For a Dollar, Would You...? How (We Think) Money Affects Compliance with Our Requests

Vanessa K. Bohns,Daniel A. Newark,Amy Z. Xu

Organizational Behavior and Human Decision Processes（2016）

引用 16|浏览6

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摘要

•People tend to overestimate the likelihood that their requests will be rejected.•We find that offering money in exchange for compliance mitigates this error.•We theorize that offering money reframes a favor request as a business exchange.•This frame allows requests, and likelihood of compliance, to be assessed more objectively.

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关键词

Compliance,Money,Morality,Prosocial behavior,Social influence,Social prediction

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