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，人际请求和技术顺从获得策略。通过问卷调查、现场实验和网络实验收集数据，结果发现：说服中的顺序效应不存在，因为说服信息是由两个来源撰写的，而说服信息是由两个来源撰写的。当合规成本相对较小时，脚在门里技术比门在脸上技术更有效，而当合规成本相对较大时，这两种技术的有效性并不明显大于对照组。当影响尝试仅进行一次且顺从成本较小时，订单效应显著。当先呈现负面信息时，遵守率高于先呈现正面信息时。据推测，影响代理人被认为是一个可信的人，通过提供给接收者的负面信息的第一。最后，接受者越是以人际关系为导向（Swap & Rubin，1983），他们就越会遵守请求。

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.