Dump-and-Chase: The Effectiveness of Persistence as a Sequential Request Compliance-Gaining Strategy

Two field experiments were performed assessing the effectiveness of the dump-and-chase, a compliance-gaining technique employing strategic persistence. These two experiments demonstrate the effectiveness of the dump-and-chase relative to other known compliance-gaining techniques. Experiment 1 found...

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Bibliographic Details
Published in:Communication studies 2009-06, Vol.60 (3), p.219-234
Main Authors: Boster, Franklin J., Shaw, Allison S., Hughes, Mikayla, Kotowski, Michael R., Strom, Renee E., Deatrick, Leslie M.
Format: Article
Language:English
Subjects:
Compliance
Compliance-gaining
Effectiveness
Experiments
Foot
Persistence
Persuasion
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Summary:Two field experiments were performed assessing the effectiveness of the dump-and-chase, a compliance-gaining technique employing strategic persistence. These two experiments demonstrate the effectiveness of the dump-and-chase relative to other known compliance-gaining techniques. Experiment 1 found the dump-and-chase more effective than pooled data from the door-in-the-face and placebic information technique. Experiment 2 found the dump-and-chase more effective than the door-in-the-face, placebic information, and foot-in-the-door. The dump-and-chase produced consistently higher compliance-gaining proportions across experiments. Moreover, because the contextual features of two experiments differed substantially, the effect was robust to important contextual differences.
ISSN:1051-0974
1745-1035
DOI:10.1080/10510970902955976