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The lure technique: replication and refinement in a field setting.

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The lure technique, or bait-and-switch, significantly increases compliance by first securing agreement to a rewarding task, then proposing a less desirable alternative. This method proved effective regardless of solicitor status.

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Area of Science:

  • Social Psychology
  • Behavioral Science

Background:

  • Compliance techniques are widely studied, but the lure technique (bait-and-switch) remains under-researched.
  • Existing studies on the lure technique have methodological limitations regarding participant/solicitor status and timing.

Purpose of the Study:

  • To investigate the effectiveness of the lure technique in increasing compliance.
  • To control for participant and solicitor status and the delay between initial agreement and the final request.

Main Methods:

  • A controlled experiment with 40 female students (18-22 years old) was conducted.
  • Participants initially agreed to a remunerated experiment, then were informed it was full and offered a non-remunerated alternative.
  • A control group received the less desirable request immediately.

Main Results:

  • Compliance with the final request was significantly higher in the lure condition (70%) compared to the control condition (35%).
  • The effectiveness of the lure technique was not influenced by the solicitor's status.

Conclusions:

  • The lure technique is an effective strategy for increasing compliance.
  • The technique's efficacy is independent of the solicitor's social standing.