Publication Type: Conference Paper/Unpublished Manuscript
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.