Ask in person: You're less persuasive than you think over email

@article{Roghanizad2017AskIP,
  title={Ask in person: You're less persuasive than you think over email},
  author={M. Mahdi Roghanizad and Vanessa K. Bohns},
  journal={Journal of Experimental Social Psychology},
  year={2017},
  volume={69},
  pages={223-226}
}
Abstract Research has found people underestimate the likelihood strangers will comply with their direct requests (Bohns, 2016; Flynn & Lake (Bohns), 2008). Here we argue this “underestimation-of-compliance effect” may be limited to requests made face-to-face. We find when making direct requests over email, requesters instead overestimate compliance. In two studies, participants asked strangers to comply with requests either face-to-face or over email. Before making these requests, requesters… 

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