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La technique du porte-au-nez : vers une interprétation en termes d'éveil d'une dissonance

Abstract : Research conducted in the field of social influence and leading individuals to change are classic in social psychology. Behavior change can be achieved through different techniques, such as the door-in-the-face. Its operating procedure is simple: get a refusal on a first request too costly to be accepted in order to facilitate the acceptance of a second request less costly, the one targeted from the beginning. Different interpretations were tested based on contextual variables to argue their approaches, but none of them is unanimously approved to date. The objective of this thesis is to study the influence of interpersonal variables, such as attitude, self-importance and normative beliefs, in the door-in-the-face paradigm and to propose a new modelling of the door-in-the-face effect based on inconsistency. We hypothesize that the effectiveness of the door-in-the-face technique is based on the difficulty people have in tolerating the inconsistency between their refusal behavior and their measured positions through attitude, Self-importance and normative beliefs about the object. In this logic, the acceptance of the second request would take place to reduce this inconsistency by adopting a behavior consistent with their positions. Six experiments were conducted to achieve this objective. The first two have tested the role of the initial position and show that only the Self-importance can influence the door-in-the-face effect. The following two have highlighted the role of the difference between the position of individuals and the refusal behavior on the intention. The fifth experiment shows that the participants feel guilty when the extreme request is refused, especially when their position is favorable to the cause of the requests. The results of the last one confirm an interpretation in terms of inconsistency compared to a classical interpretation.
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Contributor : Abes Star :  Contact
Submitted on : Monday, December 7, 2020 - 3:47:10 PM
Last modification on : Monday, June 21, 2021 - 2:44:03 PM
Long-term archiving on: : Monday, March 8, 2021 - 7:17:55 PM


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  • HAL Id : tel-03043966, version 1



Nicolas Mauny. La technique du porte-au-nez : vers une interprétation en termes d'éveil d'une dissonance. Psychologie. Normandie Université, 2020. Français. ⟨NNT : 2020NORMC015⟩. ⟨tel-03043966⟩



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