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Information Availability as a Determinant of Multiple Request Effectiveness
Alice M. Tybout, Brian Sternthal and Bobby J. Calder
Journal of Marketing Research
Vol. 20, No. 3 (Aug., 1983), pp. 280-290
Published by: American Marketing Association
Stable URL: http://www.jstor.org/stable/3151831
Page Count: 11
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Foot-in-the-door and door-in-the-face are multiple request techniques frequently used to increase behavioral compliance. However, results from experimental research indicate that these techniques may enhance, undermine, or have no effect on compliance. In the authors' research, the notion of information availability is introduced to help specify when multiple request techniques are likely to be effective. Four experiments are reported that test and support the information availability predictions.
Journal of Marketing Research © 1983 American Marketing Association