A Test of the Automaticity Assumption of Compliance Tactics: Discouraging Undergraduate Binge Drinking by Appealing to Consistency and Reciprocity |
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| Authors: | Amy E Conner Megan M Miller |
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| Institution: | 1. Department of Psychological Sciences , Kansas State University;2. Psychology , Kansas State University |
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| Abstract: | The mindfulness of compliance with requests making use of the commitment/consistency or the reciprocity principle was investigated. Participants (N = 129) received a foot-in-the-door (FITD) request (commitment/consistency application), a door-in-the-face (DITF) request (reciprocity application), or no request. Next, participants read either a weak or neutral message about the importance of moderate alcohol consumption then reported the likelihood of not drinking excessively for one week (target request). When accompanied by a weak message, the target request elicited less compliance if preceded by the DITF or FITD requests than by no initial request, suggesting compliance tactics sometimes increase thoughtfulness. |
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| Keywords: | Automaticity Binge Drinking Compliance |
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