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1 Online-Ressource (ix, 129 Blätter, 5515 KB)
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Content:
There are numerous situations in which people ask for something or make a request, e.g. asking a favor, asking for help or requesting compliance with specific norms. For this reason, how to ask for something in order to increase people’s willingness to fulfill such requests is one of the most important question for many people working in various different fields of responsibility such as charitable giving, marketing, management or policy making. This dissertation consists of four chapters that deal with the effects of small changes in the decision-making environment on altruistic decision-making and compliance behavior. Most notably, written communication as an influencing factor is the focus of the first three chapters. The starting point was the question how to devise a request in order to maximize its chance of success (Chapter 1). The results of the first chapter originate the ideas for the second and third chapter. Chapter 2 analyzes how communication by a neutral third-party, i.e. a text from the experimenters that either ...
Note:
Dissertation Universität Potsdam 2019
Additional Edition:
Erscheint auch als Druck-Ausgabe Stolley, Florian Four essays on altruism and compliance Potsdam, 2018
Language:
English
Keywords:
Hochschulschrift
DOI:
10.25932/publishup-42801
URN:
urn:nbn:de:kobv:517-opus4-428013
URL:
Volltext
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Volltext
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URL:
https://nbn-resolving.org/urn:nbn:de:kobv:517-opus4-428013
URL:
https://d-nb.info/1219910856/34
Author information:
Borck, Rainald
Author information:
Caliendo, Marco 1974-
Author information:
Bruttel, Lisa Verena 1981-
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