The lure technique: Generalization and moderating effects

• Published in: Revue européenne de psychologie appliquée Vol. 65; no. 2; pp. 105 - 113
• Main Authors: Marchand, M, Joule, R.-V, Guéguen, N
• Format: Journal Article
• Language: English
• Published: Elsevier SAS 01.03.2015
• Subjects: Compliance; Internal Medicine; Leurre; Lure; Psychiatry; Request; Requête; Soumission; Soumission; Request; Lure; Compliance; Requête; Leurre

Abstract Introduction The lure technique, first studied by Joule, Gouilloux and Weber (1989), involves three stages: (1) an individual is led to make a rewarding decision to realize a given behavior; (2) he is informed of the impossibility of realizing this behavior; (3) we propose making a new less...