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Most Underappreciated50 Prominent Social Psychologists Describe Their Most Unloved Work$
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Robert Arkin

Print publication date: 2011

Print ISBN-13: 9780199778188

Published to Oxford Scholarship Online: March 2015

DOI: 10.1093/acprof:osobl/9780199778188.001.0001

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Is That All There Is? Reaction to the That’s-Not-All Procedure

Is That All There Is? Reaction to the That’s-Not-All Procedure

Chapter:
(p.213) Is That All There Is? Reaction to the That’s-Not-All Procedure
Source:
Most Underappreciated
Author(s):

Jerry M. Burger

Publisher:
Oxford University Press
DOI:10.1093/acprof:osobl/9780199778188.003.0042

Jerry M. Burger reflects on his most underappreciated work: a set of seven studies that explored a compliance tactic he termed “that's-not-all” technique. Similar to the foot-in-the-door, the door-in-the-face, and the low-ball that preceded it, the “that's-not-all” procedure is a sequential-request tactic whereby the requester sets up the targeted individual with one request, increasing the likelihood of compliance to a second request. Burger first explains the inspiration and the process underlying the studies before commenting on their impact in the field of social psychology.

Keywords:   Jerry M. Burger, compliance, that's-not-all technique, sequential-request tactic, social psychology

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