The “that’s-not-all” compliance-gaining technique: when does it work?
The that’s-not-all (TNA) compliance-gaining technique offers a product at an initial price and then improves the deal by either lowering the price or adding an extra product before the target responds to the final and adjusted offer. A meta-analysis with 18 comparisons examining the effectiveness of...
| Main Authors: | , , |
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| Format: | Article |
| Language: | English |
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Taylor & Francis Group
2019-04-01
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| Series: | Social Influence |
| Subjects: | |
| Online Access: | http://dx.doi.org/10.1080/15534510.2019.1634146 |
| _version_ | 1797678948413341696 |
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| author | Seyoung Lee Shin-Il Moon Thomas Hugh Feeley |
| author_facet | Seyoung Lee Shin-Il Moon Thomas Hugh Feeley |
| author_sort | Seyoung Lee |
| collection | DOAJ |
| description | The that’s-not-all (TNA) compliance-gaining technique offers a product at an initial price and then improves the deal by either lowering the price or adding an extra product before the target responds to the final and adjusted offer. A meta-analysis with 18 comparisons examining the effectiveness of the TNA strategy found that the technique is a reliable method for increasing compliance (r = .16). Moderator analyses showed that the technique is effective when the purchase of a product is requested, when the price of a product offered in the final request is lower, and when the concession size is not too large. It is argued that the principles of hedonic editing and mindlessness account for the TNA effect. |
| first_indexed | 2024-03-11T23:07:18Z |
| format | Article |
| id | doaj.art-3fa2f0e406154fa0bbbd096b391562e7 |
| institution | Directory Open Access Journal |
| issn | 1553-4510 1553-4529 |
| language | English |
| last_indexed | 2024-03-11T23:07:18Z |
| publishDate | 2019-04-01 |
| publisher | Taylor & Francis Group |
| record_format | Article |
| series | Social Influence |
| spelling | doaj.art-3fa2f0e406154fa0bbbd096b391562e72023-09-21T12:43:11ZengTaylor & Francis GroupSocial Influence1553-45101553-45292019-04-01142253910.1080/15534510.2019.16341461634146The “that’s-not-all” compliance-gaining technique: when does it work?Seyoung Lee0Shin-Il Moon1Thomas Hugh Feeley2Sungkyunkwan UniversityMyongji UniversityUniversity at Buffalo, The State University of New YorkThe that’s-not-all (TNA) compliance-gaining technique offers a product at an initial price and then improves the deal by either lowering the price or adding an extra product before the target responds to the final and adjusted offer. A meta-analysis with 18 comparisons examining the effectiveness of the TNA strategy found that the technique is a reliable method for increasing compliance (r = .16). Moderator analyses showed that the technique is effective when the purchase of a product is requested, when the price of a product offered in the final request is lower, and when the concession size is not too large. It is argued that the principles of hedonic editing and mindlessness account for the TNA effect.http://dx.doi.org/10.1080/15534510.2019.1634146that’s-not-allpersuasioncompliance-gainingmeta-analysis |
| spellingShingle | Seyoung Lee Shin-Il Moon Thomas Hugh Feeley The “that’s-not-all” compliance-gaining technique: when does it work? Social Influence that’s-not-all persuasion compliance-gaining meta-analysis |
| title | The “that’s-not-all” compliance-gaining technique: when does it work? |
| title_full | The “that’s-not-all” compliance-gaining technique: when does it work? |
| title_fullStr | The “that’s-not-all” compliance-gaining technique: when does it work? |
| title_full_unstemmed | The “that’s-not-all” compliance-gaining technique: when does it work? |
| title_short | The “that’s-not-all” compliance-gaining technique: when does it work? |
| title_sort | that s not all compliance gaining technique when does it work |
| topic | that’s-not-all persuasion compliance-gaining meta-analysis |
| url | http://dx.doi.org/10.1080/15534510.2019.1634146 |
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