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The low-ball compliance procedure: a meta-analysis

机译：低球顺应程序：一项荟萃分析

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摘要

Practitioners of the low-ball compliance procedure allow individuals to agree to a request and then raise the cost of agreement slightly. When successful, the tactic results in more compliance than a condition in which people are presented only with the higher price. A meta-analysis of published low-ball studies found that the procedure is a reliable and effective method for increasing compliance. The procedure appears to be most effective when participants state their initial agreement publicly and when the second request is only slightly more costly than the first. Three psychological processes are identified that may explain the low-ball effectcommitment to the action, commitment to the person, and self-presentation. It is likely that all three contribute to the effectiveness of low-ball manipulations.
机译：低球合规程序的从业者允许个人同意一个请求，然后稍微提高协定的成本。当成功时，该策略比仅向人们展示更高价格的条件所带来的合规性更高。对已发表的低球研究进行的荟萃分析发现，该程序是增加依从性的可靠且有效的方法。当参与者公开声明其初始协议且第二个请求的费用仅比第一个请求的费用稍高时，该程序似乎是最有效的。确定了三个心理过程，可以解释低球效应对行为的承诺，对人的承诺和自我表现。这三者都可能有助于低球操纵的有效性。

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