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Influence comportementale online : études dans le paradigme de la soumission sans pression

Abstract : The aim of compliance without pressure techniques is to get people to spontaneously adopt a behavior. Since the 1960s, they have shown their efficiency. The popularization of computer-mediated communications (CMC) raises the question of whether the influence processes remain effective and on what conditions. Among the existing CMCs, we wish to use the study field provided by the Massively Multiplayer Online Game because the interindividual interactions are numerous and it is necessary to create an avatar to access them. In agreement with some research, we think that the avatar appearance is a variable that significantly influences the individual’s behavior. Our objectives are to replicate the effects of compliance techniques and to specify the criteria to be considered in order to achieve the target behavior. A series of four studies, testing techniques of compliance without pressure (foot-in-the-door, foot-in-the-face, door-in-the-face, but you are free to…) are put in place. Results cannot be explained to the full extend by the common theories used in real life studies, however, they present new theoretical and methodological perspectives in terms of behavior changes induction in CMC.
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Submitted on : Monday, December 17, 2018 - 4:43:06 PM
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  • HAL Id : tel-01958086, version 1


Laura Barbier. Influence comportementale online : études dans le paradigme de la soumission sans pression. Psychologie. Université de Lorraine, 2018. Français. ⟨NNT : 2018LORR0127⟩. ⟨tel-01958086⟩



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