Między młotem a kowadłem: technika karate jako narzędzie wpływu społecznego


DARIUSZ DOLIŃSKI
Instytut Psychologii Polskiej Akademii Nauk, Warszawa

A ROCK OR A HARD PLACE: THE KARATE TECHNIQUE AS A TOOL OF SOCIAL INFLUENCE

Abstract. Situations when the formulation of the target request is preceded by posing another request are frequently investigated by social psychologists. So far, however, increased compliance with the target request was found in the conditions where the initial request was either easier than the target request (the foot-in-the-door technique) or more difficult (the door-in-the-face technique). In the experiment presented in this article it has been shown that increased compliance with the final request can also be observed when the initial request is of more or less the same degree of difficulty as the critical request. This new compliance-gaining strategy is called the karate technique.
Autor: Ewelina Soszyńska
Ostatnia aktualizacja: 18.05.2007, godz. 16:44 - Ewelina Soszyńska