Repeating “Yes” in a first request and compliance with a later request: The four walls technique

Nicolas Guéguen1, Robert-Vincent Joule2, Didier Courbert2, Séverine Halimi-Falkowicz2, Marie Marchand2
1Department of Social Sciences, University of South Brittany, France
2Department of Social Psychology, University of Provence, France
Cite this article:  Guéguen, N., Joule, R., Courbert, D., Halimi-Falkowicz, S., & Marchand, M. (2013). Repeating “Yes” in a first request and compliance with a later request: The four walls technique. Social Behavior and Personality: An international journal, 41, 199-202.

Volume 41 Issue 2 | e2542 | Published: March 2013 | DOI: https://doi.org/10.2224/sbp.2013.41.2.199

Abstract
Full Text
References
Tables and Figures
Acknowledgements
Author Contact

The commitment/consistency principle for compliance implies that people act in ways consistent with their previous behavior. Cialdini and Sagarin (2005) have stated that, according to this principle, asking individuals questions to which they would be expected to say “yes” could be associated with achieving greater compliance with a subsequent request. However, this procedure, referred to as the four walls technique, has never been tested experimentally. In this study, we conducted an experiment in which participants were first asked to answer several questions that required “yes” or “no” responses. Then, the participants were asked to comply with an additional request. It was found that saying “yes” several times beforehand is associated with greater compliance with a subsequent request than is saying “no” beforehand or when no first request was made.

Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.