Positioning and the 'Foot-in-the-door' social influence technique
AbstractIn spite of an ever-increasing number of theoretical publications on positioning phenomena, which describe the processes of negotiating the identity in relations among people, their experimental verification is still lacking. The present article attempts to empirically verify similar negotiations as exemplified by the model of social influence based on positioning theory. Thus, the conceptual replication of Doliński's (2005) research was conducted with several additional experimental conditions. Findings show that a double activation of the same position results in the highest efficiency of the technique when compared to either the activation of two different positions or the control group. The findings are discussed in the context of self-perception theory. The study demonstrates that positioning can be created as an existing phenomenon and can be employed in order to enrich the classical theoretical explanations of the effectiveness of the 'foot-in-the-door' technique.
|Journal series||INTERNATIONAL JOURNAL FOR DIALOGICAL SCIENCE, (0 pkt)|
|Publication size in sheets||0|
|Dorobek Naukowy - Preview URL||http://dn.swps.edu.pl/Podglad.aspx?WpisID=4314|
|Dorobek Naukowy - Approve URL||http://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=4314|
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