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SM ISO690:2012 SECRIERU (SAMSON), Luminiţa, CARPENTER, Christopher J.. Examining Mindlessness and Friendliness in the Evoking-Freedom Compliance-Gaining Technique. In: Communication Research Reports, 2017, nr. 4(34), pp. 368-375. ISSN 0882-4096. DOI: https://doi.org/10.1080/08824096.2017.1368473 |
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Communication Research Reports | ||||||
Numărul 4(34) / 2017 / ISSN 0882-4096 | ||||||
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DOI:https://doi.org/10.1080/08824096.2017.1368473 | ||||||
Pag. 368-375 | ||||||
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It was hypothesized that the enhanced compliance rate associated with the use of the “evoking-freedom” technique of compliance gaining may be explained by a causal model in which the use of the technique causes the target to perceive the requester as friendlier, which increases the target’s likelihood of compliance. A research question explored the extent to which targets of the evoking-freedom request had to recall hearing the key phrase for the effect to occur. These issues were examined using previously unreported measures from a larger data collection of a series of six studies in France, Romania, and Russia. Testing the mediation model with the combined sample (N = 720) produced weak fit. Yet the research question was affirmed: Among those exposed to the evoking-freedom phrase, targets who recalled the phrase complied more than those who did not. |
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Cuvinte-cheie But-You-Are-Free, Compliance-Gaining, Mindlessness, Friendliness, social influence |
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