Title

The effect of the compliance strategy choice upon perception of power

Document Type

Article

Department or Administrative Unit

Psychology

Publication Date

10-1993

Abstract

The relation between sequential request influence strategies and social power was examined, using a social impact theory model of perception. It was predicted that a door-in-the-face (DITF) scenario would suggest a greater difference in power between a giver and seeker than a foot-in-the-door (FITD) scenario would. Two judgment studies using American students at two different universities measured the perceived power of two individuals, the favor giver and the favor seeker, in either the DITF or the FITD. In both studies, the subjects perceived a significantly greater power difference between the giver and the seeker in the DITF strategy than they did in the FITD.

Comments

This article was originally published in The Journal of Social Psychology. The full-text article from the publisher can be found here.

Due to copyright restrictions, this article is not available for free download from ScholarWorks @ CWU.

Journal

The Journal of Social Psychology

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