ABSTRACT.
In spite of an ever-increasing number of theoretical
publications on
positioning phenomena, which describe the processes of negotiating the
identity
in relations between people, their experimental verification is still
lacking.
The present article attempts to empirically verify similar negotiations
as
exemplified by the model of social influence based on positioning
theory. Thus,
the conceptual replication of Doliński's (2005) research was conducted,
with
several additional experimental conditions. Findings show that a double
activation of the same position results in the highest efficiency of
the
technique when compared to either the activation of two different
positions or
the control group. The findings are discussed in the context of
self-perception
theory. The study demonstrates that positioning can be considered an
existing
phenomenon, and can be employed in order to enrich the classical
theoretical
explanations of the effectiveness of the 'foot-in-the-door' technique.
Keywords:
social influence, 'foot-in-the-door', positioning,
dialogical self,
self-perception theory
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