Search results for "Attention Concentration"

“Fear-Then-Relief” Procedure for Producing Compliance: Beware When the Danger Is Over

1998

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.