Construct · 1 fields · 1 citations

that's-not-all technique: a standalone construct

One name. One construct. A landmark on the map.

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that's-not-alltechnique1 CONSTRUCTThat's-not-all techniqueBURGER · SOCIAL PSYCHOLOGY

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Social psychology

a compliance tactic in which an offer is sweetened before the target responds, increasing acceptance compared with presenting the better deal at once.

In social psychology, that's-not-all technique refers to a compliance tactic in which an offer is sweetened before the target responds, increasing acceptance compared with presenting the better deal at once. This meaning comes from Burger (1986) in Journal of Personality and Social Psychology.[1]

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Nearby constructs

acceptance6 fields · 14 citationsjingle · one name, six constructscompliance4 fields · 5 citationsjingle · one word, four constructsoffer1 fields · 1 citationsanchor · a standalone construct

References

  1. Burger, J. M. (1986). Increasing compliance by improving the deal: The that's-not-all technique. Journal of Personality and Social Psychology, 51(2), 277-283. https://doi.org/10.1037/0022-3514.51.2.277

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