The Lure: A New Compliance Procedure.

PSYCHOLOGY; PHILOSOPHY; SOCIAL sciences; ATTITUDE (Psychology); BEHAVIOR; HUMAN experimentation in psychology

A new compliance procedure called the lure is presented. This tactic consists of first Ieading a person to make a decision to execute a highly advantageous type of behavior, informing him afterwards that because the circumstances have changed, he can no longer perform the planned act, and then suggesting that he execute a less advantageous behavior. In two experiments, the subjects were led to believe that they would participate in a rather interesting and well-paid experiment. Once they had decided to participate, they were asked to come to the laboratory, where they were told that the planned experiment would not take place after all. It was then suggested that they participate instead in another rather tedious, unpaid experiment. The results attest to the effectiveness of this procedure. [ABSTRACT FROM AUTHOR]

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