A study of order effects in social influence

本研究的目的是揭示人际影响的顺序效应，包括说服、人际请求和技术服从策略。通过问卷调查、实地实验、网络实验等方法收集数据，得到以下结果：在说服的顺序效应没有发现，因为两个来源写的赞成和反对的说服信息呈现给受试者。当依从性成本较小时，脚入门技术比面对面技术更有效，而当依从性成本较大时，两种技术的有效性均不显著大于对照组。当影响尝试一次且服从成本较小时，则表现出顺序效应。当负面信息先出现时，依从率大于正面信息先出现时。我们推测，通过首先向接受者呈现负面信息，影响主体被认为是一个可信的人。最后，接受者越是以人际关系为导向（Swap & Rubin, 1983），他们越是遵从请求。

The purpose of the present study was to reveal order effects in interpersonal influence including persuasion, interpersonal requests, and technical compliance-gaining strategies. Data was collected with survey, field experiments, and internet experiments and the following results were found. Order effects in persuasion were not found because pro and con persuasion messages written by two sources were presented to subjects. Foot-in-the-door technique was more effective than door-in-the-face technique when compliance-cost was relatively small, whereas effectiveness of the both techniques was not significantly larger than that of the control group when the compliance-cost was relatively large. When influencing attempt was conducted once and the compliance-cost was small, order effects were revealed. The rates of compliance were larger when negative information was presented first than when positive information first. It was speculated that the influencing agent was perceived as a credible person through presenting to the recipient the negative information first. Finally, the more the recipients were interpersonally oriented (Swap & Rubin, 1983), the more they complied with requests.