Mindfulness and Compliance: The Way We Make Requests Influences Compliance With the Foot-in-the-Door Strategy

Małgorzata Gamian-Wilk , Dariusz Doliński , Barnaba Danieluk

Abstract

The foot-in-the-door effect is considered more effective when a time lapse occurs between performing an initial, smaller request and being asked a second request. It has been hypothesized that mindfulness moderates the effectiveness of two versions of the strategy – time-delay and no-delay foot-in-the-door. The greater magnitude of time-delay foot-in-the-door is considered to be connected with increased mindfulness. The aim of this study was to verify the assumption concerning mindfulness as a state triggering time-delay foot-in-the-door. In a field experiment (N ¼ 249), we manipulated the time lapse and kind of reason (real, placebic, and no reason) accompanying a difficult or less difficult target request. This extended Langer et al. replication indicates that time-delay foot-in-the-door is indeed greater after mindfulness activation.
Author Małgorzata Gamian-Wilk (Filia we Wrocławiu / II Wydział Psychologii we Wrocławiu)
Małgorzata Gamian-Wilk,,
- II Wydział Psychologii we Wrocławiu
, Dariusz Doliński (Filia we Wrocławiu / II Wydział Psychologii we Wrocławiu)
Dariusz Doliński,,
- II Wydział Psychologii we Wrocławiu
, Barnaba Danieluk
Barnaba Danieluk,,
-
Journal seriesPsychological Reports, ISSN 0033-2941, e-ISSN 1558-691X, (A 15 pkt)
Issue year2018
Vol121(6)
Pages1147-1166
Publication size in sheets0.95
Keywords in EnglishCompliance, social influence strategies, foot-in-the-door, mindlessness, mindfulness
ASJC Classification3200 General Psychology
DOIDOI:10.1177/0033294117745885
URL http://journals.sagepub.com/doi/10.1177/0033294117745885
Languageen angielski
File
Mindfulness_tekst.pdf 203.87 KB
Additional file
63a. oświadczenie_Doliński.pdf 129.54 KB
Mindfulness_oświadczenie_Gamian-Wilk.pdf 18.48 KB
Score (nominal)15
Score sourcejournalList
Publication indicators Scopus SNIP (Source Normalised Impact per Paper): 2016 = 0.418; WoS Impact Factor: 2017 = 0.667 (2) - 2017=0.933 (5)
Citation count*1 (2020-09-24)
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