volume 119, issue 1, P276-289 2016
DOI: 10.1177/0033294116657064
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Abstract: According to Howard's proposal of chaining compliance techniques and based on the proximity of interpretation of their effects, this study aimed to test a combination of two paradigms: a door-in-the-face request that makes a high-cost request before the target request and the but-you-are-free request that adds an evocation of freedom to the request. Two experiments were conducted (N = 120 and 1,292) to promote donations to non-profit organizations. There were four conditions. Participants were approached accor…

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