A study of order effects in social influence

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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.