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Effects of public image concerns and self-image on compliance.
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Whether compliance is affected by targets' impression management was investigated. A confederate approached male shoppers sitting either alone or with a female companion in an American shopping mall and attempted to convince the male shoppers to agree to purchase raffle tickets. The presence of a female companion was expected to heighten the male shoppers' concerns about public image. The effects of self-image on compliance were also examined, using foot-in-the-door (FITD) strategy. The shoppers who were with a female companion agreed to buy more tickets than the shoppers who were alone ...
<.05; the male shoppers who were with a female companion agreed to buy more tickets (M = 2.41) than the male shoppers who were alone did (M = 1.31). The effect size for this factor was very moderate, r = .27. The FITD shoppers did agree to purchase more tickets (M = 2.18) than the control shoppers did (M = 1.53), but this difference fell far short of statistical significance, F(1, 60) = 1.76, p><.001, and the effect size was large, r = .49. Eighty-one percent of the FITD shoppers listened to the confederate's entire appeal, compared with 63% of control shoppers. This difference was nonsignificant, [X.sup.2](1, N = 64) = 2.78, p>
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