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When saying no leads to compliance: The door-in-the-face technique for changing attitudes and behaviors towards smoking at work

Abstract : Introduction. – The aim of this action research was to encourage workers to comply with an anti-smoking charter and get them to effectively reduce their tobacco use. Two change procedures were compared: a classic one based on an information campaign and an original one based on the door-in-the-face technique. Method. – Forty-three smoking workers participated in this study. They were assigned to one of the two groups: information campaign group or door-in-the-face group. Two types of measures were administered. The first assessed self-reported attitudes towards smoking, such as perceived dependence (Fagerström Test); the second assessed effective behavior, such as number of cigarettes smoked and physiological nicotine addiction. Conclusion. – Taken together, the results show that the door-in-the-face technique was more effective than the information campaign. These results are discussed in light of the social acceptability of the initial refusal.
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https://hal-amu.archives-ouvertes.fr/hal-01622679
Contributor : Valérie Fointiat <>
Submitted on : Tuesday, October 24, 2017 - 3:36:42 PM
Last modification on : Wednesday, October 14, 2020 - 3:50:07 AM

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P. Pansu, L. Lima, Valérie Fointiat. When saying no leads to compliance: The door-in-the-face technique for changing attitudes and behaviors towards smoking at work. European Review of Applied Psychology / Revue Européenne de Psychologie Appliquée, Elsevier, 2014, 64 (1), pp.19 - 27. ⟨10.1016/j.erap.2013.11.001⟩. ⟨hal-01622679⟩

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