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RESEARCH PRODUCT
“Fear-Then-Relief” Procedure for Producing Compliance: Beware When the Danger Is Over
Richard NawratDariusz Dolinskisubject
PersuasionSociology and Political ScienceSocial Psychologymedia_common.quotation_subjectInformation processingCognitionCompliance (psychology)Test (assessment)Social cognitionAttention ConcentrationmedicineAnxietymedicine.symptomPsychologySocial psychologymedia_commondescription
Abstract This article presents the procedure and results of five experiments (four field studies and one laboratory experiment) designed to test the effectiveness of a new technique (“fear-then-relief”) for producing compliance. It has been shown that people who experience anxiety whose source is later abruptly eliminated usually respond positively to various requests addressed to them. The fear-then-relief phenomenon was found to be reliable and strong in both field studies and the laboratory experiment. A model based on the concept of limited capacity of cognitive resource, fear dynamic, and direction of attention concentration is offered as an explanation of the results obtained.
| year | journal | country | edition | language |
|---|---|---|---|---|
| 1998-01-01 | Journal of Experimental Social Psychology |