How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 301

your easy life compared to those that his company is soliciting for. In one
study, 18 percent of the people donated when they were approached
without the initial "How are you doing this evening?" while 32 percent
donated when the initial greeting was employed.[12]
[10]J. Dillard, J. Hunter, and M. Burgoon, "Sequential-Request Persuasive
Strategies: Meta-Analysis of Foot-in-the-Door and Door-in-the-Face," Human
Communication Research (1984): 461–488.
[11]E. Fern, K. Monroe, and R. Avila, "Effectiveness of Multiple Requests
Strategies: A Synthesis of Research Results," Journal of Marketing Research 23
(1986): 144–152.
[12]Daniel Howard, "The Influence of Verbal Responses to Common Greetings
on Compliance Behavior: The Foot-in-the-Mouth Effect," Journal of Applied

Social Psychology 20 (1990): 58–59.

301