Facilitating Compliance by Manipulating the Nature of the Comparison: Relative Cost vs. Reciprocal Concession
- 1 February 1974
- journal article
- research article
- Published by SAGE Publications in Proceedings of the Division of Personality and Society Psychology
- Vol. 1 (1) , 160-162
- https://doi.org/10.1177/014616727400100155
Abstract
No abstract availableThis publication has 4 references indexed in Scilit:
- Effects of extremity of offers and concession rate on the outcomes of bargaining.Journal of Personality and Social Psychology, 1972
- The obligation to help: The effects of amount of prior help on subsequent helping behaviorJournal of Experimental Social Psychology, 1970
- Opening offer and frequency of concession as bargaining strategies.Journal of Personality and Social Psychology, 1967
- The Norm of Reciprocity: A Preliminary StatementAmerican Sociological Review, 1960