Skip to content

The online platform for Taylor & Francis Group content
Advanced Search

Communication Studies

Volume 60, Issue 3, 2009

Dump-and-Chase: The Effectiveness of Persistence as a Sequential Request Compliance-Gaining Strategy

Dump-and-Chase: The Effectiveness of Persistence as a Sequential Request Compliance-Gaining Strategy

PreviewView full textDownload full text
Free access
DOI:
10.1080/10510970902955976
Franklin J. Bostera*, Allison S. Shawa, Mikayla Hughesb, Michael R. Kotowskic, Renee E. Stromd & Leslie M. Deatricke

pages 219-234

Available online: 01 Jun 2009
Alert me

Abstract

Two field experiments were performed assessing the effectiveness of the dump-and-chase, a compliance-gaining technique employing strategic persistence. These two experiments demonstrate the effectiveness of the dump-and-chase relative to other known compliance-gaining techniques. Experiment 1 found the dump-and-chase more effective than pooled data from the door-in-the-face and placebic information technique. Experiment 2 found the dump-and-chase more effective than the door-in-the-face, placebic information, and foot-in-the-door. The dump-and-chase produced consistently higher compliance-gaining proportions across experiments. Moreover, because the contextual features of two experiments differed substantially, the effect was robust to important contextual differences.

Keywords

 

Details

  • Available online: 01 Jun 2009

Routledge

Author affiliations

  • a Michigan State University,
  • b University of California Davis,
  • c University of Tennessee,
  • d St. Cloud State University,
  • e University of Oklahoma,

Author notes

  • Franklin J. Boster -

    Franklin J. Boster (PhD, Michigan State University) is a Professor of Communication at Michigan State University

  • Allison S. Shaw -

    Allison S. Shaw (MA, Michigan State University) is a Communication Doctoral Student at Michigan State University

  • Mikayla Hughes -

    Mikayla Hughes (PhD, Michigan State University) is an Assistant Professor of Communication at the University of California Davis

  • Michael R. Kotowski -

    Michael R. Kotowski (PhD, Michigan State University) is an Assistant Professor of Communication Studies at the University of Tennessee

  • Renee E. Strom -

    Renee E. Strom (PhD, Michigan State University) is an Assistant Professor of Communication Studies at St. Cloud State University

  • Leslie M. Deatrick -

    Leslie M. Deatrick (MA, Michigan State University) is a Communication Doctoral Student at the University of Oklahoma

Librarians

Authors & Editors

Societies

Help & Information

Taylor & Francis Group


Powered by Atypon® Literatum

© 2012 Informa plc