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The Effects Of Psuedo-Altruistic Behavior On The Likelihood Of Reciprocity And Perceptions Of The Source, Reagan Rule

Electronic Theses and Dissertations

The current study examines the roles of expectancy disconfirmation and pseudo-altruistic behaviors as communication strategies to increase receiver compliance, and their effects on perceptions of the source, including credibility and likeability ratings. While adding to the previous research, this investigation examines the effects on compliance when pseudo-altruistic practices are employed in a sales situation. Additionally, subjects’ compliance responses in the treatment groups are analyzed for relationships between compliance and several possible mediators, including participant’s evaluations of the source, and feelings of obligation and guilt. A focus group was held to discuss the face validity of the scenarios. Additionally, a pilot …