The effects of favor and apology on compliance

Ryan Goei, Anthony Roberto, Gary Meyer, Kellie Carlyle

Research output: Contribution to journalArticle

18 Scopus citations

Abstract

This study was designed to test the effects of favor and apology on compliance and to explain any potential effect via indebtedness, gratitude, and liking. Two experiments were devised to accomplish these ends. In the first experiment favor and apology were varied in the absence of a transgression to see if apologizing for not providing a favor can be used proactively to increase compliance. In the second experiment favor and apology were varied in a more common scenario, following a transgression. Results show that favor has a positive effect on compliance mediated by gratitude when using a general prosocial request and by liking when using a more altruistic request. Results also suggest that apology has a positive effect on liking and that apology has an indirect effect on compliance under certain conditions.

Original languageEnglish (US)
Pages (from-to)575-595
Number of pages21
JournalCommunication Research
Volume34
Issue number6
DOIs
StatePublished - Dec 2007

Keywords

  • Apology
  • Compliance
  • Favor
  • Persuasion
  • Reciprocity

ASJC Scopus subject areas

  • Language and Linguistics
  • Communication
  • Linguistics and Language

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