Testing a binding communication strategy in a company: How could persuasive information be more efficient?

Isabelle Grandjean1, Nicolas Guéguen1
1Université Européenne de Bretagne and Université de Bretagne-Sud, France
Cite this article:  Grandjean, I. , & Guéguen, N. (2011). Testing a binding communication strategy in a company: How could persuasive information be more efficient?. Social Behavior and Personality: An international journal, 39, 1209-1216.

Volume 39 Issue 9 | e2206 | Published: October 2011 | DOI: https://doi.org/10.2224/sbp.2011.39.9.1209

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The aim in this study was to improve persuasive communication in a French workplace context. Within the framework of a global progress plan, visual communication changes were proposed in an aeronautical factory. We applied the paradigm of binding communication to contribute to making communication more effective. In accordance with the theory of commitment, we induced employees to perform freely a visible preparatory act (i.e., answer a questionnaire) before the upgrading of notice boards and institution of a monthly newsletter. We compared behavioral variables before and after the introduction of these changes. The results indicated that employees consulted the newly available information more frequently. Moreover, according to 2 performance indicators, they significantly enhanced the quality of their work.

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