Increasing Compliance by Reducing Resistance

本研究采用了一种姿态位置和姿态变化的接近-回避模型，重点研究了回避梯度。在许多情况下，一个请求、一个提议或一个建议会产生两种相反的反应。要约的接受者想要同意，想要享受，想要参与实现请求，但同时接受者可能会抵制实现请求所带来的费用，努力和/或承诺。这种接近-回避冲突的动态可以通过增加接近力或减少回避倾向来改变。许多关于社会影响力的理论都集中在这一冲突的方法方面，并提出了增加采取行动的理由的数量或质量的方法。这项研究的重点是如何减少阻力说服作为一种手段，增加遵守。包括两个相关的研究项目，一个研究如何破坏耐药性，另一个研究如何通过使用来消除耐药性。第一个研究项目的重点是破坏耐药性。调查者的扰乱-然后-重构社会影响方法使用了一种微妙的扰乱，以减少对接受提议的理由的阻力。要约中的一个小小的意外因素，比如用便士而不是美元来说明卡片的价格，或者颠倒两个词的正常顺序，会使随后的理由更有说服力，或者使接受要约的重新框架更有说服力。三项研究调查了一个破坏性的短语是否会增加评价性审查，扰乱精细思维，或干扰评价性考虑。第二个项目调查抵抗力是否是一种可消耗的资源。四项研究调查了拒绝一项提议是否会削弱一个人拒绝未来提议的能力。这些研究共同阐明了抵抗在顺从和态度改变中的作用，并建立了几种新的说服策略。

This research adopts an approach-avoidance model of attitude position and change and focuses on the avoidance gradient. In many cases, a request, an offer, or a suggestion creates two opposing reactions. The recipient of an offer wants to agree, wants to enjoy, wants to participate in fulfilling the request, but at the same time the recipient may be resistant to the expense, to the effort, and/or to the commitment that comes with fulfilling the request. The dynamics of this approach-avoidance conflict may be changed either by augmenting the approach forces or by diminishing the avoidance tendencies. Many theories of social influence focus on the approach side of this conflict, and suggest ways of adding to the number or quality of reasons for taking action. This research focuses on ways to reduce resistance to persuasion as a means of increasing compliance. Two related programs of research are included, one investigating how resistance can be disrupted, the other investigating how resistance can be depleted by use. The first program of research focuses on disrupting resistance. The investigator's Disrupt-then-Reframe method of social influence uses a subtle disruption to lessen resistance to reasons for accepting the offer. A slight unexpected element in an offer, such as stating the price of note-cards in pennies rather than dollars or reversing the normal order of two words, makes more persuasive the subsequent reasons or reframes for accepting the offer. Three studies investigate whether a disrupting phrase increases evaluative scrutiny, disrupts elaborative thinking, or interferes with evaluative consideration. The second program investigates whether resistance is a consumable resource. Four studies investigate whether resisting an offer will diminish one's capacity to resist future offers. Together these studies clarify the role of resistance in compliance and attitude change and establish several new strategies for persuasion.