A Test of the Automaticity Assumption of Compliance Tactics: Discouraging Undergraduate Binge Drinking by Appealing to Consistency and Reciprocity

摘要

The mindfulness of compliance with requests making use of the commitment=consistencyrnor the reciprocity principle was investigated. Participants (N¼129) received a foot-inthe-rndoor (FITD) request (commitment=consistency application), a door-in-the-facern(DITF) request (reciprocity application), or no request. Next, participants read eitherrna weak or neutral message about the importance of moderate alcohol consumption thenrnreported the likelihood of not drinking excessively for one week (target request). Whenrnaccompanied by a weak message, the target request elicited less compliance if precededrnby the DITF or FITD requests than by no initial request, suggesting compliance tacticsrnsometimes increase thoughtfulness.