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Article Dans Une Revue Journal of Social Psychology Année : 2022

When a refusal turns into donation: the moderating effect of the initial position toward blood donation in the door-in-the-face effectiveness

Résumé

This research aimed to test the moderating effect of people's initial position to blood donation on the actual acceptance to donate blood in a door-in-the-face situation. This position (attitude, self-importance, normative beliefs) was measured one month prior to the request (Study 1, N = 99) or immediately before (Study 2, N = 80). The results revealed that the doorin-the-face effect is moderated by the importance of blood donation to the self, all the more so when the position is made salient. This highlights the specific character of blood donation in France and the centrality of the importance of donating for the self at the heart of the DITF technique. These results offer new insights into the conditions that must be met to achieve acceptance to donate blood after an initial refusal.
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Dates et versions

hal-03879582 , version 1 (30-11-2022)

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Citer

Nicolas Mauny, Jessica Mange, Arnaud Mortier, Alain Somat, Cécile Sénémeaud. When a refusal turns into donation: the moderating effect of the initial position toward blood donation in the door-in-the-face effectiveness. Journal of Social Psychology, inPress, 62 (7), pp.1377-1387. ⟨10.1080/00224545.2022.2043815⟩. ⟨hal-03879582⟩
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