Perceptual contrast versus reciprocal concession as mediators of induced compliance

  title={Perceptual contrast versus reciprocal concession as mediators of induced compliance},
  author={Richard L. Miller and Clive Seligman and Nathan T. Clark and Malcolm Bush},
  journal={Canadian Journal of Behavioural Science},
This study examined two explanations for the success of a compliance strategy in which a second moderate-sized request is asked immediately after the refusal of a first largesized request. The reciprocal concessions explanation argues that the change from the first request to the second is viewed as a concession on the part of the requestor that compels the subject to make a concession of his own, i.e., agree to the second request. The perceptual contrast explanation proposes that the first… 

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