modeling condition also saw the model receive reward for his subdued behavior and heard him verbalize reasons for his actions. Subjects in nonmodeling conditions merely observed the empty playroom during the 5 minutes. Finally, all subjects were observed in the playroom for a second 15-minute session. Children in the reinforcement conditions were now promised pennies for staying in one part of the room and playing with a single toy of their choice. Both modeling and the promise of contingent reward resulted in a reduction of locomotor activity and a reduction of toy-switching behavior, though the effects of these variables did not combine in an additive way. Enriched modeling had an additional effect on toy-switching behavior only. Males spent more time in the modeled quadrant than did females. The results were interpreted as support for the importance of modeling and reinforcement in children's compliance with instructions.     

Request solicitation and semantic evocation of freedom: an evaluation in a computer-mediated communication context

The "But you are free of..." technique is a compliance procedure which solicits someone to comply with a request by simply telling him that he is free to accept or to refuse the request. This semantic evocation leads to increased compliance with the request. A new evaluation of the generality of this technique was tested in an experiment in which subjects received an anonymous electronic mail which asked them to consult the site of a humanitarian association for children. Analysis showed that, when the semantic evocation of freedom is included in the message, a higher compliance rate was observed than in a situation in which this evocation was omitted.     

Touch, compliance, and awareness of tactile contact

Many experimental studies have shown that touch increases compliance with a request; however, the difference between the effect of touch on compliance between participants who notice and those who do not notice such contact remains in question. An experiment was conducted in which a female confederate asked 368 female smokers to give her a cigarette. In the Touch condition, when making her request, the confederate slightly touched the participant on her forearm. Analysis showed the touch was associated with significantly higher compliance to the request, and a difference was evident in the Touch condition between subjects who had noticed the tactile contact and those who had not.     

Motivational determinants of coalition formation

Coalition preferences of 300 male and female subjects were ascertained under varying motivational conditions. Two of the experimental conditions repeated the typical three-person coalition paradigm, with a monetary reward (extrinsic motivation) offered for the winning of a luck-determined game. In a third condition, skill rather than luck influenced the outcome and no monetary reward was given for winning (intrinsic motivation). Two additional conditions examined coalition preferences in a mixed-motive situation, with either a small or a large monetary reward offered for winning a skill-related game. In the extrinsic motivation condition, the low and the medium resource persons typically desired to coalesce, contrary to the wishes of the excluded, high resource player. In contrast, the coalition between the low and the medium resource persons also was preferred by the high resource player in the intrinsic motivation condition. Coalition conflict was intermediate in the mixed-motive conditions. In sum, it was demonstrated that coalition formation and interpersonal conflict are dependent upon the motivational determinants of group activity.     

Perceived Symbols of Authority and Their Influence on Compliance1

There are many variables that influence compliance. With regard to individuals making requests of others, Bickman (1974) found that the apparel of the person making the request significantly influenced whether another person complied with the request. This study evaluates other factors such as sex, age, and altruism in compliance. Subjects were involved in a replication of Bickman's dime and parking meter study. Results showed that the dress of the perceived authority not only affected the number of subjects who complied but also the type of compliance, the type of noncompliance, and the latency between request and compliance. Also, older subjects complied significantly more often than younger subjects in the role authority condition.     

Target Detection,Identification, and Marksmanship During Battlefield Noise in a Synthetic Environment

This study was conducted to determine the impact of noise on target detection, identification, and marksmanship (TDI&M) and to examine the effectiveness of a monetary reward to improve performance. Twenty active duty male soldiers participated in a non-reward and reward trial, each comprising three time blocks of two alternating 20-minute sessions, one with 87-dBA battlefield noise and the other relatively quiet. Each session involved 15 minutes of TDI&M testing followed by 5 minutes of rest. Neither noise, time on task, nor reward caused any noteworthy changes in TDI&M performance, except for foe target engagement time (ET). It appears that subjects purposely increased ET over the duration of the task to improve their hit accuracy but did not succeed in doing so. The monetary incentive to improve performance was also ineffective, because the subjects applied a similar “best” effort during the no-reward trial prior to this manipulation.