“那不是全部”的获得遵从性的技巧:它什么时候起作用?

IF 1.8 3区心理学 Q3 PSYCHOLOGY, SOCIAL

Social Influence Pub Date : 2019-04-03 DOI:10.1080/15534510.2019.1634146

Seyoung Lee, Shin-Il Moon, T. Feeley

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引用次数: 3

摘要

“那不是全部”(TNA)合规获取技术以初始价格提供产品，然后在目标客户对最终调整后的报价做出反应之前，通过降低价格或增加额外的产品来改善交易。一项包含18项比较的荟萃分析检查了TNA策略的有效性，发现该技术是提高依从性的可靠方法(r = 0.16)。调节分析表明，当要求购买产品时，当最终请求提供的产品价格较低时，当让步规模不太大时，该技术是有效的。本文认为，快乐编辑原则和无意识原则解释了TNA效应。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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The “that’s-not-all” compliance-gaining technique: when does it work?

ABSTRACT The that’s-not-all (TNA) compliance-gaining technique offers a product at an initial price and then improves the deal by either lowering the price or adding an extra product before the target responds to the final and adjusted offer. A meta-analysis with 18 comparisons examining the effectiveness of the TNA strategy found that the technique is a reliable method for increasing compliance (r = .16). Moderator analyses showed that the technique is effective when the purchase of a product is requested, when the price of a product offered in the final request is lower, and when the concession size is not too large. It is argued that the principles of hedonic editing and mindlessness account for the TNA effect.

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来源期刊

Social Influence PSYCHOLOGY, SOCIAL-

CiteScore

1.50

自引率

0.00%

发文量

期刊介绍： Social Influence is a journal that provides an integrated focus for research into this important, dynamic, and multi-disciplinary field. Topics covered include: conformity, norms, social influence tactics such as norm of reciprocity, authority, scarcity, interpersonal influence, persuasion, power, advertising, mass media effects, political persuasion, propaganda, comparative influence, compliance, minority influence, influence in groups, cultic influence, social movements, social contagions, rumors, resistance to influence, influence across cultures, and the history of influence research.