Abstract
Two field experiments were performed assessing the effectiveness of the dump-and-chase, a compliance-gaining technique employing strategic persistence. These two experiments demonstrate the effectiveness of the dump-and-chase relative to other known compliance-gaining techniques. Experiment 1 found the dump-and-chase more effective than pooled data from the door-in-the-face and placebic information technique. Experiment 2 found the dump-and-chase more effective than the door-in-the-face, placebic information, and foot-in-the-door. The dump-and-chase produced consistently higher compliance-gaining proportions across experiments. Moreover, because the contextual features of two experiments differed substantially, the effect was robust to important contextual differences.
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