Abstract
ABSTRACTIn the main, compliance-gaining research finds that the performance of a favor for another before making a request for compliance increases the odds of compliance-gaining success. A small number of studies, however, have found that pregiving in this manner fails to increase compliance rates. This study examines three different explanations for the missing pregiving effect. The presence of a confound in altruistic requests is also investigated. Specifically, the success of altruistic requests might not result from the induction of empathy in the target. This experiment employed a 2 × 3 independent groups design crossing three compliance-gaining message types with two pregiving conditions where an influence agent asked targets to assist in academic dishonesty. The data demonstrated an inverse pregiving effect under certain conditions.
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