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Dump-and-Chase: The Effectiveness of Persistence as a Compliance-Gaining Strategy.
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Dump-and-Chase 2
Abstract
Two field experiments were performed to assess the effectiveness of the dump-and-chase (DAC),
a compliance-gaining technique that introduces a particular method of employing persistence to
influence others. The outcomes of these two experiments demonstrate the effectiveness of the
DAC relative to other compliance-gaining techniques known to be effective. In Experiment 1 the
DAC was found to be more effective than the pooled data from the door-in-the-face (DITF)
technique and the placebic information (PI) technique. In Experiment 2 the DAC was found to be
more effective than the DITF, PI, and foot-in-the-door (FITD) techniques. The effect of the DAC
was consistent across experiments, as well as producing relatively higher compliance-gaining
rates. Moreover, because the contextual features of two experiments differed substantially, the
effect occurred under heterogeneous conditions. Directions for subsequent tests of the DAC are
discussed.
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| | Authors: Boster, Franklin., Hughes, Mikayla., Kotowski, Michael., Strom, Renee Belz., Shaw, Allison., Deatrick, Leslie. and Kato, Chiharu. |
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Dump-and-Chase 2
Abstract
Two field experiments were performed to assess the effectiveness of the dump-and-chase (DAC),
a compliance-gaining technique that introduces a particular method of employing persistence to
influence others. The outcomes of these two experiments demonstrate the effectiveness of the
DAC relative to other compliance-gaining techniques known to be effective. In Experiment 1 the
DAC was found to be more effective than the pooled data from the door-in-the-face (DITF)
technique and the placebic information (PI) technique. In Experiment 2 the DAC was found to be
more effective than the DITF, PI, and foot-in-the-door (FITD) techniques. The effect of the DAC
was consistent across experiments, as well as producing relatively higher compliance-gaining
rates. Moreover, because the contextual features of two experiments differed substantially, the
effect occurred under heterogeneous conditions. Directions for subsequent tests of the DAC are
discussed.
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